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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Carmen Sorice, Alcatel-Lucent
| Channel Chief Name | Carmen Sorice |
| Channel Chief Title | VP North America Channel Sales |
| Company and Division | Alcatel-Lucent |
| Markets Served: |
Networking |
| Company's overall 2007 revenue: | > $20 billion |
| Percentage of revenue from solution providers: | ~ 10% (Enterprise Business Group ~ 80%) |
| Number of years with the company: | 10 |
| Number of years involved with indirect sales: | 10 |
| Number of employees in channel organization: | 30 |
| To whom do you report in your organization? | Geoff Cowan, Senior VP, North America Enterprise & Channel Sales |
| Does that individual report to your CEO/president? | Mr. Cowan reports to CEO of North America, who reports to CEO of ALU |
| Describe your channel organization's major accomplishments over the past year: | In 2007, we grew our NA Channels Business well above market growth rates, in a year in which we also integrated Alcatel's and Lucent's Channel Programs. We have achieved significant growth with existing partners, and we have recruited and signed new partners who have also contributed to our growth. |
| List up to 10 of your top products sold through the channel: | VoIP (Omni PCX portfolio) Enterprise Data Collaboration IP Address Management(Vital) Optical Networking IP Switching Security Microwave Network Solutions Network Management Access |
| Describe how your partner community has grown over the past year: | In the past year, our existing partners have grown across several verticals, with a healthy increase in average revenue per partner - especially in the Health Care and Education verticals. We have also expanded our partner base, adding new partners who have quickly ramped up and have contributed solid growth in 2007. |
| Name the one individual who has had the most profound impact on your life: | My Father - He gave me Roots and Wings. Roots that gave me a strong foundation and a set of beliefs that make me who I am today. Wings that gave me the confidence and freedom to explore new ideas and reach for my goals, even when it meant I had to leave my comfort zone. These two things have helped me build my leadership skills, and have allowed me to make a positive impact on others. |
| Please name the single most innovative initiative for which you were responsible for the past year? | The single biggest innovation was in bringing together two organizations, with complimentary portfolios and unique partner program elements. We have taken the best elements from each program and we have developed a new ALU program which enables partners to provide end-to-end solutions to their customers, while also allowing them to meet their own solution provider business needs. |
| What were the key channel partner investments you made in the past year? | 1. We have invested in additional ALU Channel resources to create and launch the new ALU Partner Program. 2. We have invested in our Partner Training Programs. 3. We have invested in Partner communications and events to tighten our partner community and increase partner awareness regarding our solutions. |
| How are you attracting the next generation of solution providers? | Alcatel-Lucent offers solution providers the opportunity to partner with a $20B+ 'start-up' company in the North American Enterprise voice and data market. Alcatel-Lucent has a leading market share position in Europe. Our North America Partners can leverage the fact that we are the #1 selling suite of IP telephony products in the rest of the world. We offer our partners a broad portfolio, which enables them to provide the best solutions for their end customers. All of this . from a company that also provides our partners with access to the latest innovations from our R&D team in Bell Laboratories. Our portfolio enables our partners to deliver solutions that go from the core of the network, to the device in the users handand literally every other critical point within the customers network. |
| What is the greatest challenge you overcame in the past year? | The Integration of two large companies - Alcatel and Lucent. |
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