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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Craig West, NetSuite
| Channel Chief Name | Craig West |
| Channel Chief Title | Director Channel Sales, Americas |
| Company and Division | NetSuite |
| Markets Served: |
Software |
| Company's overall 2007 revenue: | n/a |
| Percentage of revenue from solution providers: | n/a |
| Number of years with the company: | 5 |
| Number of years involved with indirect sales: | 8 |
| Number of employees in channel organization: | 13 |
| To whom do you report in your organization? | Marc Huffman, VP of Sales, North America |
| Does that individual report to your CEO/president? | No, 2 levels removed |
| Describe your channel organization's major accomplishments over the past year: | Under Craig's leadership, Channel Sales at NetSuite unprecedented year-over-year revenue growth, despite a slight reduction in overall headcount. Craig and his team very successfully drove significant growth in existing partners, via innovative program changes and a renewed focus on our partner community's sales and marketing activities coupled with an effective execution of our partner verticalization strategy. This verticalization strategy successfully drove partner-centric vertical solutions and marketing enablement for those partners to generate targeted leads for NetSuite's on-demand, integrated CRM, ERP and Ecommerce solution combined with their add-on Industry Solution. This fall, Craig hosted Revolution 2007, our 5th annual partner conference, dedicated entirely to our worldwide partner community. Encompassing NetSuite's Solution Providers, ISVs, SIs, Implementation and Referral partners along with press, industry analysts, and invited guests, Revolution 2007 was our largest partner event yet, with attendance increased by greater than 50%. |
| List up to 10 of your top products sold through the channel: | NetSuite, NetSuite CRM, NetSuite CRM+, NetSuite Small Business |
| Describe how your partner community has grown over the past year: | Solution Providers: 46% increase in bookings over FY2006 ISVs: 346% increase in total number of active SuiteFlex partners |
| Name the one individual who has had the most profound impact on your life: | My Wife |
| Please name the single most innovative initiative for which you were responsible for the past year? | The delivery of NetSuite's SuiteBundler. As a platform, this technology enables and our entire channel community to build, prototype, QA and deliver value-added solutions and services. SuiteBundler Benefits for NetSuite Channel Partners: - Turning industry expertise into software, and generating new revenue streams for that. - Delivering faster implementations at a lower cost via Bundles - Having a more robust community of both industry and functional enhancement to chose from to meet customer needs |
| What were the key channel partner investments you made in the past year? | 1)Verticalization Strategy 2)Strategic Partnerships 3)Dedicated Marketing Resources |
| How are you attracting the next generation of solution providers? | 1)Innovative business model with an industry-leading recurring revenue model for partners. 2)World-class Suite of integrated, business management solutions with emphasis on customizable, integrated solutions. 3)Industry leading margins and attainable program tiers designed to provide 'boxed-product' type margins, but with a true recurring revenue stream. |
| What is the greatest challenge you overcame in the past year? | The resignation of our previous VP of Alliances & Channel Sales (Feb 2007) |
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