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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>David Zimmer, Pillar Data
| Channel Chief Name | David Zimmer |
| Channel Chief Title | VP, Worldwide Channel Sales |
| Company and Division | Pillar Data |
| Markets Served: |
Storage |
| Company's overall 2007 revenue: | n/a |
| Percentage of revenue from solution providers: | 70% |
| Number of years with the company: | 1 |
| Number of years involved with indirect sales: | 20 |
| Number of employees in channel organization: | 5 |
| To whom do you report in your organization? | Curtis Wittich |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | Significant revenue growth and continued focus on application-specific solution sets (Oracle, VMware, Exchange) |
| List up to 10 of your top products sold through the channel: | AX300 & AX500 |
| Describe how your partner community has grown over the past year: | Our partner community has expanded in the areas we designed the program to expand and that is in application specific areas. We saw large growth in new deals and new partners around Infrastructure Virtualization and Oracle environements. On a horizontal focus we have seen a lot of growth in Enhanced Data Protection using the Axiom architecture. |
| Name the one individual who has had the most profound impact on your life: | Jesus Christ has made the largest impact on my life. |
| Please name the single most innovative initiative for which you were responsible for the past year? | The most productive change we made was by removing the delineation between direct and indirect business. Instead we have a compensation accelerator for our 'End-user AEs' to work all their business with designated VAR partners. All of Pillar's sales force is focused on working new business through its entire sales cycle with their regional partner. This has led to the dramatic increase in our overall business and the profitability we help our partners with. |
| What were the key channel partner investments you made in the past year? | A)MDF money, activity and leads B) Partner Training C) Services enablement |
| How are you attracting the next generation of solution providers? | We have a focused recruitment campaign based first on application expertise and secondly by a partner profile that fits Pillar (not necessarily size but rather expertise and value to Pillar customers) |
| What is the greatest challenge you overcame in the past year? | Landing new customers with our partners and not relying on existing customers; the other area would be gaining traction with our SME offering of the AX300 |
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