Randy Cochran, Symantec

Channel Chief Name	Randy Cochran
Channel Chief Title	VP, Channel Sales, Americas
Company and Division	Symantec
Markets Served:	Security Storage
Company's overall 2007 revenue:	5,199.37 (in millions of USD)
Percentage of revenue from solution providers:	n/a
Number of years with the company:	4
Number of years involved with indirect sales:	20+
Number of employees in channel organization:	n/a
To whom do you report in your organization?	Bill Robins, Senior Vice President, Americas Sales
Does that individual report to your CEO/president?	No, 1 level removed
Describe your channel organization's major accomplishments over the past year:	This past year we have been focused on driving our business processes, making Symantec easier to do business with. We are striving to be the 'Vendor of Choice' -- the vendor that partners want to do business with. This is our mission and this mission has executive support throughout the company. • We have increased our focus, attention and resources in the mid-market arena and to those partners who operate in that space. • We have focused on the integration of the Altiris Channel Program into the greater Symantec Partner Program.
List up to 10 of your top products sold through the channel:	• Symantec Endpoint Protection 11.0 (SEP 11.0) -- Market leader • Symantec Backup Exec 11D -- Market leader • Symantec Backup Exec System Recovery -- Market leader • Symantec Enterprise Vault -- Market leader • Veritas NetBackup -- Market leader • Veritas Storage Foundation -- Market leader • Veritas NetBackup Pure Disk -- Emerging -- hot market: data dedupe • Altiris -- Compliance suite -- Market leader • Norton family of products -- NIS, 360, Systemworks (Norton Utilities) -- market leaders • Symantec PCAnywhere
Describe how your partner community has grown over the past year:	• We have increased our focus, attention and resources in the mid-market and to those partners who operate in that space. We have also established a national partner program with dedicated resources to drive and support these key partners. Our success in both of these areas is growing well -- so too is our NetPromoter scores. NetPromoter is an internal quarterly survey of our customers and partners conducted by Symantec.
Name the one individual who has had the most profound impact on your life:	My Dad has been, and continues to be, the individual who has influenced my life the most. His work ethic and integrity are values and ideals I strive for every day.
Please name the single most innovative initiative for which you were responsible for the past year?	• Quote to Cash -- Simplify the Symantec experience coupled with the partner feedback via the NetPromoter survey. In 2007, Symantec really focused on being the 'Vendor of Choice' that partners want to do business with.
What were the key channel partner investments you made in the past year?	• Mid-market team -- We significantly increased the dedicated resources targeting this important market segment over the past year. • Launch of ASPIRE -- We launched ASPIRE, a mid-market rebate program for partners who exceed their revenue targets. The ASPIRE Program offers a 10 percent rebate for achieving specific sales goals of eligible Symantec products. • NetPromoter -- Over the past year, Symantec did an internal quarterly survey of our customers and partners. The NetPromoter survey allowed Symantec to better determine who is promoting the company and its products and whyand who is not and why. All of the 'why nots' are called to verify and understand and to share what Symantec has done and what else is on the radar to be done.
How are you attracting the next generation of solution providers?	We feel the key ingredients that attract partners are: a. Market leading solutions/technologies. b. Best-in-class support -- pre- and post-sale. c. True partnership -- communicate, educate and investigate -- challenge everything
What is the greatest challenge you overcame in the past year?	• The greatest challenge we face every year is to be relevant to our partners' businesses. When we are relevant, the partnership is in full swing.

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