The List: 50 Channel Chiefs (A - D)

By Heather Clancy, ChannelWeb

3:00 PM EST Fri. Feb. 24, 2006
From the February 27, 2006 issue of CRN
Page 4 of 9

\| A-B \| C-D \| E-F \| H-J \| L-M \| N-Q \| R \| S \| T \| V-X \|		• Carrying The Channel Torch Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn • The List: 50 Channel Chiefs From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start. • Global Touch It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond. • New To The Scene Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba. • Service Allies Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good. • 10 People You Should Know They may not be on the "Big List," but we're watching these channel executives closely in 2006..
	AUTODESK WHO: STEVE BLUM, Vice President, Americas Sales WHY: Rolled out the Value Incentative Rebate program, which moved margin dollars to the back end of the process, based on reseller customer loyalty and attach rates of Autodesk vertical offerings. PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: The channel generates 85% of revenue and North America contributes 40% of total revenue TOTAL NO. OF PARTNERS: Would not disclose NO. OF U.S. CHANNEL EMPLOYEES: Would not disclose BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005: "The evolution of a multiyear channel strategy is not only complex, but has many interrelated parts. Each evolutionary change has implications on other parts of the strategy. Each change should be evaluated not only by itself, but within the context of the entire plan to ensure secondary effects of each change are understood and planned for." REPORTS TO: Ken Bado, Senior Vice President, Worldwide Sales

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