The List: 50 Channel Chiefs (S)

By Heather Clancy, ChannelWeb

3:00 PM EST Fri. Feb. 24, 2006
From the February 27, 2006 issue of CRN
Page 1 of 8

\| 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..
	SAGE SOFTWARE WHO: TAYLOR MACDONALD, Executive Vice President, Channel and Sales Operations WHY: Launched Fast Track business-development program for accelerating the growth path for smaller VARs. PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Channel sales account for 43% of total North America and almost 100% of all midmarket business TOTAL NO. OF U.S. PARTNERS: 6,000 NO. OF U.S. CHANNEL EMPLOYEES: 532 for North America BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005: "That business partners have to be continually educated and convinced of the value of different program offerings. We learned that other Sage partners' successes with our partner programs were the biggest selling points for reluctant partners." REPORTS TO: Ron Verni, CEO

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