Shining Stars

Jim Hare

Vice president, worldwide sales, SilverBack

"Talk to partners, be actively involved in their business. We go on sales calls with them..."

Juliette Sultan

Vice president of Americas marketing, Business Objects

"For a partner program to be successful, there needs to be a clear value proposition that there's a market for partners to develop and that [that] market is protected."

Greg Van Acker

Vice president, U.S. Channel Sales, Oki Data

"We measure our growth based on the quality of partners that we're engaging."

David Roberts

Senior vice president, North American Channels, McAfee

"We don't scale our business without the channel."

Tim Russell

Vice President, Global Channels & Business Development, SafeNet

"Through increased emphasis on partner training, centralized access to partner sales and marketing resources, and enabling partner-led value-added services, we are growing our business."