2003 Channel Chiefs: 21-30


CRN logo By CRN Staff

12:18 PM EDT Mon. Oct. 20, 2003
From the October 20, 2003 issue of CRN
21MICHAEL SOTNICK, Vice President, Americas Partner Sales, Veritas Software
WHY? As the company integrates several key strategic acquisitions, Sotnick has been overhauling Veritas' program to underscore channel loyalty and sales training.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 55% over past 12 months
CHANNEL PROGRAM BUDGET: Plans to invest at a level consistent with the past 12 months, especially in Web-based training and online marketing tools.
TOTAL NUMBER OF PARTNERS: 3,000-plus for Windows data protection, 350 for enterprise-class storage software
ELITE PARTNERS: NA
RECRUITING TRENDS: Partners for data protection have remained steady; enterprise partner ranks fell from 900 in 2002.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: No less than 4
GOALS: Create a model that lets traditional partners move beyond selling data protection. Develop areas such as high availability, application performance management, replication and storage resource management.
REPORTS TO: Joe Julian, Senior Vice President, Americas Sales
22STEPHEN DIFRANCO, Vice President, Corporate Marketing and Branding, Maxtor
WHY? Continually seeks ways to help Maxtor partners add value in a commodity market. Grew the company's VIP Partner program membership by 50% year-over-year and was instrumental in formation of TechBuilder.org, an online destination for custom-system builders slated to debut Oct. 27.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 50% of Maxtor's $3.7 billion in revenue was sold through partners in the United States, Europe, Asia and Japan.
CHANNEL PROGRAM BUDGET: Total spent not disclosed; however, independent integrators that address the home market and system builders are a priority.
TOTAL NUMBER OF PARTNERS: 18,000-plus
ELITE PARTNERS: NA
RECRUITING TRENDS: NA
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: "I meet a large number of partners on a weekly basis. So much so, that many have become personal friends."
GOALS: Make partner relationship management system and other online tools the simplest and richest in the market. Add support for growing list of global partners.
REPORTS TO: Mike Cordano, Executive Vice President, Sales and Marketing, Maxtor
23NEIL MCNAMARA, Vice President, Sales, Western Hemisphere, Check Point Software Technologies
WHY? Helping to build Check Point's profile among key SMB VARs.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: The Western Hemisphere generated 44% of revenue in 2Q (U.S. contribution is 94% of this amount); this was up slightly from previous quarters.
CHANNEL PROGRAM BUDGET: Will grow slightly.
TOTAL NUMBER OF PARTNERS: 1,900
ELITE PARTNERS: Platinum level announced in 2Q. Goal is to keep roster at less than 10% of total partner count.
RECRUITING TRENDS: NA
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 5
GOALS: Find right mix of partners to cover enterprise and SMB products in all geographies.
REPORTS TO: Jerry Ungerman, President
24JOE NATALE, General Manager, Channel Development, Commercial IT Sales, Sony Electronics
WHY? The consumer-electronics powerhouse is engaging VARs in select vertical markets and is building programs to support the unique needs of commercial solution providers.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: NA
CHANNEL PROGRAM BUDGET: Total spent not revealed, but significant increase planned.
TOTAL NUMBER OF PARTNERS: NA
ELITE PARTNERS: NA
RECRUITING TRENDS: Looking for ways to attract Sony Selection Solution Partners, its top- tier VARs.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: "Not enough."
GOALS: Engage with more resellers across the market. Do a better job of recruiting and motivating high-quality solution providers.
REPORTS TO: Greg Taylor, Senior Vice President, Commercial IT Sales
25DEBRA BRODERSON, Senior Director, Channels and Marketing Programs, Phoenix Technologies
WHY? Launched concerted effort this year to build closer relationships with system builders.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Amount not available, but growth of 25% to 30% anticipated.
CHANNEL PROGRAM BUDGET: Approximately 75% of field marketing budget.
TOTAL NUMBER OF PARTNERS: 55, excluding Technology Leadership relationships
ELITE PARTNERS: 12
RECRUITING TRENDS: There were only 10 members in the Trusted Partner Network a year ago.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: Team meets with 5 to 10
GOALS: Continue recruitment of VARs, system builders, ISVs and other partners within ecosystem to support the Phoenix Core Management Environment.
REPORTS TO: Timothy Eades, Senior Vice President, General Manager, Corporate Marketing and Products Division
26KEN MUSE, Vice President, North America Sales Technology Channels, Oracle
WHY? Charged with deepening Oracle's relationships with the channel; seems to have the ear of upper management.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Goal is 28% of license revenue for Oracle9i database, application server, collaboration suite, e-business suite.
CHANNEL PROGRAM BUDGET: Plans increases in line with anticipated revenue growth.
TOTAL NUMBER OF PARTNERS: 2,700
ELITE PARTNERS: 50 Certified Advantage members, 200 Certified partners
RECRUITING TRENDS: Ranks are growing.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: Speaks to at least 10
GOALS: To provide a predictable and reliable partnering experience with Oracle that results in partner ROI and revenue growth.
REPORTS TO: Rauline Ochs, Group Vice President, North America Channels
27LANE M. BESS, President, North America, Trend Micro
WHY? Bess, promoted to his current position last summer, stepped in to resolve channel conflict issues, something he has moved to address by reorganizing the company's corporate sales organization and streamlining its order-fulfillment chain.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Roughly $96 million for the latest full year, up 16% year-over-year.
CHANNEL PROGRAM BUDGET: $6.75 million
TOTAL NUMBER OF PARTNERS: 1,000
ELITE PARTNERS: 80 VARs that buy directly
RECRUITING TRENDS: NA
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: "In the last month I have met with about 20, but it is much less than I would like to."
GOALS: Improve distribution and corporate reseller relationships.
REPORTS TO: Steve Chang, Founder and CEO
28LORNE WILSON, Vice President, Channel Sales and Marketing, Fujitsu Computer Products of America
WHY? Continues to nurture U.S. channel base, which has contributed to an eight-fold increase in enterprise hard-disk market share over the past 24 months. Reduced the number of distribution partners to shore up profitability. Working closely with VARs and system builders.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 26% of sales for fiscal year 2002, ended March 31; storage revenue has increased by more than 500% in that period.
CHANNEL PROGRAM BUDGET: NA
TOTAL NUMBER OF PARTNERS: 5,300-plus
ELITE PARTNERS: 25
RECRUITING TRENDS: Ranks of Fujitsu channel partners and Premier partners have both grown by more than 20%.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: Minimum of 5
GOALS: Work with partners on transition to 2.5-inch format for hard-disk drives on desktop and enterprise systems as well as a migration of interface technology to serial architecture.
REPORTS TO: Toshihiro Kawaguchi, President and CEO
29JAN BURTON, Vice President, Worldwide Channels, Symbol Technologies
WHY? Leading Symbol's ambitious redesigned channel program, PartnerSelect, tiered by vertical markets and mapped to high-touch solution providers. Turning over all professional services opportunities to channel.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: About 43% through worldwide channel; goal is to increase this portion to 75%.
CHANNEL PROGRAM BUDGET: Investments planned in partner relationship management, sales-out information measures and certification/training.
TOTAL NUMBER OF PARTNERS: 5,300 worldwide
ELITE PARTNERS: 157
RECRUITING TRENDS: Total number of partners is slightly lower.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 5 to 10
GOALS: Establish a leadership position in enterprise mobility. "Our top channel goal for the next 12 months is to rebuild integrity and trust into our channel relationships and improve the overall channel [satisfaction] and loyalty."
REPORTS TO: Todd Abbott, Senior Vice President, Worldwide Sales and Marketing
30GREG AVERA, Vice President, Channel Sales, D-Link Systems
WHY? Created preferred pricing model for partners that specify D-Link products as part of commercial bids and doubled channel staff in the past 12 months.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 99%
CHANNEL PROGRAM BUDGET: Increase planned.
TOTAL NUMBER OF PARTNERS: Thousands
ELITE PARTNERS: 400 Authorized VARs
RECRUITING TRENDS: Number of highest-tier resellers is doubling every quarter
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 3 to 4 partners each day; spends about 50% of his time on the road.
GOALS: Grow sales of high-end networking products.
REPORTS TO: Steven Joe, President

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