The Channel's Magic

Our Top 25 list has a decidedly different look this year. Instead of naming the top 25 IT industry executives regardless of their channel bent, we've chosen executives who have championed channel innovation within their organizations. Hewlett-Packard's Mark Hurd grabbed the top spot on the strength of his efforts to seek input from solution providers and make them an integral part of HP's sales strategy. That effort helped HP's revenue shoot past $100 billion this year, making it the largest technology company in the world.

But Hurd's efforts were rare among CEOs at brand-name technology companies. As such, CRN drilled down to reward the rank-and-file executives who have truly promoted the channel. Juniper's Frank Vitagliano, IBM's Mike Borman and Oracle's Rauline Ochs all made the list for the first time.

CRAIG ZARLEY Can be reached via e-mail at czarley@cmp.com.

A new breed of distribution executive gained recognition as well. Newegg's Fred Chang jumped into the ranks of the distribution elite after his company emerged on the top of CRN's Preferred Sourcing list earlier in the year. Arrow's Kevin Gilroy secured a spot, as did Ingram Micro's Greg Spierkel. And D&H's Dan Schwab for his effort to go after larger rivals with a renewed focus on smaller VARs made the list as well.

Top 25 honors also went to Madison Dearborn Partners Managing Director Benjamin Chereskin, the man behind the CDW private equity deal, and to Best Buy for Business President Dave Hemler.

Pioneering solution providers themselves snared three spots on the Top 25. Technology Integration Group's Bruce Geier, based in part on his plans to spread solution provider know-how to global markets, made his debut among the industry honorees. NWN's Mont Phelps stood out for his efforts to target strategic acquisitions of regional solution providers. And MSI Systems Integrators' Jim Simpson was recognized for his efforts to grow from his IBM-only roots to one of middle America's most solid solution provider organizations.

These innovators and the channel initiatives they espouse are all part of the sea change fomenting in global business. The simple fact is America leads the world in integration and consulting organizations that can craft the sometimes-dizzying array of technological choices into solid business solutions.

The organizations that can somehow bottle and sell that special elixir stand to shoot past rivals who fail to recognize the channel's magic.

Who else do you think is a channel innovator?
Let me know at czarley@cmp.com.