The Channel Wire

April 28, 2008

Cal Ripken Jr. may have never sold networking solutions, but the 1982 rookie of the year and record holder from the most consecutive games played -- 2,632 -- sure knows a lot about success. And at this year's Juniper Networks J-Partner Summit in Las Vegas, the 19-time All-Star shared his list of traits it takes to be successful.

Those traits, while Ripken applied them to his illustrious baseball career, can carry over into any industry; in this case for the solution providers who sell and service Juniper products and services.

Trading in his jersey and spikes for a dark suit and sharp blue tie, Ripken said there are eight traits that can lead to success: the right approach, a strong will to succeed, passion, a competitive spirit, consistency, conviction, strength and life management. Combine that list together, and success is easily attainable, the former Baltimore Orioles shortstop and third baseman said.

It also helps to love what you do.

"My job was to show up to play every day," he said, later adding, "I absolutely loved what I did."

In his hour-long presentation, peppered with jabs at Cubs and Yankees fans, Ripken told more than 400 Juniper partners that hard work and the contributions they make to their organizations will yield the strongest results.

"We all should look for ways to make contributions," he said. "You're core strengths are your core strengths but the more things you can do in between to help your ballclub the more valuable you really are.

For Ripken, preparation was key throughout more than 20-year career; a lesson VARs can take to heart as they prepare to battle it out for a deal.

"It's the 1,000 swings in the cage that prepare you for the four at bats," he said. "You don't get the success unless you do the work You can't accomplish anything from the sidelines."

Chris Reason, inside sales manager for SMS Data Products Group, a McLean, Va.-based solution provider said the lessons Ripken discussed and the anecdotes he shared can be applied to anyone in any industry. For him, Ripken's advice on work and life balance and life management, in which the ballplayer said focusing on one life as opposed to two or three different lives, is crucial, made the biggest impact.

"Everyone in this industry struggles to get a hold of that," he said. "It resonates. He shared a message that can be pretty common. He took baseball and translated it to any career."

Following his presentation, Ripken answered questions, many of which highlighted his successful career. He offered three caveats to potential queries: "No Pete Rose, no steroids and no Jose Canseco."