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| | 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.. |
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3COM WHO: NICK TIDD, Vice President, North America Channel Sales WHY: Completed overhauled program, replacing with an effort that rewards partners for core competencies, provides incentives for investments and rewards solution providers who have committed most heavily in 3Com PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 95% of North America revenue TOTAL NO. OF U.S. PARTNERS: 5,600 active partners NO. OF U.S. CHANNEL EMPLOYEES: 62 for North America BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005: "Never allow the partners or competitors to 'out' communicate you. When 3Com was executing changes to our programs in the early part of 2005, we relied on conventional communication tools, I.e. Web and e-mail to communicate these changes. Plain and simply, our partners were not getting these messages, and our competition was exploiting this lack of communication and parlayed this into recruitment strategies for their own programs... Never assume just because you say it, they will hear it." REPORTS TO: Jim Williams, Vice President and General Manager, North America Sales |
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