25 Public-Sector Channel Leaders

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11. Mike Humke, Hewlett-Packard
Title: Public Sector Director
Years In Position: Less than 1
Years In Public Sector: 15-plus
Most Admired In Gov't: No answer
Channel Philosophy: "Customers are constantly fighting budgeting battles and are being asked to provide more services. Collectively, we win when we deliver the most cost-effective solutions--solutions that lower IT costs while improving the overall ability of the government or educational facilities to deliver more services and support."

12. Curt Kolcun, Microsoft
Title: Vice President of Federal Division
Years In Position: 4
Years In Public Sector: 25
Most Admired In Gov't: Those promoting IT for the 21st century
Channel Philosophy: "This market spans an enormous range, from the largest enterprise customers in the world to the small and midsize municipalities. Each has its own mission to achieve and its unique [way of doing] business."

13. Stephanie Kuhnel, SAS
Title: Director of Government Alliances & Channels
Years In Position: 1
Years In Public Sector: 7-plus
Most Admired In Gov't: Sen. Hillary Clinton
Channel Philosophy: "The public sector must allow for legal, contractual and pricing processes that are very different from the commercial [market]; however, the reasons governments buy are [not different]. Focus, focus, focus. Value [depends] on the buying needs of the client and the selling and value of the channel itself."

14. Bob Laurence, Sybase
Title: Public Sector Vice President and General Manager
Years In Position: 2
Years In Public Sector: 20-plus
Most Admired In Gov't: No answer
Channel Philosophy: "It's not nearly enough to have the better 'mousetrap.' You need to know the 'mousetrap' requirements, and you have to prove you have successfully caught mice and can do so in large numbers. Both [vendor and solution provider will] be frustrated if our energy is defused by low-probability campaigns. If our partners have an established strength that we can complement with our technology and support, it's far more likely that we can create a foundation for long-term success."

15. Emilie McCabe, IBM
Title: General Manager of Global Public Sector
Years In Position: Less than 1
Years In Public Sector: Less than 1
Most Admired In Gov't: Proactive leaders
Channel Philosophy: "There is no question that innovation resonates with public-sector clients as a way to help address the enormous pressures they're under. Our collective challenge--like that of our public-sector clients--is to collaborate to deliver value."