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16. Dennis Morgan, Oracle
Title: Vice President of North America Public Sector Channels
Years In Position: 9
Years In Public Sector: 26
Most Admired In Gov't: Teri Takai, the CIO of Michigan
Channel Philosophy: "Stay vertically aligned and focused--the public-sector arena demands that. Create robust three-way partnerships among the end user, the vendor and the channel partner, and take advantage of every enablement opportunity that the vendor provides to the channel partner. It's a complex environment, and you just can't afford to leave any training on the table."
17. Joe Muscarella, Symantec
Title: Director of Federal Channels
Years In Position: 2
Years In Public Sector: 12
Most Admired In Gov't: Muscarella's father-in-law, a NASA Goddard employee and Air Force veteran
Channel Philosophy: "I urge our partners to identify complementary, adjacent areas where they could gain a lot of upside. Take all the angles around e-mail. Contractors focused on keeping spam and viruses out of their customers' in-boxes a few years ago, and today there are equally important demands for agencies' message systems to prevent data leaks and achieve compliance."
18. Drew Nowak, Novell
Title: Vice President of Federal Division
Years In Position: 7
Years In Public Sector: 25-plus
Most Admired In Gov't: Career civil servants
Channel Philosophy: "The days of passive selling and broad-based vendor lines are increasingly gone, at least in my mind. Pick your strategic market, specific products and services, and a realistic segment of the federal customer based on what complementary offerings you have that solve real federal business and mission issues."
19. Ron Police, Apple
Title: Vice President of Government Sales
Years In Position: 2
Years In Public Sector: About 15
Most Admired In Gov't: No answer
Channel Philosophy: Truth is, Apple received mixed reviews as far as its channel strategy is concerned, particularly in education, where the vendor will sell direct only. But while Police could not comment directly on his channel philosophy, qualified sources say he's a good egg--and trying to engage partners in the government space.
20. Terry Reavis, ViewSonic
Title: Director of Public Sector Sales
Years In Position: 2
Years In Public Sector: 12
Most Admired In Gov't: Colin Powell
Channel Philosophy: "Business practices can be very challenging. [I ask our partners] to provide constructive feedback so we can continue to build our program. 'Partnership' includes accountability of performance for both parties."
NEXT: Gateway's Vin Riera to NetApp's Mark Weber
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