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KATIE DUMALA
Vice President, Marketing Services
Tech Data Corp.
Clearwater, Fla.
Years In Position: 2
Years In Channel: 10
www.techdata.com |
| Hope To Accomplish: Dumala's main goal this year is to continue driving targeted demand connection between reseller customers and vendor partners. Through advanced data mining capabilities the distributor has developed, Tech Data can uncover new and more targeted opportunities to connect resellers and vendors. In addition, Tech Data will continue to expand services through TDAgency, its in-house marketing agency for resellers. She finds that resellers still need a lot of support to market their own business, and Tech Data has the expertise to help them generate demand.
Mentor: Dumala's channel mentor was Tech Data's president, Europe, Nestor Cano. While heading up Tech Data's U.S. operations, Cano taught her all about distribution and how to look for and realize new levels of operational excellence. Former Senior Vice President of Operations Lisa Thibodeau was also a strong mentor, Dumala says, and gave her incredible guidance on leadership.
Executives You Admire: Xerox CEO Anne Mulcahy, a strong female executive in a male-dominated field, Dumala says. Mulchay rose through the ranks from sales rep to CEO and guided Xerox through hard times all while raising a family. |
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DAWN DUROSS
Operations Director, Federal Channels & Government Systems Integrator
Cisco Systems Inc.
Herndon, Va.
Years In Position: 6
Years In Channel: 6
www.cisco.com |
| Hope To Accomplish: Duross' primary focus is on solutions. Cisco is combining the State, Local and Education business unit with the federal team to form one unified public sector organization. As a result, she says, Cisco will focus with its partners on solutions for areas such as public safety and security, force protection and cyber operations.
Mentor: Duross says she had many excellent mentors although most probably didn't recognize their own influence at the time. It's important, she says, to gain advice from people you respect and who will tell you the truth.
Executives You Admire: John Chambers, chairman and CEO of Cisco, for his passion and leadership and Jack Welch, former chairman and CEO of General Electric, for his longstanding track record of success and straight talk. |
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JULIE EADES
Director, Channel Marketing
VMware Corp.
Palo Alto, Calif.
Years In Position: 3
Years In Channel: 20
www.vmware.com |
| Hope To Accomplish: Eades' goal this year is to help the VMware partner community understand the full benefits of what the company has to offer. She aims to make sure that partner communication, sales, marketing and rewards programs are easy to understand and that partners feel their relationship with VMware is the best of any vendor they work with,
Mentor: Eades remembers the first manager she worked with at Intel, who really showed her that if you put your mind to it, anything is possible. He pushed her outside of her comfort zone, Eades says, every day. It was through her experience at Intel and working with him in a high-growth culture that Eades realized she enjoyed working in high-tech and that her passion was the partner community.
Executives You Admire: When Eades lived in Europe and worked for Intel she always admired Andy Grove. She still remembers his motto and ultimately the title of his book 'Only The Paranoid Survive.' She also remembers his 'competition is good for us' mantra, teaching her to respect competitors as they will push you to be the best you can be. Eades also highlights Diane Greene (formerly of VMware) and Carl Eschenbach of VMware. Eades says it is truly amazing how Green started the company 10 years ago and seen the growth VMware has enjoyed yet, before she was let go was still close to the technology, customers, partners and employees. And Eschenbach, she says, is down to earth, remembers everybody's name and is truly interested in all the individuals he interacts with at VMware and elsewhere yet oversees a sales and partner organization that is achieving incredible sales growth. |
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MARY GILBERT
Vice President, Marketing
Mindjet Corp.
San Francisco
Years In Position: 6 months
Years In Channel: 15
www.mindjet.com |
| Hope To Accomplish: Gilbert is aiming for several hundred VARs, globally, actively engaged with customers adopting mind mapping technology, which lets people achieve insight by visually tying together their ideas and information as opposed to tying them together linearly.
Mentor: At the top of the list would be Patricia Burns, chief client officer of McCann Group; Floyd Miller, former president of Lowe Live; and Bill Carper, who heads up integrated marketing at Microsoft.
Executives You Admire: Meg Whitman for the eBay phenomenon and Eric Schmidt for his 70/20/10 business model vision. |
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CATHERINE H. GIORDANO
President and CEO
Knowledge Information Solutions Inc..
Virginia Beach, Va.
Years In Position: 7
Years In Channel: 7
www.kisinc.net |
| Hope To Accomplish: Expanding VAR relationships. Giordano also aims to grow the government/commercial/SMB market share by 20 percent.
Mentor: Virginia Gov. Mark Warner; former president of SAIC NETS Carl M. Albero; current partner of Knowledge Information Solutions Augustine Riolo
Carly Fiorina (HP), Michael Dell (Dell), Jack Welch (GE) Carly Fiorina (HP), Michael Dell (Dell), Jack Welch (GE) |
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TONIA GONSALVES
Sr. Director, Global Partner Enablement
Hitachi Data Systems
Santa Clara, Calif.
Years In Position: 4
Years In Channel: 20
www.hitachidatasystems.com |
| Hope To Accomplish: Under Gonsalves' leadership, Hitachi's TrueNorth partner program received the highest rankings possible in the industry, Gonsalves says. This year she aims to continue the evolution of the program with enhancements to create greater intimacy with the strategies of partners, with greater assurance of success and profitability.
Mentor: Numerous executives have inspired Gonsalves, but she says that those having the most impact stressed the principles of integrity, teamwork and the opportunity to excel.
Executives you admire: Jack Domme, HDS COO--his leadership has driven the greatest success the company has recognized, she says, and his strategy has brought the channel into top-level discussions at the company. Minoru Kosuge, HDS CEO, inspires through 'unassuming visionary strength." His style and direction, she says, inspire innovation and excellence and the highest level of integrity. |
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Next: DONNA GROTHJAN
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