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CISCO SYSTEMS
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WHO: JOHN DILULLO Vice President, Worldwide Distribution
NO. OF DISTRIBUTION PARTNERS: 3 in the U.S., 80 worldwide MOST INNOVATIVE NEW PROGRAM IN 2004: Created custom programs for each distributor to leverage their unique capabilities. MOST VALUABLE LESSON: To make VARs and other solution providers more profitable, you need to include distribution companies in the overall process. REPORTS TO: Paul Mountford Senior Vice President, Worldwide Channels |
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HEWLETT-PACKARD
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WHO: DAVE PANSEN Vice President, U.S. Distribution Sales
NO. OF DISTRIBUTION PARTNERS: 7 in the U.S. MOST INNOVATIVE NEW PROGRAM IN 2004: Changed mass-merchandising programs to reward how commercial distributors deliver net new business through a targeted set of solution providers. MOST VALUABLE LESSON: Needed to change flooring programs to better serve smaller partners, so the company added HP Partner Capitalization effort to PartnerOne program. REPORTS TO: John Thompson Vice President, General Manager, Solution Partners Organization-Americas |
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IBM
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WHO: FRANK VITAGLIANO Vice President, Worldwide Distribution Channels, IBM Global Business Partners
NO. OF DISTRIBUTION PARTNERS: 6 in the U.S., more than 100 worldwide MOST INNOVATIVE NEW PROGRAM IN 2004: Added Think Express/TopSeller Express programs, which simplify the way partners do business with IBM by offering SMB-focused products at predetermined prices. MOST VALUABLE LESSON: Effective and ongoing channel management and relationships require concise and consistent strategy coupled with focused execution. REPORTS TO: Donn Atkins General Manager, IBM Global Business Partners |
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MICROSOFT
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WHO: PIP MARLOW General Manager, U.S. Partner Group
NO. OF DISTRIBUTION PARTNERS: 8 in the U.S. MOST INNOVATIVE NEW PROGRAM IN 2004: Developed Authorized License Providers/ Microsoft Software Advisors Program, which helps partners manage transactions and multiyear billing. MOST VALUABLE LESSON: Distribution partners are eager to move up the value chain and identify ways in which they can bring more value to their channel partners and differentiate themselves. REPORTS TO: Margo Day Vice President, U.S. Partner Group |
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