Top Channel Execs in Peripherals

Aaron Davis

Davis oversees APC's global marketing communications efforts, as well as managing the selling relationships with the company's primary distribution and VAR channels. Davis joined APC in 1989 as director of marketing communications.

VARBusiness' take: Getting beyond consumer-grade power supplies and into the data center should be this company's new mantra.

Tim D. Cook VP of Worldwide Sales and Operations at Apple Computer

Cook leads the global sales and operations organization that is responsible for the end-to-end management of Apple's supply chain, sales activities, and service and support in all markets and countries. Prior to joining Apple, he worked for both Compaq and IBM.

VARBusiness' take: Big monitors and terrific MP3 players have made the company a design and ease-of-integration leader. But the company's devices, coveted as they are, are still pricey options for most.

Susan L. Cardot Director of Mktg. and Sales Operations at Eastman Kodak

Cardot is responsible for strategic business planning and managing quality, safety and environmental initiatives. She began her career at Kodak in 1992 as a senior development engineer, and most recently was the manager of planning and administration for one of the business centers within commercial and government systems.

VARBusiness' take: The company needs compelling partner business proposition, especially if the plan is still to attract Microsoft solution providers to the Eastman Kodak program.

David Waletzki N. American VP of Sales at Eizo Nanao Technologies

Waletzki has been with Eizo Nanao Technologies for eight years. His responsibilities include reaching out to prospective partners and devising ways to support the channel through various events, including technical training, joint sales calls and tailored programs.

VARBusiness' take: With LCDs everywhere these days, the challenge is to differentiate and keep margins up.

Bill Sheldon GM of U.S. IPG Channels at HP

Sheldon has been with HP for more than two decades. Responsibilities include the management of sales and market-development programs for all commercial image and printing group (IPG) channel partners in the United States, and distribution strategy.

VARBusiness' take: HP printers have ruled the roost for more than a decade. But multifunction devices and dropping margins on monochrome lasers means that partners will need to look beyond consumables for future profits.

Scott Dunsire VP, business Channel Sales and Mktg. for Lexmark's Business Printer Division at Lexmark International

Since 2001, Dunsire has been driving Lexmark's strategy for reaching enterprises and SMBs through a broad set of channel partners. Dunsire's experience spans 14 years in computer-industry sales and marketing for companies such as Canon Computer, Epson and Toshiba America.

VARBusiness' take: As a result of its OEM relationship with Dell, Lexmark is likely to lose loyal partners who are frustrated by having to compete with me-too, lower-priced products offered by Dell. At the same time, Lexmark is in the center of HP's radar screen.

Randy MacCleary VP and GM of UPS Business at Liebert

MacCleary has more than 22 years of experience in the UPS industry, 10 of which have been at Liebert. He is responsible for the strategic direction and operating performance of the Power and Distributed Processing Group (DPG) segments, which comprise Liebert's UPS business.

VARBusiness' take: Its new channel program is aimed at partners working on smaller data centers, helping them move from a single-phase infrastructure to more advanced three-phase installations.

Don Snowden VP of Sales for Minolta's Office Systems Sales and Mktg. Division at Minolta

Snowden has been at Minolta for more than 14 years. He is responsible for all national sales efforts for major accounts and after-market products. Snowden also spent a few years in sales-management positions at Panasonic and Sharp.

VARBusiness' take: Price may be a competitive advantage for color-laser printers with small businesses for a short time. Minolta needs to gain attention of and establish a sustainable, compelling business propositions for partners.

Katherine Sawyer National Director of Sales at NEC Solutions/Visual Systems Division

Sawyer leads the sales and customer-service distribution efforts for NEC's visual display products in the North American market. She has also held director positions at 3Com and Motorola.

VARBusiness' take: High-quality, high-end products are a good start to penetrate verticals. But the company needs to be clear about partner advantages.

Marla Birk Channel Programs Mgr. at nVidia

VARBusiness' take: Great product and great demand has gained nVidia strong loyalty. Partner programs are thin, but it does not appear to have hurt nVidia so far.

Matt Gill Senior VP and GM of Philips Business Solutions

With more than 18 years of experience in high-technology sales and marketing, Gill manages a team of VPs, product managers and sales reps. He also has held a variety of upper-level positions at ViewSonic.

VARBusiness' take: A long-time ViewSonic executive, Gill has brought his partner-friendly philosophy to Philips. Expect to see significant investments in a PRM capability.

Robert Jacobs Director of Programs at Powerware

VARBusiness' take: Running a decent program in a rough, unimaginative space. Maybe an advisory council could help it be creative in engaging and supporting your VARs.

Rey Roque VP of Mktg. at Samsung Electronics America

Roque is responsible for developing, implementing and executing all marketing strategies for the company's U.S. IT-related product business. He joined Samsung in July 2001, and has more than 21 years of experience in the electronics, display and marketing arenas.

VARBusiness' take: With hit monitors and unmistakable branding, Samsung is poised for a breakout year in printers and other categories. Plus, it's channel-friendly.

Cornelius Economou Senior Director of N. American Channel Mktg. at Silicon Graphics

Economou has been with SGI since November1995, when he joined as channel manager in the greater New York City area. Prior to joining SGI, Economou spent almost nine years at Apple Computer, managing its VAR business in the Mid-Atlantic region.

VARBusiness' take: SGI's peripherals, such as cool flat-panel displays, workstation drives and Ethernet serial port servers, are respected, but only make up a small part of SGI's business. Peripherals are unlikely to grow much for SGI because the business is closely tied to computer systems (see Systems).

Joe Natale VP of Distribution Sales at Sony

Natale has been with Sony for more than 15 years. He is responsible for expanding the sales of a broad range of products, including desktop and notebook PCs, computer displays, tape and optical storage systems. He also manages the company's commercial distribution accounts.

VARBusiness' take: All those Vaios carried by executives on airplanes can mean only one thing: Sony is for real and climbing through the channel. Others are getting nervous as this consumer powerhouse makes gains in the enterprise world.

Gary Grimes VP of U.S. Partner Mgt. & Sales at Sun Microsystems

Grimes has more than 30 years of experience building and managing sales organizations for four major computer vendors. Grimes joined Sun in August 1987 as a district manager. He has also held management positions at Burroughs and Data General.

VARBusiness' take: Grimes is a survivor, having navigated through some difficult periods, though peripherals is an area he needs to place more emphasis on.

Mark Drum Director of Channel Mktg. at Xerox

Drum is responsible for the development and implementation of channel strategy, as well as daily channel marketing operations. Drum worked for Xerox (formerly Tektronix Color Printing and Imaging Division) from 1980 to 2000, holding several positions, including director of channel strategy and development and director of sales.

VARBusiness' take: The challenge will be to embrace and extend printing legacy and incorporate network-ready features.