9. Chris Franey, vice president of commercial sales and marketing, Samsung
Speaking of old school, give it up for 20-year-plus channel veteran Chris Franey, who is still hitting the channel long ball with programs and air cover driving profitable growth for VARs. So what has Franey learned working the channel all these years?
"Listen to what channel wants," he says. "Companies that consistently do this will be successful. No matter what the bean counters say, you've got to build a robust channel for the long term. Internally, I'm always preaching that it's a journey, not a destination." It's a journey that VARs prefer to take with someone like Franey. [read more]