2012 Channel Chiefs: My Greatest Teacher

Vice President, Global Channel Sales


Earlier in my career, I had a manager and mentor, Tony White. We ran a small but very profitable high technology company. He advised me about business negotiations and said, “In your negotiation, if you don’t clearly know why the deal is good for you as well as your associate, get out of it. Either you don’t understand the deal, or it is a bad deal. Business is win/win.” That philosophy is pervasive.