Laurie Potratz, Brocade
Senior Director, North American Channel Sales
Years in channel: 23
Years in position: 2
Highlights of the past year: All enterprise IP business goes through VARs and distribution, with very few legacy exceptions. North American IP channel revenue grew by 42 percent year over year, and channel utilization is up 198 percent year over year.
Goals: In an ongoing effort to drive increased sales through the channel, Potratz is implementing programs that target growing Brocade's VAR IP business by 50 percent year over year. One goal is to make Brocade the standard for ease of doing business. VARs need to know that their vendor of choice will deliver on its commitment to them and their customers.