2014 Channel Chiefs: The 50 Most Influential


Ciena

Nigel Williams
VP, Global Channels and Strategic Alliances

Williams has led the effort to overhaul Ciena's BizConnect partner program to place a greater emphasis on services and what the channel chief calls partner "self-sufficiency." At a time when many partner programs are still focused on sales volumes, the changes being made to BizConnect are designed to put more emphasis on the value provided by partners.

While the bulk of Ciena's sales remain focused on carriers, the network infrastructure company is gunning to increase its enterprise business through the channel. Williams, a channel veteran from Cisco and Level 3 Communications, is spearheading that effort.



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