| Executive |
Don Tarwater
|
| Award | Top 100 |
| Company Name | LANDesk Software |
| Title | Director of worldwide partner programs |
| Years At Company | 3 |
| Years In Channel | 7 |
| Reports To | Terry Haas, vice president of sales |
| Top Priority for 2006 | To increase channel mind share through innovative programs, bi-directional communication and aggressive channel margins. It's not enough to just be another product line in the reseller's quiver. |
| Top Business Challenge | Gaining a majority of mind share from reseller business owners and salespeople-in particular, rising above the noise to gain a position of prominence within target organizations. Accomplishing this can be challenging with limited budgets and resources. |
| Top Opportunity | Exciting opportunities and innovative programs targeted at key verticals, to gain significant market share and partner involvement. |
| Best Part of Channel Program | Deal registration: Sizeable margins (double digit), vendor support & protection available exclusively for registered partners. It offers protection to the partner who has done the work, regardless of size, that allows them to compete fairly against other partners and/or products with the full backing of the vendor to win the deal. |
| Best Decision In the Last 12 Months | Redesign of channel program levels allowing for greater differentiation of partner excellence and benefits according to partner involvement and contributions. |
| Miles Traveled in 2005 | 100,000 |
