| Executive |
Lori Cook
|
| Award | Top 100 |
| Company Name | BMC Software |
| Title | Vice president of global services, channels and emerging markets |
| Years At Company | 1 |
| Years In Channel | 25 |
| Reports To | Cos Santullo, senior vice president of worldwide sales and Services |
| Top Priority for 2006 | To continue expanding our emerging growth and enterprise business through strategic partner-driven revenue; to provide partners with marketing support that they value. |
| Top Business Challenge | Further differentiate our partners by the contribution they make to BMC. With more than 500 partners, my goal is to continue directing marketing and support dollars to partners truly strategic to our growth. |
| Top Opportunity | Increase the percentage of revenue driven through the channel while growing the capabilities of our partners to sell and implement our solutions. |
| Best Part of Channel Program | Our Flight Deck module, which enables partners to conduct business value-based BSM demonstrations. All requirements to demonstrate the solutions are pre-packaged reducing partners' costs of sale, preparation time, and providing effective training environments. |
| Best Decision In the Last 12 Months | To pay our emerging growth sales team a premium on driving business through our partner channel. |
| Miles Traveled in 2005 | 200,000 |
