| |  |
| Executive | Lori Cook |
| Title | Vice president, worldwide professional services, channels and alliances |
| Where based | Houston, TX |
| Responsibilities | Manages the BMC Partner Network, including systems integrator, reseller and service provider partners. Oversees the development and expansion of BMC's professional services organization. |
| To whom do you report | Cos Santullo, senior vice president worldwide sales and services |
| No. of years in current position | 2 |
| No. of years in the channel | 26 |
| Number of direct reports | 300+ |
| Amount of revenue responsible for | 33+% |
| Best business decision in the past 12 months | Treating partners as a part of our internal organization and including them in internal sales and training forums. Adding a third tier to our partner program to further differentiate our most strategic partners. |
| Top channel goal for 2007 | Continue increasing revenue driven through the channel as well as focus on strategic partners, eliminating opportunistic partners. Expand offerings, resources and opportunities for strategic partners committed to BMC while offering programs and funding that partners value. |
| Top lesson learned from solution providers | Deliver on your promises and commitments to your partners. |
| Biggest challenge | Finding those extra hours I need in each day! |
| Biggest technology innovation to affect your channel philosophy/operations | BMC Flight Deck Global Solutions Site, an on-demand, Web-based software demonstration tool designed to help partners demonstrate and sell BMC solutions faster and more accurately. |
| Favorite gadget | Has to be my cell phone, as much as I travel. |
| First personal computer | One of those large, attractive early IBM models in 1982. |
| Most admired channel leader | Me! I'm president of my own fan club (it has one member). |
| Most admired company | I've been reading about the work of the Grameen Bank and Professor Muhammad Yunus and it's a fascinating and heartwarming story. The bank and Professor Yunus focus on the inherent good of people and truly believe in, as opposed to doubt, the human spirit. His idea is fundamentally simple, yet novel, refreshing and admirable. |
| Most admired business person | Muhammad Yunus, founder of Grameen Bank. He created an amazingly simple concept of providing small loans to motivated people who just needed someone who believed they could succeed, and changed their lives |
| Degree(s), College(s) | Bachelor of science, marketing, Brigham Young University |
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