2018 Channel Chiefs Details

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Craig West

VP of Alliances and Channels, Oracle NetSuite

Fun Facts: (Click any link for similar Chiefs.)
Has Worked For A Solution Provider Organization
Knows How To Build A Computer From Scratch
Loves To Take Photographs
Always Wanted To Be A CEO

Number of years in current channel chief role: 15
Number of years with the company: 15
Number of years involved with indirect sales: 25

Twitter handle: @NetSuiteCraig
Number of Twitter followers: 267

Worldwide Channel Partners: 400
North American Channel Partners: 200
Number of employees in channel organization: N/A

Reports to: Sam Levy, VP of Sales North America
Does that individual report to the CEO/president: One removed
Are You The Highest-Ranking Channel Executive In Your Organization? Yes

Do you expect your channel sales as a percentage of your company's overall sales to increase, stay the same or decrease in the next year?
Stay the Same
Do you expect the number of channel partners you work with to increase, stay about the same or decrease in the next year?
Organization's 2018 budget for MDF compared to 2017 is:
I don't know
Channel Chief Bio and Background:
Craig West is Vice President, Alliances and Channels at Oracle NetSuite. He joined NetSuite in September 2002 and has held several channel management roles within the company. He is currently responsible for driving NetSuite's alliances and channel strategic initiatives along with leading the tactical execution for all partnering operations in the Americas. Prior to joining NetSuite, West was director of strategic sales at ACCPAC International, Inc. Before that, he spent 10 years at Ellin and Tucker, chartered as department head of the Technology Consulting Division, leading a team responsible for the sales, implementation and support of business management systems for small and mid-sized business
Leading products/services sold through North American channel partners:
1. NetSuite 2. NetSuite OneWorld 3. NetSuite SuiteSuccess 4. NetSuite ERP/Financials 5. NetSuite Professional Services Automation (PSA) 6. NetSuite SuiteCommerce 7. NetSuite SuitePeople 8. NetSuite CRM
Partner organization's top accomplishments in the channel over the past year:
Launch of New Alliance Partner Program: NetSuite launched its Alliance Partner Program in 2017 to engage consultancies with strengths across industries, verticals, and unique horizontal offerings to pair them with NetSuite’s cloud ERP platform. The program includes global and regional systems integrators, each with their own industry and vertical expertise. Launch of SuiteSuccess for Channel, Alliances and ISV Partners: NetSuite partners are modeling their products and services around its SuiteSuccess customer engagement methodology to speed time to value, accelerate implementations, and better support long-term customer goals. The initiative includes in-depth partner training and ongoing SuiteSuccess orientation. New Growth Opportunities: With the support of Oracle resources behind it, NetSuite has been able to invest more in its product development and expansion of the functionality being offered within its business management suite. As a result, NetSuite has been able to provide its partners with new opportunities to grow their business in emerging software areas. Over the last 12 months, NetSuite has rolled out new products and functionality such as SuitePeople, the most flexible and unified cloud core HR offering, and enhancements to global financials, revenue recognition, services resource planning, supply chain and GRC to continue to grow and support its channel community.
Describe how your partner community has grown over the past year either in average revenue per partner or overall expansion of your partner base or in specific market segments:
The number of VARs and SIs building NetSuite Cloud ERP practices has grown to over 400 worldwide, including new partners such as Moss Adams, The Rand Group, WithumSmith+Brown, Kranz & Associates, Cherry Bekaert, Terillium, and Revolution Group in North America and Systems Accountants, Azdan Business Analytics and Trinamix Business Solutions in EMEA, all of which have extensive experience promoting and implementing ERP solutions from competitive software providers such as Microsoft, SAP and Sage.
Provide one example of how you personally worked to help or solve a problem for a solution provider over the last 12 months:
This year I personally focused on working with a small number of strategic partners, ensuring their success in building single or multiple micro-vertical centric offerings in their NetSuite practices. We collaborated on: 1. Analyzing the key features and functionality the market was asking for, identifying how NetSuite helps fulfill that need, and mapping that to partner's domain expertise and offerings. 2. Developing a plan for productizing partner offerings on the NetSuite platform. 3. Ensuring a go-to-market focus on these micro-verticals, where the partner can gain a significant competitive advantage by offering solutions and services customized to specific verticals.
What one market force is having the biggest impact on your company's channel strategy for 2018 and how are you accommodating for it?
The biggest market force affecting our channel strategy was NetSuite being acquired by Oracle in late 2017. Since then, the impact on our channel program has been nothing short of amazing. We have more resources, more global reach, and more infrastructure to execute on the plans we set for our channel program. We also have been engaging a lot of Oracle PartnerNetwork partners seeking to add a cloud ERP solution to their portfolio, and being an Oracle GBU provides some synergy.
What are your top channel goals for 2018?
Add more qualified partners,Focus on a small number of elite partners,Increase the amount of recurring revenue going through partners
Describe how your organization's strategy around channel Market Development Funds (MDF) is changing in 2018 compared to last year.:
NetSuite's strategy around MDF is not changing much other than we continue to invest in our partner enablement program to maximize how our partners use their MDF, as well as taking a deeper look at ROI on our partner's' activities. Whether it is for website development, a joint webinar or speaking at events, NetSuite is dedicated to partner's success. If our partners win, we win too.
Name the single most innovative initiative for which you and/or your team were responsible in 2017 and describe its impact on your partner community.:
Hands down it has to be the availability of SuiteSuccess to our partner community which required us to build out a whole new infrastructure to support it. SuiteSuccess was NetSuite's pivot. It completely transformed the way NetSuite builds, sells, delivers and supports its industry solutions. Rolling this out to partners creates the same opportunities for them, and gives partners new training and leading practices to help guide their own customers to proven solutions that deliver faster time to value, increased business efficiency and transformative agility for innovation and growth. Ultimately, we all want happy, successful customers.
What were the key channel/partner investments you made over the past year?
Bringing New Products to Market: NetSuite continues to deliver bi-annual releases with new features and functionality. The company announced SuitePeople, the most flexible and unified cloud core HR offering, at SuiteWorld17 and released new enhancements to global financials, revenue recognition, services resource planning, supply chain and GRC in our 17.1 release. Partner Enablement: Continued investment and development of partner enablement programs including the launch of SuiteSuccess for channel, alliance and ISV partners. Growth of Sales/Channel Team: NetSuite hired leaders in its sales and global systems integrator organizations, and new employees globally to service channel partners.
What honors, awards or commendations - professional or personal - have you won over the past year?
I won the 2017 Channel Chief Award, thank you CRN!
What is the best piece of business-related advice you've ever been given and who gave it to you?
Courtesy of Oracle CEO Mark Hurd to all of NetSuite: "Give Oracle a chance; it's a great place to work, with a great team and infinite resources and opportunities to grow your business and career" and so far, it's turned out to be true.
What is the best business book you read this year and why?
I didn't read any business books this year, I stuck to historical-fiction.
What's one item on your bucket list and why is it on there?
I love spending a day playing golf, so one of my top bucket list items is to set a new career low and break 79 on the golf course.

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