The List: 50 Channel Chiefs (A - D)
\
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
ACER AMERICAWHO:
MARK HILL Vice President, U.S. Sales
\
WHY:
Continued improvements to distribution policies and back-end rebates; solid commitment to channel.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100% of worldwide revenue handled by partners
\
TOTAL NO. OF PARTNERS:
9,500 in U.S. and Canada, up from 6,000 in 2004
\
NO. OF U.S. CHANNEL EMPLOYEES:
20, double 2004 ranks
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Not really a lesson learned from a negative perspective, but just the fact that there are a lot of hardware partners who are hungry to work with a company that maintains a 100 percent-focused approach to the channel."
\
REPORTS TO:
Rudy Schmidleithner, President, Acer Pan-Am
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
ADVANCED MICRO DEVICESWHO:
PATRICK MOORHEAD, Vice President, Global Channel Marketing
\
WHY:
Stoked
technology advances and added to Validate
Program, setting the stage for a more aggressive commercial push.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Would not disclose
\
TOTAL NO. OF PARTNERS:
More than 15,000, up from 10,000 in 2004
\
NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The incredible demand for AMD
64 processors surpassed even our own expectations."
\
REPORTS TO:
Pierre-Yves Ferrard, Vice President, Worldwide Distribution Sales
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
AMERICAN POWER CONVERSIONWHO:
PETER KLANIAN, North American Director, Partners and Midmarket
\
WHY:
Introduced deal registration.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
98%
\
TOTAL NO. OF PARTNERS:
Upwards of 20,000; there are 600 Gold and Silver partners
\
NO. OF U.S. CHANNEL EMPLOYEES:
100
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"We handled our partners with a sales team that was more focused on closing customer projects. This approach did not provide the focus and attention needed to build true business partners with our channel partners."
\
REPORTS TO:
Tom Goldman, Vice President, Global Sales
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
AUTODESKWHO:
STEVE BLUM, Vice President, Americas Sales
\
WHY:
Rolled out the Value Incentative Rebate program, which moved margin dollars to the back end of the process, based on reseller customer loyalty and attach rates of Autodesk vertical offerings.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
The channel generates 85% of revenue and North America contributes 40% of total revenue
\
TOTAL NO. OF PARTNERS:
Would not disclose
\
NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The evolution of a multiyear channel strategy is not only complex, but has many interrelated parts. Each evolutionary change has implications on other parts of the strategy. Each change should be evaluated not only by itself, but within the context of the entire plan to ensure secondary effects of each change are understood and planned for."
\
REPORTS TO:
Ken Bado, Senior Vice President, Worldwide Sales
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
CAWHO:
JAMES HANLEY, Senior Vice President, Worldwide Partner Sales
\
WHY:
Rebuilt channel sales and support infrastructure, created field-based reseller advocacy organization.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
10% of North American sales
\
TOTAL NO. OF PARTNERS:
11,000, up from 10,000 in 2004
\
NO. OF U.S. CHANNEL EMPLOYEES:
500 worldwide
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The biggest lesson learned in 2005 was the importance of combining product development with a channel segmentation strategy."
\
REPORTS TO:
Greg Corgan, Executive Vice President, Worldwide Sales and Operations
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
CHECK POINT SOFTWARE TECHNOLOGIESWHO:
KEVIN MALONEY, Vice President, Worldwide Sales--
Update: Kevin Maloney in July left Check Point Software for a post at Network General.
\
WHY:
Improvements to partner education programs..
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Approximately 47% of 2005 revenue from the Americas (North America, Latin America and South America), up 4% from 2004
\
TOTAL NO. OF PARTNERS:
700 in the Americas
\
NO. OF U.S. CHANNEL EMPLOYEES:
200
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Partners, by design, can't be all things to all people, so Check Point must maintain the right mix and number of channel partners to cover all geographies and segments"
\
REPORTS TO:
Gil Shwed, Founder, Chairman and CEO
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
CISCO SYSTEMSWHO:
CHUCK ROBBINS, Segment Vice President, U.S. and Canada Channels
\
WHY:
Helped encourage deeper participation in channel activities on the part of non-channel personnel at Cisco; worked on simplifying the way partners do business with the company.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
85%
\
TOTAL NO. OF U.S. PARTNERS:
More than 800 certified partners in the U.S. and Canada
\
NO. OF U.S. CHANNEL EMPLOYEES:
750, an increase of 20%
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"I realized how complex our organizations/processes can become for our partner community if we do not have a focused effort on preventing it from occurring. After digging deep into some of our processes, systems, tools and organizational models, it became clear that we needed a focused initiative on simplifying our partners' experiences with Cisco."
\
REPORTS TO:
Keith Goodwin, Senior Vice President, Worldwide Channels
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
CITRIX SYSTEMSWHO:
MITCH PARKER, Vice President, Channel Programs and Sales Operations
\
WHY:
Introduced Channel Competencies effort as a way to clarify partners' roles and capabilities for customers.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100%
\
TOTAL NO. OF U.S. PARTNERS:
1,900
\
NO. OF U.S. CHANNEL EMPLOYEES:
50, up 90% from 2004
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"How challenging it would be to drive complexity out of our channel programs and systems to make them simpler."
\
REPORTS TO:
John Burris, Senior Vice President, Sales and Services
\
•
\
Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn
\
\
•
\
From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start.
\
\
•
\
It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond.
\
\
•
\
Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
\
\
•
\
Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good.
\
\
•
\
They may not be on the "Big List," but we're watching these channel executives closely in 2006..
D-LINKWHO:
JOHN DIFRENNA, Vice President, Channel Sales--
Update: Van Andrews now holds the post of vice president of channel sales. Paul McCauley is associate vice president of distribution sales.
\
WHY:
Completed expansion of dedicated sales team.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Would not disclose
\
TOTAL NO. OF U.S. PARTNERS:
6,000 unique VARs purchased through D-Link distributors
\
NO. OF U.S. CHANNEL EMPLOYEES:
80, an increase of more than 100%
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The VAR community's hunger for training on products and the requests were far greater than originally anticipated."
\
REPORTS TO:
Keith Karlsen, Executive Vice President