The List: 50 Channel Chiefs (L - M)
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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
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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.
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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.
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Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba.
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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.
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They may not be on the "Big List," but we're watching these channel executives closely in 2006..
LENOVOWHO:
MARK ENZWEILER, Vice President, Worldwide Channel Strategy and Sales--
Update: Lenovo revealed in April that Enzweiler would transition out of his position.
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WHY:
Expanded product lines, grew revenue and increased customer satisfaction while transitioning to new ownership.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Approximately 70% worldwide
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TOTAL NO. OF U.S. PARTNERS:
7,500
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NO. OF U.S. CHANNEL EMPLOYEES:
900 worldwide
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"There is always room for improvement in business processes and operational efficiency. Lenovo China excelled in these areas and after successfully closing the acquisition, we still have much much work to do to apply what Lenovo has accomplished in China on a worldwide scale. In order to duplicate this success, it was necessary that we understood and applied China's best practices, a process that continues in 2006."
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REPORTS TO:
Ravi Marwaha, Senior Vice President, Geographies
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•
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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.
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•
\
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.
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•
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They may not be on the "Big List," but we're watching these channel executives closely in 2006.
LEXMARK INTERNATIONALWHO:
SHARON BRINDLEY, Vice President, U.S. Channels
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WHY:
New to current position, but in previous role, Brindley led 20 percent growth in public sector, health-care and education segments.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Approximately 95% worldwide
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TOTAL NO. OF U.S. PARTNERS:
Would not disclose
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NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
Not applicable
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REPORTS TO:
Marty Canning, Vice President and General Manager, Printing Solutions and Services Division
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•
\
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..
LG ELECTRONICS USAWHO:
RON SNAIDAUF, Vice President, Commercial Products
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WHY:
U.S. channel revenue grew 53 percent year over year.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
33% of U.S. display revenue
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TOTAL NO. OF U.S. PARTNERS:
600 to 700 companies
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NO. OF U.S. CHANNEL EMPLOYEES:
77
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Product shortage due to growth."
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REPORTS TO:
J.M. Lee, President, Digital Display and Media, Consumer Electronics
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•
\
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..
LINKSYSWHO:
NIGEL WILLIAMS, Vice President, Linksys One and North America Channel Sales
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WHY:
Launched Linksys One with a focus on the
market and offering a unique approach that offers solution providers an opportunity for ongoing annuity stream.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100%
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TOTAL NO. OF U.S. PARTNERS:
7,500
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NO. OF U.S. CHANNEL EMPLOYEES:
40 field and sales reps plus 50 technical support reps worldwide
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Underestimating the receptiveness of the channel community to position and sell voice-based managed/hosting services in partnership with service providers.
has hit primetime, and by solving the complexity issue with Linksys One and increasing partner profitability, we should have anticipated the response and ensured we had the scale to meet the demand -- a nice problem to have."
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REPORTS TO:
Janie Tsao, Senior Vice President
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•
\
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..
LPI LEVEL PLATFORMSWHO:
DAN WENSLEY, Vice President, Partner Development
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WHY:
Wensley is new to position, but in 2005 the company logged profitable growth based on its measured approach to working with partners.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100% of worldwide revenue handled by partners, about 83% comes from the U.S.
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TOTAL NO. OF U.S. PARTNERS:
917
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NO. OF U.S. CHANNEL EMPLOYEES:
26 worldwide
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The largest lesson learned in 2005 was the need to ensure that all the support systems to support rapid growth are in place to deliver a 110% partner experience."
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REPORTS TO:
Peter Sandiford, President and CEO
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•
\
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..
MAXTORWHO:
JOHN VOSSOUGHI, Vice President, Worldwide Distribution and Americas
Sales
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WHY:
Won
VARBusiness
Annual Report Card for enterprise
drives for third consecutive year.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Approximately 40% of revenue worldwide
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TOTAL NO. OF U.S. PARTNERS:
10,162
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NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"I underestimated how fast the enterprise
disk drives market would grow. This market, which Maxtor helped pioneer, experienced explosive growth over the past couple years."
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REPORTS TO:
Kurt Richarz, 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.
MCAFEEWHO:
DAVID ROBERTS, Senior Vice President, North American Channels--
Update: Roberts left McAfee in April for a post at Websense.
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WHY:
Recognized as vendor of the year by both Ingram Micro and Tech Data.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
97% for North America through 3Q 2005
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TOTAL NO. OF U.S. PARTNERS:
2,137
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NO. OF U.S. CHANNEL EMPLOYEES:
357, with plans to hire 40 more
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"McAfee will invest more in the relationships with our large enterprise VARs during 2006. Now that McAfee Security Alliance is gaining momentum, we plan to focus heavily on developing these resellers as they will prove critical to our success in the coming years."
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REPORTS TO:
Jim Lewandowski, Executive Vice President, Americas
\
•
\
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..
MICROSOFTWHO:
MARGO DAY, Vice President, U.S. Partner Group--
Update: Day in May swapped her channel chief post for a role as regional vice president of the West region for Microsoft's SMS&P Group.
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WHY:
Aligned partners more closely with Microsoft sales and marketing programs; 40 percent of marketing dollars being spent by U.S. subsidiary includes partners.
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PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
96%
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TOTAL NO. OF U.S. PARTNERS:
300,000
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NO. OF U.S. CHANNEL EMPLOYEES:
More than 900
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BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Partners look to engage with the vendor in the creation and execution of their go-to-market programs. We tuned several programs to be too self-service and will be modifying this in the coming months to provide greater personal interaction, based on feedback from our partners."
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REPORTS TO:
Michael Park, Corporate Vice President, U.S. Small and Midmarket Solutions and Partners Group