The List: 50 Channel Chiefs (S)
\
•
\
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..
SAGE SOFTWAREWHO:
TAYLOR MACDONALD, Executive Vice President, Channel and Sales Operations
\
WHY:
Launched Fast Track business-development program for accelerating the growth path for smaller VARs.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Channel sales account for 43% of total North America and almost 100% of all midmarket business
\
TOTAL NO. OF U.S. PARTNERS:
6,000
\
NO. OF U.S. CHANNEL EMPLOYEES:
532 for North America
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"That business partners have to be continually educated and convinced of the value of different program offerings. We learned that other Sage partners' successes with our partner programs were the biggest selling points for reluctant partners."
\
REPORTS TO:
Ron Verni, 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..
SAMSUNG INFORMATION TECHNOLOGY DIVISIONWHO:
JOHN JOHASKY, Vice President, Marketing
\
WHY:
Grew display unit volume by 50 percent year over year; logged 30 percent year-over-year increase for printer business.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100%
\
TOTAL NO. OF U.S. PARTNERS:
17,000
\
NO. OF U.S. CHANNEL EMPLOYEES:
50
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The most significant lesson we learned in 2005 relates to market-based pricing. We need to continue to focus our marketing intelligence functions to predict consumer requirements and associated pricing implications."
\
REPORTS TO:
Y.J. Park, President
\
•
\
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..
SAP AMERICAWHO:
MICHAEL SOTNICK, Senior Vice President, Small and Midsize Enterprise
\
WHY:
Propelled the success of the
Vertical Solution Reseller program.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Does not disclose revenue figures, however, added 3,600 customers through indirect channel in first six months of 2005
\
TOTAL NO. OF U.S. PARTNERS:
150
\
NO. OF U.S. CHANNEL EMPLOYEES:
56
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"A primary wake-up call for me this year was the education I received about the world of business
channel partners…The power of the communities that exist in the North American marketing for business management solutions combined with the incredible base of companies that influence customer decisions is astonishing."
\
REPORTS TO:
Rodney Seligmann, Senior Vice President and Chief Operating Officer, Territory Sales Organization, SAP 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..
SEAGATEWHO:
DESA ZRAICK, Director, Global Channel Development and Operations
\
WHY:
Launched Seagate Partner Program globally in 11 languages.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
20% of worldwide revenue
\
TOTAL NO. OF U.S. PARTNERS:
7500
\
NO. OF U.S. CHANNEL EMPLOYEES:
60 worldwide
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Running a new product demo program without a follow-on adoption-ramp program yields negligible results. Moving forward, all new product launches run with a demo and follow-on ramping program."
\
REPORTS TO:
Jeff Loebbaka, Senior Vice President, Global Channel Sales and Marketing
\
•
\
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..
SONICWALLWHO:
LIEF KOEPSEL, Director, Channel Marketing--
Update: Koepsel is no longer with SonicWall. He has been succeeded by Mike Valentine, vice president of America sales.
\
WHY:
Created a product framework to help partners align resources against customers' business behavior.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
100%
\
TOTAL NO. OF U.S. PARTNERS:
6,000
\
NO. OF U.S. CHANNEL EMPLOYEES:
150
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"It's not about the vendor, it's about the partner."
\
REPORTS TO:
John DiLullo, 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..
SUN MICROSYSTEMSWHO:
GREG STROUD, Vice President, U.S. Partner and Alliance Sales Organization--
Stroud in July resigned his post. He is being replaced by Tom Wagner.
\
WHY:
Realigned Sun channel programs to emphasize and reward software, services and total solutions sales.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Would not disclose
\
TOTAL NO. OF U.S. PARTNERS:
Would not disclose
\
NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
At times, channel supply for newer products in the x64 Operton and SPARC families as well as new storage has not been adequate. Sun is working with channel development partners to resolve the issue.
\
REPORTS TO:
Rich Napolitano, President, USA GEM
\
•
\
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..
SYMANTECWHO:
RANDALL COCHRAN, Vice President, Channel Sales, The Americas
\
WHY:
Sustained momentum while engineering one of the largest mergers in software history and rolling out more than a dozen products; introduced combined deal-registration program and complementary product offerings that spanned lines from both Symantec and Veritas.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
Would not disclose
\
TOTAL NO. OF U.S. PARTNERS:
36,000
\
NO. OF U.S. CHANNEL EMPLOYEES:
Would not disclose
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"The power of a unified front. Symantec's guiding principle in the company's work around the Veritas merger was to maintain the great forward momentum our partners have in the marketplace today, so we adopted a 'stay in your lanes' approach that enabled our partner ecosystem to maintain momentum. Wit the lanes now merging and the positive feedback we've received from our partners and our partners picking up even more momentum in the marketplace, you can't help but wonder if we could have merged the lanes sooner."
\
REPORTS TO:
Steven Messick, Vice President, Americas 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..
SYMBOLWHO:
JAN BURTON, Vice President, Worldwide Channels--
Update: Burton in February left her post to become vice president of Symbol's Europe, Middle East and Africa operations.
\
WHY:
Launched PartnerSelect
programs, creating a broader ecosystem of partners; hit $1 billion in revenue through the channel.
\
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL:
68% of worldwide revenue; 74% in North America at the end of 4Q 2005
\
TOTAL NO. OF U.S. PARTNERS:
8,300, up from 5,800 in 2004
\
NO. OF U.S. CHANNEL EMPLOYEES:
255 worldwide
\
BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005:
"Our ISVs created applications that have an enormous impact in helping
the adoption of enterprise mobility solutions."
\
REPORTS TO:
Todd Abbott, Senior Vice President, Worldwide Sales