2007 CRN Channel Chiefs By Category


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While other executives recognized on the 2007 Channel Chiefs lists hold global titles, this group, on average, controls more partners or more potential revenue than the rest. All of these individuals deserve scrutiny, but we'll be watching three especially closely: IBM General Manager Ravi Marwaha, who after 36 years with IBM assumed charge of the IBM Global Business Partners program last fall and must uphold its reputation for consistency; Juniper Networks Vice President Frank Vitagliano, who is focused on turning newer channel recruits into active resellers for the networking contender; and well-liked Intel executive Steve Dallman, who is turning his gaze from North America to the whole globe in a quest to reassert his company's lead in technical and solution architecture innovation.

--Heather Clancy

*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 Advanced Micro Devices Stephen Di Franco
Corporate VP, Sales and Marketing
2 Cisco Systems Keith Goodwin
Senior VP, Worldwide Channels
3 Hewlett-Packard Jim McDonnell
Senior VP and GM HP Solution Partners Organization
4 IBM Ravi Marwaha
GM, IBM Global Business Partners
5 Intel Steve Dallman
GM, Intel Worldwide Reseller Channel Organization
6 Juniper Networks Frank Vitagliano
VP, Worldwide Channels, U.S. Enterprise Operations
7 Microsoft Allison Watson
Corporate VP, Worldwide Partner Group
8 Oracle Doug Kennedy
VP, Worldwide Alliances and Channels
9 Symantec Julie Parrish
VP, Global Channel Office

Next: Software/Managed Services Platforms



Call it the proving ground. With more than 20 successful applicants, the software sector was well-represented in this year's Channel Chiefs project. Newcomer Red Hat Sent out a challenge to archival Novell by hiring well-known channel executive Mark Enzweiler. Business intelligence giant SAS Institute likewaise made its mark with Miles Mahoney, who signed on more than 45 resellers in just eight months. Upstart NetSuite trumped crosstown rival Salesforce.com by talking channel from day one and nailing high-profile alliance with CompUSA. Sage Software's Taylor Macdonald gets a big thumbs-up for his Fast Track for Growth initiative. And what software influencers list would be complete without a cadre of managed service platform providers such as Autotask, BMC Software Kaseya International, LPI Level Platforms, N-able Technologies and SilverBack Technologies? Doubtless there will be dramatic changes in 2007. Have these players shown you the money?

--Heather Clancy

*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 Adobe Systems Sue Scheen
VP, Worldwide Channel and Americas Core Business Sales
2 Autodesk Steve Blum
VP, Americas Sales
3 Autotask Jake Carroll
VP, Channel Sales
4 Business Objects Janet Wood
Senior VP, Global Partnerships and Sales Enablement
5 BMC Software Lori Cook
VP, Worldwide Professional Services, Channel and Alliances
6 CA Bill Lipsin
Senior VP, Worldwide Channels
7 Citrix Systems Mitch Parker
VP, Channel Programs and Sales Operations
8 Cognos Rich Luciano
Senior Director, Channels Development
9 Kaseya International Bill Falk
VP, Sales
10 LPI Level Platforms Dan Wensley
VP, Partner Development

Next: More Software/Managed Services Platforms


COMPANY CHANNEL CHIEF
11 Microsoft Robert Deshaies
VP, U.S. Partner Group
12 N-able Technologies Mike Cullen
VP, Sales
13 Novell Steve Erdman
VP and GM, Channels and Alliances
14 Oracle Rauline Ochs
Group VP, North America Alliances and Channels
15 Progress Software Colleen Smith
Director, SaaS Programs
16 Red Hat Mark Enzweiler
VP, North American Channel Sales
17 Sage Software Taylor Macdonald
Executive VP, Channel Sales and Operations
18 SAP Americas Michael Sotnick
Senior VP, Small and Midsize Enterprise
19 SAS Institute Miles Mahoney
VP, Strategic Alliances and Channels
20 SilverBack Technologies Peter Klanian
VP, Sales
21 VMware Amaury Gallisa
VP, Worldwide Sales

Next: Networking



Riddle me this: Which vendor community allows you to be both better connected and unconnected simultaneously? The networking companies, of course, and there are plenty of up-and-comers represented in this Channel Chiefs report. For starters, you'll be hearing a lot more about Adtran, represented by Ted Cole, which is hoping to continue shaking things up in SMB networking. The explosive growth of network optimization vendor Riverbed Technology, as well as the doubling of the company's channel ranks, makes Bertrand Yansouni's efforts worth a nod. And we would be remiss to overlook Buffalo Technology's Erny-Jay Mezas, whose team registered close to 1,000 partners in the first year of its formal VAR program.

--Heather Clancy


*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 3Com Nick Tidd
VP, Worldwide Channel Sales
2 Adtran Ted Cole
VP, Channel Sales, Enterprise Networks
3 Buffalo Technology Erny-Jay Mezas
4 Cisco Systems Chuck Robbins
Segment VP, U.S. and Canada Channels
5 D-Link Paul McCauley
VP, Channel Sales
6 F5 Networks Dean Darwin
VP, Worldwide Channel Organization
7 Linksys, a division of Cisco Systems Nigel Williams
VP, Worldwide Channel Organization
8 Netgear Michael Werdann
VP, Sales, North America
9 Riverbed Technology Bertrand Yansouni
VP, Worldwide Channel Sales
10 ShoreTel Joe Vitalone
VP, Sales

Next: Systems/Peripherals



Few market categories are more cutthroat than the peripherals arena, where the high-speed race in technical innovation, coupled with the furious pace of product commoditization, have clashed to create both opportunity and severe margin pressure. In printers, it was all about managed services where the likes of Lexmark International, Oki Data Americas, Ricoh and Xerox upped their value-add propositions for partners. Monitor makers including NEC Display Solutions, Samsung Electronics America and ViewSonic sharpened their images around emerging markets such as digital signage. In systems, meanwhile, the quick-moving notebook market provided room for competitive campaigns by Lenovo and Panasonic Computer Solutions, both of which saw their capital with solution providers increase during the past year.

--Heather Clancy


*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 Acer America
Headquarters TK
Mark Hill
VP, U.S. Sales
2 APC Robert McKernan
VP, Channel and Strategic Partnerships
3 IBM Ayman Antoun
VP, Business Partners, Americas
4 Lenovo Stephen Mungall
VP, Worldwide and Americas Channels
5 Lexmark International Sharon Brindley
VP, U.S. Business Channels, SMB, Printing Solutions and Services
6 NEC Display Solutions Clark Brown
VP, Sales Americas
7 Oki Data Americas Greg Van Acker
VP, U.S. Channels, Public Sector Sales
8 Panasonic Computer Solutions Sheila O'Neil
Senior Director, Channel Sales
9 Ricoh Ann Moser
Senior VP
10 Samsung Electronics America, IT Division Christopher Franey
VP, Commercial Sales and Marketing
11 Sun Microsystems Tom Wagner
VP, Americas Region, Partner Sales Organization
12 Supermicro Alex Hsu
Chief Sales and Marketing Officer
13 Toshiba America, Digital Products Division Jerry Lumpkin
VP, Business Channel Sales
14 ViewSonic Jeff Volpe
VP, Marketing, ViewSonic Americas
15 Xerox Jim Firestone
President, Xerox North America

Next: Security



As fast as security startups are acquired, new ones are born—and many are savvy enough to include channel programs from the get-go. For VARs interested in exploiting fast-growing areas, here are three executives to know: Alex Quinonez of Astaro, which packs nine security applications into a single appliance; Joe Fantuzzi of Workshare, a content security company that has more than doubled its share of channel revenue in the past two years; and Patchlink's Matt Mosher, who has increased channel staff fivefold at the patching and remediation software vendor in the past year.

--Heather Clancy


*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 Astaro
Alex Quinonez
VP, Sales
2 Check Point Software Technologies Amnon Bar-Lev
VP, Field Operations and Technical Services
3 Fortinet Karl Soderlund
VP, Sales, Americas
4 PatchLink Matt Mosher
Senior VP, Sales, Americas
5 RSA, the security division of EMC Michael Ross
Area VP, Americas Channel
6 SonicWall John DiLullo
VP, Worldwide Sales
7 SurfControl David Harris
VP, Worldwide Channel Sales
8 Symantec Randall Cochran
VP, Channel Sales, Americas
9 Trend Micro Nancy Reynolds
Director, North American Channel Sales
10 Websense David Roberts
VP, Americas Sales and Channels
11 Workshare Joe Fantuzzi
CEO and Chairman

Next: Storage



What's in storage for 2007? Plenty. Three significant acquisitions set the stage for partner posturing in the next 12 months, with solution providers at the receiving end of new programs and broader product portfolios. At Tandberg Data, Chris Cottle is recruiting SMB partners, Seagate Technology's Jeff Loebbaka is making it simpler for system builders to appeal to a broad range of customers, and Quantum's Bill Cox is touting the introduction of two major products in the ADIC/Quantum lines. Meanwhile, Adaptec's John Noellert is laying the groundwork for VARs to explore the application opportunities for IP SANs, and Brocade Communication's Tony Craythorne is evangelizing the concept of File Area Networks.

--Heather Clancy

*Click on the names in the list below to see an executive's profile.

  COMPANY CHANNEL CHIEF
1 Adaptec
John Noellert
VP, Sales and Marketing, Americas Channel
2 Brocade Communications Tony Craythorne
Director, Channel Sales
3 EMC Mitch Breen
Senior VP, Global Channel Sales
4 Emulex Steve Marconi
VP, Worldwide Distribution Sales
5 Fujitsu Computer Products of America Lorne Wilson
Senior VP, Sales and Marketing
6 Hitachi Data Systems Tom Valiante
VP, Americas Reseller Channel
7 Hitachi Global Storage Technologies Willie Evans
Director, Channel Sales, Americas
8 Network Appliance Leonard Iventosch
VP, North America Channels
9 Pillar Data Systems Brenda Zawatski
Senior VP, Worldwide Sales and Marketing
10 QLogic David Zimmer
Senior Director Worldwide Channels
11 Quantum Bill Cox
VP, Americas Channel Sales
12 Seagate Technology Jeff Loebbaka
Senior VP, Global Channel Sales and Corporate Marketing
13 Tandberg Data Chris Cottle
VP, U.S. Marketing
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