Channel News

Here’s How 20 Channel Chiefs Describe Their Personal Channel Philosophy

Rick Whiting

Channel executives on the CRN 2023 Channel Chiefs list were asked to describe their personal channel philosophy. From what they see as the channel’s role to how best to work with partners, here’s what 20 channel chiefs had to say.

Palo Alto Networks

Tom Evans

VP, Worldwide Channel Sales Strategy

Channel partners play a critical role throughout the customer life cycle, from the initial qualifying stage to ultimately ensuring the successful deployment and adoption of our technology. Because of the immense value that partners provide, my channel philosophy has always been centered on enabling partners with the tools and resources they need to meet their customers’ unique security needs. Having worked with partners for many years while also having roles selling directly to end users, I am confident that any company that wants to successfully provide solutions to its customers must leverage the channel.



Joe Sykora

SVP, Worldwide Channel, Partner Sales

My personal channel philosophy is that the customer is always right, and we should always look to simplify our programs. This includes developing programs that maximize our partners’ revenues, protect them on margin and allow them to consume our technology how it best supports their needs.


Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently a feature/special projects editor. Whiting manages a number of CRN’s signature annual editorial projects including Channel Chiefs, Partner Program Guide, Big Data 100, Emerging Vendors, Tech Innovators and Products of the Year. He also covers the Big Data beat for CRN. He can be reached at

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