Count Two For 3Com As Tidd Takes Channel Champ Spotlight

Editor's Note: In late February, will publish its fourth annual ranking of the most effective--and controversial--Channel Chiefs. As an ongoing component of that coverage, we've inaugurated a monthly spotlight featuring the channel executive who had the most impact in terms of programs or other activities during the previous month. Those selections are made by the Editorial Cabinet.

It was two in a row for 3Com.

Clearly, the channel is willing to accept change from this longtime networking player, as evidenced by the CRN Editorial Cabinet's nod to channel chief Nick Tidd as this month's Channel Champ. Tidd, who is 3Com's vice president of North American channel sales, detailed a sweeping overhaul in mid-December. Among other things, the new Focus Partner Program includes a point system for achieving Gold, Silver and Bronze ranks. It also creates four technology specializations for VARs to differentiate themselves.

"The challenge posed for a very long time was how to intersect the medal levels with the technology specializations," Tidd told CRN Infrastructure Editor Jennifer Hagendorf Follett.

"3Com has really been doing a good job of channel relations in general this year," wrote cabinet member Robert Whiton, president of Net Solutions, Tustin, Calif.

The slate of executives considered for the December spotlight included Jerry Lumpkin, vice president of business channel sales, Digital Products Division, Toshiba America Information Systems; Matt Medeiros, CEO of SonicWall; Bill Cate, director of U.S. channel programs at Sun Microsystems; and Edison Peres, vice president of advanced and core technologies for worldwide channels, Cisco Systems.

Indeed, Peres also received support from several cabinet members, primarily for his continuing work to set up advanced technology practices that keep its channel evolving.

"One of the single biggest challenges that solution providers face is investing in new of advanced technologies, which is a very costly proposition to train, hire or otherwise develop professional services to support the advanced technologies and then have products delivered as a commodity," said John Freres, vice president of sales for Dimension Data North America. "Cisco has taken their program and with advanced technologies specializations and programs like VIP, OIP and SIP, created value to the partner and customer satisfaction to the end users."

What do you think of the cabinet's choice? Do you have a different opinion? E-mail me your thoughts and nominations for future spotlights at [email protected].