Channel Chief: Steve Laubenstein

Steve Laubenstein's position at Internet Security Systems is a new one, created to develop the company's channels. ISS' intrusion-detection products initially required more direct touch because the technology was new, he said. Now that its technology has matured, the company is leveraging channels across all markets, said Laubenstein, previously vice president of channel sales at Symantec. Solution providers likely will welcome the new channel-centric focus since partners have complained of direct-sales tactics by ISS in the past. ,Marcia Savage