Top Channel Execs in Voice & Data Networking

Steve Harvey

Harvey is responsible for growing the enterprise networks, CLEC and emerging carrier sales efforts. Previously, he served as executive VP of Data Processing Sciences, a supplier of CPE products.

VARBusiness' take: Adtran needs to implement an automated PRM solution to assist in managing its channel. It has been doing so manually and with antiquated spreadsheets, causing some tension and frustration among its VARs.

Tom Eggemeier VP of N. American Channel Sales at Alcatel

Eggemeier leads Alcatel's enterprise voice and data channel strategy and execution. Before joining Alcatel in May 2002, he served as senior VP of global marketing and channel development at Enterasys Networks.

VARBusiness' take: Can the demand for overall IP telephony raise its own offerings in this area? Time will tell.

Jan Burton VP of global strategy and distribution at Avaya

See background in Software.

VARBusiness' take: Going beyond pure voice offerings will be a challenge, but these original Bell-heads have the right technology to make it stick.

Paul Mountford VP of Worldwide Channels at Cisco Systems

Mountford, who joined Cisco in 1996, is responsible for the development and implementation of the company's global channel strategy as well as day-to-day channel operations, including partner training, customer satisfaction and marketing programs. His primary responsibility is to drive revenue growth through indirect sales channels.

VARBusiness' take: Cisco continues to plan for the future of its partners, hoping that its direction will profitability build market share for its channels.

John Erdman VP of Global Channel Operations at Enterasys Networks

See background in Software.

Kevin Gilroy VP and GM of N. America Commercial Channels at HP

See background in Storage.

Dan Vertrees VP of Americas Enterprise Partners at HP

See background in Software.

VARBusiness' take: Distributors still wonder where the company is headed, though there seems to be a renewed commitment to partners of late. But a shift to IBM by some in the channel could hurt HP's chances.

Frank Farese VP of Global BusinessPartners Group at Lucent Technologies

Farese is responsible for leading Lucent's strategic initiative to expand market coverage with a focus on alliance and channel partners worldwide. Prior to joining Lucent, Farese was most recently chairman and CEO of Sandial Systems.

VARBusiness' take: After giving its enterprise channel to Avaya, Lucent maintains its Advantage BusinessPartner Voice channel with typical Bell Labs efficiencies.

Steve Grassie VP of Sales N. American Distribution at Mitel Networks

Grassie has been VP of sales and North American distribution since June 2002. Prior to that, he led the company's Canadian sales team, and held the same position for the Mitel Systems Division since 1999.

VARBusiness' take: Partners seem pleased with the company's full-featured and versatile solutions.

Christine Durham VP of Channel Mktg. at Nortel Networks

Durham has been with Nortel Networks since 1991. She has more than 15 years of experience in the telecommunications and data industries in a variety of sales and marketing roles.

VARBusiness' take: Nortel's channel challenge has always been the wide differences between voice and data VARs. Management has continued to provide a rich set of resources,in spite of shrinking budgets.

Rick Fitzgerald VP and GM at Siemens Enterprise Networks

See background in Software.

VARBusiness' take: Strong technologies, but poor marketing don't make for the best of combinations, but IP telephony could carry the day.

Cornelius Economou Senior Director of N. American Channel Mktg. at Silicon Graphics

See background in Peripherals.

VARBusiness' take: SGI's Visual Area Networking technology, released last year, can deliver images to virtually any client device from a central location at high data speeds. VAN is a specialized strategy for verticals relying on graphics images, but it could give the company a larger presence in the data-networking market.

Dave Smith VP of Sales in the Americas at 3Com

Smith joined 3Com in 1996 as regional sales manager and has since been in various positions throughout the company. He is currently responsible for all BNC products, channels, support and operations for North and South America. Prior to his tenure at 3Com, Smith held various leadership positions in the sales organizations of Oracle, Cimetrix and XVT software.

VARBusiness' take: Need to build partners and customers on more value-add than just not being Cisco. Instead, try to leverage networking heritage and expertise.