Power 100: The Most Powerful Women Of The Channel 2012 (Part 2)

The Power 100, Part Two

This year, CRN honored 208 Women of the Channel, each deserving of recognition for their accomplishments. The following 100 are pulled from those ranks as executives who have proven themselves exceptional during the past year. CRN is proud to highlight their achievements and cheer their success.

Here's a look at Part 2. For more, see Part 1 of our list of the 100 Most Powerful Women of the Channel or our full listing of the 2012 Women of the Channel.

Robyn Howes, Certified NETS

President

Years in channel: 15

Years in position: 15

Highlights of the past year: Certified NETS realigned operations delivery to provide dedicated proactive vs. reactive resources. That realignment directly contributed to a 20 percent decrease in reactive tickets from customers.

Goals: Howes will work toward continued revenue and profit growth and financial stability. In addition, she aims to provide continued stellar customer service and to strengthen technical resources.

Dawn Jaeger, SugarCRM

Director, Channel Development

Years in channel: 15

Years in position: 1

Highlights of the past year: SugarCRM signed 19 new partners in North America. Jaeger's team formed a new Partner Advisory Council, made enhancements to the three-tier partner program, and instituted a 90-day partner enablement and on-boarding program.

Goals: Jaeger plans to continue enhancements in the channel program, including expanded training and certification. She will focus on expanding the channel in specific geographies, plus concentrate on adding partners with vertical expertise. Her ultimate goal is to support partner recruitment and enablement efforts globally.

Pam Johansen, BMC Software

Director, Worldwide Channel Operations

Years in channel: 10

Years in position: 7

Highlights of the past year: The rebranded partner program, BMC Partner Advantage, now includes a new tier structure, which rewards VARs that meet BMC competencies plus revenue and growth goals, and recognizes strong customer support scores.

Goals: Johansen's focus is on the successful implementation of a new partner program. In addition, she will implement PRM phase two to automate support of an incentive program and provide partners with an incentive deal-registration process. She and her team will roll out a predictability model in the incentive program to encourage partners to drive business in different segments and find new business opportunities. Finally, she will aim to automate internal business processes to streamline resources and improve response times.

Colleen Kapase, VMware

Senior Director, Global Partner Programs

Years in channel: 16

Years in position: 5

Highlights of the past year: The Global Partner Program team has worked closely with VMware's solution provider and service partners, revamping partner incentives to enhance partner profitability, with the ultimate goal of moving customers to a hybrid cloud.

Goals: Kapase will better support the services and practices of partners around their cloud capabilities. The CIPP program will strengthen ties with these services partners to better leverage partner relationships and expertise. The ultimate goal is for VMware to become clients' cloud partner of choice.

Lila Kee, GlobalSign

Chief Product Officer

Years in channel: 8

Years in position: 4

Highlights of the past year: Kee led the product development strategy and implementation of GlobalSign's channel-ready iOS mobile device solution. Also, penetrated new markets via channel expansion into Central and South America.

Goals: Kee aims to cultivate and expand mentoring and networking opportunities for women security professionals in the area by acting as a resource as well as a visible presence within the Boston security professional scene. She will expand GlobalSign's BYOD solution to include additional devices, such as Android, to provide the channel a comprehensive, device-agnostic secure BYOD network access solution.

Meaghan Kelly, SAP

Vice President, Global Channel Management

Years in channel: 14

Years in position: New to role

Highlights of the past year: Until June 15, Kelly was at HP, where she developed a program encouraging leading-edge startup and early stage companies building on HP infrastructure to use HP's channel.

Goals: Kelly will be focusing on channel mangement worldwide at SAP.

Kimberly King, Compuware

General Manager, Senior Vice President, Worldwide Channels, Alliances

Years in channel: 18

Years in position: 3

Highlights of the past year: King has overseen double-digit growth in channel revenue, a successful Global Channel Conference and continued success in Compuware's channel program.

Goals: King will drive growth in key markets and verticals as they help to spur partner differentiation and growth for all partners. She will continue to drive strong enablement, marketing and training programs that help partners achieve their highest potential.

Kendra Krause, Fortinet

Vice President, Channel Sales

Years in channel: 14

Years in position: 4

Highlights of the past year: Krause signed 300 new partners in the Americas to fill in coverage in specific territories and vertical markets, and increased America's channel revenue by 34 percent year over year.

Goals: Krause will continue to focus on the rising markets within the cloud and MSSPs and is reviewing many new tools to help partners with marketing so they and Fortinet can grow business together.

Juliann Larimer, Motorola Solutions

Vice President, Worldwide Channels

Years in channel: 16

Years in position: 2

Highlights of the past year: Larimer began the process of moving partners to a single program infrastructure, making it easier for them to do business with Motorola Solutions. Motorola launched EmpowerCircle, a recognition event for its top 100 partners worldwide.

Goals: Larimer will continue to build out the PartnerEmpower program by delivering additional specializations for partners. She is also working to drive faster time-to-revenue for partners with new tools and programs to support new products. Her team is building out channel programs to link partner capabilities to the new global services organization to better serve customers. The company is continuing to invest in infrastructure to make it easier for partners to do business with Motorola Solutions.

Thai Lee, SHI International

President, CEO

Years in channel: 22

Years in position: 22

Highlights of the past year: Under Lee's direction, SHI's revenue rose 28 percent to finish at $3.8 billion for 2011. She was responsible for hiring the talent and deploying the technology that became SHI's Cloud Solutions offering.

Goals: Lee will continue SHI's rapid expansion into the midmarket and public-sector spaces to complement its legacy Fortune 500 clients. The four-year-old SMB division is expected to post more than $900 million in 2012. She plans to continue year four of SHI's five-year plan to upgrade internal tools and systems with zero disruption to the customers. Also, she will expand SHI's Infrastructure as a Service and SHI Cloud offerings, including increased support for client mobility.

Selina Lo, Ruckus Wireless

CEO

Years in channel: 6

Years in position: 8

Highlights of the past year: Ruckus doubled the size of its global channel program to more than 4,500 partners and more than 13,000 customers. The vendor has increased the size of reseller organizations and doubled the number of VARs actively selling its products and technology.

Goals: In addition to continuing Ruckus' aggressive growth track in both the carrier and enterprise markets, Lo plans to take the company public within the next six to 12 months.

Jean Lozano, Kaspersky Lab

Vice President, Business to Business Marketing, North America

Years in channel: 10

Years in position: 1

Highlights of the past year: Lozano recently joined Kaspersky, and has already led the 2012 North American Partner Conference, which brought together Kaspersky Lab's partners for a reveal on new programs, sales enablement tools and initiatives, and marketing advancements.

Goals: Lozano's focus will be on enablement. That will include stimulating customer conversation and enabling the partner community to develop a recurring revenue stream.

Wendy Lucas, Dimension Data Canada

Area Vice President

Years in channel: 20

Years in position: 5

Highlights of the past year: Lucas is responsible for driving 30 percent year-over-year increases in Canada, an exceptional growth hot spot for Dimension Data. She is a dedicated supporter of Dimension Data's corporate responsibility program.

Goals: Lucas will work toward increasing the employee base by at least 50 percent across Canada and expanding its geographic footprint from Mississauga, Ontario, into Ottawa and western Canada. Also, spurred by the firm's recent global launch of public, private and hybrid cloud solutions and services, her team will focus on helping clients plan, build and support the cloud environment that best fits their business needs, in addition to meeting demands for mobility and converged communications solutions.

Tina Lux-Boim, Managed Maintenance

President, CEO

Years in channel: 13

Years in position: 5

Highlights of the past year: The company deployed new offerings for manufacturers, distributors and value-added resellers and their customers. Managed Maintenance continues to hire employees and increase brand recognition.

Goals: Lux-Boim will continue to educate and mentor employees: Managed Maintenance began with 11 employees, three of whom are now senior managers. Through education, mentoring and their participation in strategic planning, becoming senior professional managers is a critical step. Learning to multiply their expertise and developing their staffs is an essential step to their success as managers and to the growth of the company.

Jillian Mansolf, Overland Storage

Senior Vice President, Sales, Chief Marketing Officer

Years in channel: 16

Years in position: 3

Highlights of the past year: Overland's FastTrack partner program grew from 290 unique partners to more than 1,500 worldwide. In addition, the base of active FastTrack users grew 10 times, to more than 4,000.

Goals: Mansolf will maintain the momentum of its FastTrack Partner Program by continuing to build Overland's partner-led, customer-centric resources and lead-generation programs, which enable partners to accelerate their sales cycles and increase profitability.

Lisa Matherly, McAfee

Vice President, Marketing Operations, Partner Marketing

Years in channel: 12

Years in position: 4

Highlights of the past year: Matherly helped build a worldwide channel marketing organization and increased MDF for McAfee channel partners by nearly 10 percent. She also increased McAfee Rewards in first-quarter 2012 by more than 50 percent.

Goals: Matherly will launch a partner portal and onboard tool, new partner database, and new e-commerce marketing platform. She plans to create a lead flow process to partners, allowing McAfee to more efficiently share leads with partners. Her aim is to clearly communicate new enablement and profitability programs.

Julia McConaughy, Aruba

Director, Channel Operations

Years in channel: 17

Years in position: 5

Highlights of the past year: McConaughy supported the partner community at the local level, attending to their marketing needs.

Goals: N/A

Kirsten McCrabb, Hewlett-Packard

Vice President, Worldwide Channel Marketing, Enterprise Servers, Storage and Networking

Years in channel: 20

Years in position: 2

Highlights of the past year: McCrabb's team drove channel leadership with an increased investment in ESSN channels by 25 percent year over year in fiscal 2011. That effort resulted in partner growth and profitability.

Goals: McCrabb will drive partner competencies, portfolios and profitability, and channel leadership across the company. That will include ongoing investments in HP's award-winning programs, training and enablement, and demand generation in strategic areas, such as cloud.

Christine Merritt, Google

Head of Business Development, Channel Sales North America

Years in channel: 7

Years in position: 1

Highlights of the past year: Since joining Google in September to lead the North American Channel Sales Business Development team, Merritt has expanded Google's Premier SMB Partnership program and entered new geographic markets.

Goals: Merritt hopes to transform the Canadian marketplace by signing the top partners in this country. She will continue to focus on the franchise and broadcast space, where she will continue to recruit the best possible partners who wish to add the Google AdWords offering as part of their sales and services offerings.

Dane Moorefield, Siemens PLM Software

Director, Global Partner Marketing

Years in channel: 16

Years in position: 7

Highlights of the past year: Continued improving global partner and channel manager marketing traing program and designing a mobile strategy for partners, including social media outlets and smart device applications.

Goals: Moorefield will focus on effective utilization of social media. She will ensure all partner materials are available via smart device applications, and will continue partner marketing training via channel manager/partner interactive workshops facilitated by UBM Channel.

Patricia Moran, Avaya

Senior Director, Worldwide Channel Marketing

Years in channel: 10

Years in position: 4

Highlights of the past year: Moran successfully executed a new partner recruitment campaign; supported value selling into the channel; offered content syndication to partners. By extending communication through social media, she's reached thousands of partners.

Goals: Moran will work on the development of partner marketing savviness that will drive greater impact. She is focused on closed-end ROI on key marketing programs and BIC partner satisfaction.

Kara Myers, EMC

Director, Americas, Channel Marketing

Years in channel: 16

Years in position: 1

Highlights of the past year: Myers helped facilitate a successful transition within EMC's Channel Marketing division, creating a cohesive program out of the Global and Americas channel organizations. She also led EMC's first series of marketing-focused partner webcasts.

Goals: Myers will continue to focus on supporting the channel with improvements to EMC's Velocity Partner Program and new self-service marketing tools to help make partners more self-sufficient.

Indu Navar, Serus

Founder, CEO

Years in channel: 5

Years in position: 11

Highlights of the past year: Serus was recognized by major players in the semiconductor and high-tech verticals as the leading supplier of enterprise software that addresses the challenges associated with outsourced manufacturing.

Goals: Navar will continue to build an ecosystem of suppliers customers can connect to and start deriving immediate benefits from, with ROI in less than four months. Serus has gained invaluable experience in developing Intelligent Operations Management solutions for major Fortune 500 companies, which have gained full visibility into their entire value chain with the ability to see and manage risk and drive new efficiencies.

Sheila O'Neil, Panasonic

Vice President, Channel Management

Years in channel: 21

Years in position: 5

Highlights of the past year: O'Neil continued the integration of four divisions of Panasonic, moving to one channel partner program. Panasonic also increased partner sales while increasing its partner count overall.

Goals: As of April 1, Panasonic has offered a complete suite of business solutions, including mobile computing, POS systems, security, office productivity solutions, HD visual conferencing, projectors, displays and video production. With that, O'Neil will help partners equip their customers with complete solutions.

Julie Parrish, NetApp

Senior Vice President, Worldwide Partner Sales

Years in channel: 28

Years in position: 3

Highlights of the past year: Parrish oversaw 50 percent year-over-year growth in the distribution business, as well as an increase in channel revenue from 74 percent to 79 percent of NetApp total. Led the GetSuccessful Cloud Services Program.

Goals: Parrish will focus on driving FlexPod (and other architectures), further enabling cloud capabilities and driving profitability with partners. She and her team will continue to extend the reach and ease of selling FlexPod globally by partnering closely with distributors. They will extend the GetSuccessful Cloud Services Program as well as connect VAR partners with cloud service providers, and help them develop the right business models to take advantage of the market shift to cloud.

Jennifer Pointer, Hewlett-Packard

Manager, Channel Marketing Communications, SPO

Years in channel: 16

Years in position: 2

Highlights of the past year: Pointer manages the HP Solution Partners Organization's marketing communication strategy and team. She drives partner enablement initiatives utilizing marketing communication assets.

Goals: Pointer hopes to continue building initiatives to enable partners to drive profitable business with HP. She will lead her team in developing a strategy to leverage all assets, including events, social media, advertising, messaging and executive engagement to broaden partners' capabilities with their customers.

Laurie Potratz, Brocade

Senior Director, North American Channel Sales

Years in channel: 23

Years in position: 2

Highlights of the past year: All enterprise IP business goes through VARs and distribution, with very few legacy exceptions. North American IP channel revenue grew by 42 percent year over year, and channel utilization is up 198 percent year over year.

Goals: In an ongoing effort to drive increased sales through the channel, Potratz is implementing programs that target growing Brocade's VAR IP business by 50 percent year over year. One goal is to make Brocade the standard for ease of doing business. VARs need to know that their vendor of choice will deliver on its commitment to them and their customers.

Karil Reibold, Whaleback Managed Services

President, CEO

Years in channel: 15

Years in position: 4

Highlights of the past year: Whaleback has repositioned itself as a solutions-based managed service with its own enabling technology. Its focus is on creating a customer experience that lets Whaleback and partners become trusted advisers to customers.

Goals: Reibold will work toward ensuring customers see no costly upgrades, hardware costs or hidden fees. Whaleback has its own technology, allowing it to be independent of other platforms for features, and was built from the ground up to run over SIP trunks. Reibold is positioning her company to broaden its partnerships with MSO and carriers.

Nancy Reynolds, Kaspersky Lab

Senior Vice President, Corporate Sales, North America

Years in channel: 21

Years in position: 3

Highlights of the past year: Kaspersky continues to be a very profitable business partner for the channel. As a result, many new solution providers have joined its partner ecosystem without diluting the vendor's existing partner base.

Goals: Reynolds' focus will be on partners. She will work toward adding resources and new tools for partners to grow their businesses; find ways to be unique and optimize what it is working; and help launch a new MSP program, which provides partners with additional margin and a recurring revenue stream.

Ilene Rosoff, The Launch Pad

CEO

Years in channel: 24

Years in position: 20

Highlights of the past year: Rosoff led her company's launch of its national franchise initiative. The company also introduced its RevITup SilverCloud Series, a fully packaged, turnkey cloud-based solution.

Goals: Rosoff is focusing her business on its new franchisees and the development and refinement of the first managed IT services franchise. Through its RevITup Business Care series designed to provide technology-as-a-service, franchisees will be able to reach small and midsize U.S. businesses. The concept is to provide technology like a utility, where the infrastructure just works and the focus was completely on driving solutions that drive revenue for clients.

Gina Rugani, Synnex

Vice President, Business Operations

Years in channel: 17

Years in position: 4

Highlights of the past year: Rugani onboarded Synnex Infotec Japan by integrating its systems into Synnex's proprietary system. After cutover to the new system, Infotec was at 101 percent of goal at month one, and month two at 100 percent.

Goals: Rugani will further enhance Synnex's system offering for internal and external partners to support its strategic corporate initiatives, and build tools to help support the Varnex community for RenewSolv and CloudSolv.

Sandy Salty, Trace3

Vice President, Business Development

Years in channel: 6

Years in position: 5

Highlights of the past year: Salty's IT Authorized Training Center business model focuses on increasing ROI on client investments and personnel. The launch of Training-as-a-Service offers businesses the opportunity to cross-functionally train their IT engineers.

Goals: Salty will increase the overall intelligence of IT organizations through Training-as-a-Service while continuing to help them solve their problems so that they can focus on strategy and growth. She will continue to listen and deliver to her clients, consistently accommodating them to help improve their overall business model, while continuously looking forward to the new and different ways to improve her own.

Shannon Sbar, APC by Schneider Electric

Vice President, Channels, North America

Years in channel: 15

Years in position: 2

Highlights of the past year: Sbar introduced new initiatives tied to partners' core business practices, including training programs and regional events, to help partners migrate their customers to the cloud and data center virtualization.

Goals: Sbar hopes to assist partner development to enable partners to sell software tied to energy assessments and to work with them to build a managed service offering around APC by Schneider Electric services.

Emmanuelle Skala, Sophos

Vice President, Channel, Sales Operations

Years in channel: 3

Years in position: 3

Highlights of the past year: Skala developed the infrastructure and process that will allow Sophos to deliver scalable and efficient operations for its partners.

Goals: Skala's main goals for this year are to empower partners with tools such as Partner Self Service and to deliver a world-class best partner enablement program.

Corinne Sklar, Bluewolf

Vice President, Marketing

Years in channel: 8

Years in position: 6

Highlights of the past year: Sklar helped increase revenue by 54 percent in a down economy, establishing Bluewolf -- recognized as one of the New York Best Places to Work -- as a leader in Agile Business Transformation.

Goals: Sklar will continue the trajectory of growth with innovative offerings that support innovation, with cloud solutions and the use of social solutions for the enterprise. She will increase the company's enterprise footprint by helping organizations move into the 21st century, and becoming agile enterprises.

Sue Smith, Symantec

Senior Director, Partner Programs

Years in channel: 21

Years in position: 5

Highlights of the past year: Symantec redesigned its SMB partner programs, including new advanced technical support benefits and financial incentives. It also fully transitioned the Symantec Partner Program to a specialization model.

Goals: Smith plans to continue providing partners with the opportunity to differentiate, maximize and accelerate their business with cloud, mobility and virtualization. Her team will also deliver a new PartnerNet portal to enhance the online experience and provide new partnering opportunities for MSPs.

Lydia Smyers, Oracle

Group Vice President, Worldwide A&C, Communications

Years in channel: 9

Years in position: 5

Highlights of the past year: Oracle PartnerNetwork (OPN) launched the Partner Premiere Site, an updated Solutions Catalog and the OPN Incentive program. The OPN Specialized program expanded, introducing the Oracle Exastack Program.

Goals: Smyers will continue to help partners increase sales opportunities, attract new customers and obtain maximum visibility and competitive differentiation. In the coming year, her team will build out enriched MDF resources, more specializations, and mobile-enable partners with more tools and resources to support business needs.

Jan Spring, eFolder

Vice President, Channel Development

Years in channel: 23

Years in position: 5

Highlights of the past year: Spring planned all channel events, became eFolder's representation in the channel, delivered consistent message and drove sales.

Goals: Spring aims to engage with 300 new partners, participate in 30 channel events and provide partners the very best channel vendor experience.

Sonia St. Charles, Davenport Group

CEO

Years in channel: 10

Years in position: 10

Highlights of the past year: Last year, Davenport Group achieved 37 percent growth due to its strategic partnership with Dell, as a Premier Partner. St. Charles was on the Dell Partner Advisory Council and the UBM Channel Partner Advisory Council.

Goals: St. Charles will continue to balance rapid growth with a continued emphasis on strong customer relationships. The company's driving focus is on the long-term relationship and not just the transaction; so with yearly growth rates of 35 percent or greater the company is focused on maintaining high standards of customer satisfaction.

Donna St. John, McAfee

Director, Partner Experience

Years in channel: 18

Years in position: 4

Highlights of the past year: St. John led the worldwide channel programs group, which introduced enhanced deal registration. The group also launched the McAfee Accredited Channel Engineer technical enablement program.

Goals: St. John's driving force is to continually improve the partner experience with McAfee by investing in partners. This year, the McAfee SecurityAlliance Partner Program will focus on engagement, economics and enablement. The group, along with other McAfee teams, will deliver significant enhancements and automation with a new partner portal, new quote module and a new partner learning center.

Andrea Thomas, Adtran

Director, Channel Development, Enterprise Networks Division

Years in channel: 13

Years in position: 5

Highlights of the past year: A standout initiative was the launch of a comprehensive Partner Enablement Program for new and underperforming partners. The 12-week program offers a robust set of tools and road map for joint success.

Goals: The August 2011 acquisition of Bluesocket, a premier provider of virtual WLAN solutions, and the full integration of its partner base into Adtran's reseller network, extended Adtran's portfolio of voice, data and video with mobility solutions. Thomas will look to use this new differentiator to engage the next generation of partners that are driving their business model toward managed services and cloud connectivity.

Luanne Tierney, Juniper Networks

Vice President, Global Partner Marketing

Years in channel: 20

Years in position: 1

Highlights of the past year: Juniper Networks is exercising its marketing muscle: The vendor's first Global Partner Conference saw reinvestment in its Partner Advantage program.

Goals: Tierney would like to grow Juniper partners' co-marketing expertise in social media and help those companies drive more demand and awareness for their businesses.

Kelli Tolzman, SMTi

President, CEO

Years in channel: 3

Years in position: 1

Highlights of the past year: Tolzman led her company successfully through a down economy. She moved SMTi into health care and is a founding member of F2F, the women's networking organization through Synnex.

Goals: Tolzman will continue to increase SMTi's year-over-year growth, and further SMTi's expansion into the health-care market. She also aims to become more involved in women's organizations.

Cindy Tregoning, F5 Networks

Worldwide Channel Sales Programs Manager

Years in channel: 8

Years in position: 3

Highlights of the past year: Extended F5's Unity global partner program and developed a new methodology for channel account planning. Tregoning also assisted partners with aligning their with the partner program.

Goals: Tregoning's goal is to continue to develop existing programs to enhance partner profitability, service delivery and market opportunities for partners in the Application Delivery Network space. In addition, with F5's new market penetration of data center firewalls and enhanced security solutions, the focus will be on helping F5's worldwide partner community develop the necessary competency and programs.

Kandyce Tripp, Polycom

Senior Director, Worldwide Channel Operations

Years in channel: 5

Years in position: 2

Highlights of the past year: Tripp focused on driving compliance within Polycom channel programs and maintained the integrity of partner-facing projects/initiatives. She implemented policies, processes, systems and tools to increase efficiencies in the channel.

Goals: Tripp will automate internal processes to enable channel business managers to track, manage and support partners. She plans to enhance and track Polycom's deal registration, certification and partner recruitment and engagement programs, while focusing on developing and structuring incentive programs specifically designed to drive incremental revenue opportunities and pipeline for Polycom and channel partners.

Laurie Usewicz, Blue Coat Systems

Vice President, Americas Channel Sales

Years in channel: 16

Years in position: 2

Highlights of the past year: Successfully drove integrated channel marketing programs. Those targeted programs significantly increased the WAN optimization and Web security pipelines during the past year.

Goals: Usewicz will increase incremental contribution from the channel through partner enablement and manage partners through a defined scorecard process. She will set mutual goals and hold all parties accountable to execution. She also plans to leverage distribution partners to develop and grow Blue Coat's authorized partner community to deliver incremental revenue to new end users.

Michele Weber, SAP Americas

Vice President, North America Ecosystem Group Marketing

Years in channel: 2

Years in position: 2

Highlights of the past year: Weber's team successfully launched Volume Inbound Marketing, allowing partners to increase their level of online social presence and inbound Web performance, while achieving guaranteed lead returns on their marketing investments.

Goals: Weber will continue to work on the success of SAP's Marketing Service Bureau. Her team also looks forward to the development of several analytics-driven partner initiatives as part of SAP's Run Like Never Before campaign, enabling the development of preconfigured programs by industry.

Mariette Wharton, Vidtel

Vice President, Marketing

Years in channel: 6

Years in position: 4

Highlights of the past year: Wharton launched Vidtel's Channel Partner Program, which provides VARs the ability to deliver cutting-edge cloud service to customers. Enterprise systems (e.g., Polycom, LifeSize, Cisco) can seamlessly work together and with Skype.

Goals: Wharton's primary goal is successful channel sell-through for the MeetMe service. She also plans to expand the channel program to Europe and Asia. Wharton is working to see Vidtel become the go-to channel partner in the videoconferencing service space.

Mary Catherine Wilson, Dell

Director, North America Channel Marketing, Programs

Years in channel: 4

Years in position: 4

Highlights of the past year: Dell successfully integrated Compellent and Force10. By leveraging the best of both programs, Dell's overall program became stronger. Under Wilson, Dell provided 130,000 free partner training sessions.

Goals: Wilson will work to help turn partner expertise into profit. She will train and enable partners to win in the data center, and help to drive partner profitability while maintaining program simplicity. In addition, she will work on the successful integration of new acquisitions SonicWall and Wyse.

Victoria Zona, Raritan

Channel Sales Director

Years in channel: 21

Years in position: 13

Highlights of the past year: Zona transitioned Raritan's partner program to be more conducive for sales of data center management hardware and software. She helped increase reseller sales of DCIM and energy management.

Goals: Zona will grow the KVM reseller partner count by 10 percent and provide partners with expertise in selling enterprise energy management and DCIM software. She plans to expand collaborative marketing vehicles to help VARs create additional revenue opportunities. In addition, she will work to ensure Raritan's alliance network provides value to resellers, by giving them new markets and solutions.