The Top Midmarket IT Vendor Executives For 2015 (Part 1)
Each year, The Channel Company's Midsize Enterprise Summit highlights the IT industry's most influential vendor executives who focus on the midmarket. That segment is one of the IT industry's fastest-growing, and its channel executives are faced with challenges daily. The best meet those challenges head on, while also serving the demands of senior IT leaders of midsize organizations.
These executives on the Top Midmarket IT Vendor Executives list were nominated by peers, colleagues, customers and partners because of the relationships they have built with midmarket customers, and for the leadership, strategic thinking and solution excellence they have demonstrated. Their organizations have made a commitment to and investment in the midmarket -- customers with 100 to 1,000 employees and/or $100 million to $1 billion in annual revenue.
Many of the executives included on this list will be attending the Midsize Enterprise Summit West conference in Los Angeles this week, where they will be recognized for their achievements.
Here, we present Part 1 of the Top Midmarket IT Vendor Executives For 2015. Be sure to also check out Part 2.
Chief Executive, Accumatica
Jon Roskill has 25 years of leadership experience in the software business, including a 20-year career at Microsoft, where he held positions as channel chief and corporate vice president. Since joining Acumatica in March 2014, Roskill plans to continue the company's growth and continue investing in the partner channel. Acumatica is a leading provider of cloud business management software that empowers small and midsize businesses to unlock their potential and drive growth. According to Roskill, Acumatica understands the unique challenges facing midmarket companies. "Our flexible licensing and deployment options such as unlimited user pricing help businesses grow and involve everyone," he stated. Roskill said he is passionate about the ways in which his company can help these businesses by driving a product that addresses their needs as well as leveraging its partner channel.
Senior Vice President, International Sales and Global Channels, Adaptive Insights
Carolee Gearhart is responsible for Adaptive Insights' sales organization outside of North America and all global business development and channels. Gearhart's perspective on the midmarket has been shaped by her previous experience at SAP, PeopleSoft and Deloitte & Touche. According to Gearhart, while midmarket companies have the same performance management needs as larger organizations, they typically lack the resources to implement them in terms of personnel, time and capital. Historically, the only financial solutions capable of providing even half the insights and data that a growing company requires were on-premises legacy systems. These are expensive to implement and even more expensive to maintain. The Adaptive Suite was designed to provide a strong solution with analytics for midmarket companies. The Software-as-a-Service-based solution has had successful implementations at Engine Yard of San Francisco and Bonneville International Corp., a media and broadcast company.
Sales Director, AirWatch
An executive sales professional who has been consistently recognized for the ability to lead people, increase revenue, manage change and drive all aspects of a successful sales organization, Will Sugg is a dynamic leader with a proven track record of consistently exceeding aggressive sales objectives through team development, employee retention and an intense focus on driving results in a highly competitive industry. Proven success in all positions has resulted in numerous promotions and multiple sales awards due to exceptional sales growth and performance. Before joining AirWatch in 2013, Sugg was vice president and general manager of inside sales at Cbeyond.
CEO and President, Autotask
Mark Cattini is responsible for leading the company's growth and the expansion of its global IT business management solutions. Most recently, Cattini served as president and CEO of Awareness, a social media software development company. Before that, Cattini was president and CEO of MapInfo Corp., a provider of location-based intelligence solutions, integrating software, data and services. Starting as the managing director of MapInfo's U.K. operations in 1995, Cattini was appointed president and CEO of MapInfo in 2000. Under Cattini's leadership, the company strategy was reshaped and rebuilt from a technology provider to a vertically focused solutions provider, resulting in 17 consecutive quarters of record growth and the successful sale of the company in 2007 to Pitney Bowes. After the acquisition, Cattini served as president of Pitney Bowes Marketing Services and was a member of Pitney Bowes' leadership team.
Justin Moore is a multi-time entrepreneur and recognized authority on cloud computing, SMB market strategy and entrepreneurship. As CEO, Moore drives Axcient’s exponential growth as the fastest-growing U.S. security and data protection company (according to Inc. Magazine) for three-year growth of 3,116 percent. With a track record of turning around the status quo in established markets, Moore was named one of the 2013 Silicon Valley 40 Under 40 by the Silicon Valley Business Journal. Before Axcient, Moore founded MK Global, which provided an innovative approach to addressing the surplus of secondary-market telecommunications equipment after the dot-com collapse. He is also a venture partner at Thomvest Ventures, where he focuses on enterprise and Software-as-a-Service investments.
Senior Vice President, Worldwide Sales, Barracuda
As senior vice president of worldwide sales at Barracuda, Michael Hughes is responsible for the strategy, direction and execution of global sales and sales operations for the company's diverse product portfolio. According to Hughes, despite the size of midmarket customers, they still have big IT problems to solve and concerns to alleviate that remain critical for their ability to conduct business. This is one of the reasons Barracuda has focused on making security and storage solutions that are easy to deploy, operate and support for the midmarket customer. Barracuda has continued to develop its channel to provide the necessary resources to partners who service and provide IT solutions to midmarket customers, Hughes said. Among the customers Barracuda serves with its firewall, spam, Web filter and other security solutions are Columbus ISD and the city of Richmond, Calif.
CEO, Binary Tree
Steven Pivnik is the founder and CEO of Binary Tree, a leader in the messaging and collaboration migration and coexistence market. With a broad innovative background in corporate vision and strategic planning that spans 20 years, he is a proven entrepreneur, delivering technology solutions to Fortune 500 clients and small businesses alike. To date, Binary Tree has accumulated more than 6,000 customers and has achieved global expansion and recognition under Pivnik’s leadership. In late 1999, as part of a services asset sale to a venture-backed cloud services provider, he joined the acquiring company as vice president of customer implementations, and integrated the next six acquisitions into his national practice. Upon his return to Binary Tree in 2001, Pivnik changed the direction and focus of the company to fully embrace and support Microsoft Exchange migrations. Pivnik and his team revolutionized the way customers migrate to the cloud with the advent of hosted migrations.
Jay Larson brings more than 25 years of experience in the software industry to Birst and has been a pioneer in building Software-as-a-Service companies. Before joining Birst, Larson served as the president of worldwide feld operations at Jive Software. Before leading the Jive field team, he spent five years at SuccessFactors, where he was vice president of enterprise sales, propelling revenue from about $100 million to more than $350 million, leading to the company’s eventual acquisition by SAP. Previously, Larson was a senior executive with Mercury Interactive. During his six years at Mercury, Larson helped grow the business from about $300 million to more than $1 billion before the company was acquired by Hewlett-Packard. In addition, Larson has held sales leadership roles at Oracle Corp., Network Associates and Siebel Systems. Larson holds a Bachelor of Arts degree from Harvard University and Master of Business Administration degree from the University of California, Los Angeles.
President, Brown Pear Solutions
Jennifer Brown is president of Brown Pear Solutions, a value-added reseller and managed services provider. Brown Pear's expertise includes converting cap-ex to op-ex and solutions and services for data center and end-user support. The company's customers are 85 percent virtualized on average. Brown said she helps customers manage, automate, protect and scale their virtualized environments. "Brown Pear is very proud to serve midmarket, which represents the majority of its client base in addition to the enterprise. We have grown our business around managed services and IT solutions that really make sense for the midmarket -- solutions that are easy to manage, scalable and flexible," Brown said. What do most of Brown Pear's clients have in common? Well, Brown states, most don't have enough staff to do all of the initiatives they'd like to do. "That's when our managed services for IT operations, help desk and managed print become really useful," she said. Among her valued customers in the midmarket are Sightlife and Callison.
Vice President, Global Partner Marketing, Cisco
Sherri Liebo is a change agent with 20 years of high-tech marketing experience in digital marketing, strategic planning, worldwide service development and launch, marketing with and through partner ecosystems, and regional go-to-market execution. She has a proven track record of leadership, cross-functional collaboration and results. Among her specialties: marketing in a digital economy; developing and leading marketing professionals on the journey toward a real-time, always-on marketing world; content marketing; and innovative services portfolio development.
N. Robert Hammer
Chairman, President and CEO, Commvault
N. Robert Hammer has been Commvault's chairman, president and CEO since March 1998. Under his leadership, Commvault has been recognized as a Leader in Gartner's Magic Quadrant for enterprise backup software and integrated appliances for five years running. According to Hammer, Commvault places tremendous emphasis on expanding its share of the midmarket. Chief information officers in this segment, he said, are faced with the need to adopt enterprise-class technologies that are easier to manage and deploy, given they have less resources and lower budgets than those in other markets. Commvault's solution sets are priced and packaged for the midmarket, given that many midsize companies favor standalone solutions and have less complex management needs than enterprise customers. Moving forward, Commvault's ability to penetrate midmarket accounts will be driven by updating and expanding solutions and pricing, increasing distribution, and improving marketing and lead generation, Hammer said. Commvault has numerous customers in the midmarket, including vRad, a pioneer in teleradiology and telemedicine.
Director, Global Channel Operations, Condusiv
With 22 years of experience in the channel with reseller, distribution and vendor roles, Steve Ryan of Condusiv is a longtime channel veteran. Condusiv Technologies is a developer of software-only storage performance solutions for virtual and physical server environments, enabling systems to process more data in less time for faster application performance. Ryan prefers to let Condusiv's customers speak for the company's solutions. "Typical IT administrators respond to application performance issues by reactively throwing more expensive server and storage hardware at them, without understanding what the real problem is," said Rich Reitenauer, manager of infrastructure management and support, Alvernia University. "Higher education budgets can't afford that kind of brute-force approach. By trying V-locity I/O reduction software first, we were able to double the performance of our LMS app sitting on SQL, stop all complaints about performance, stop the application from timing out on students, and avoid an expensive forklift hardware upgrade."
Executive Vice President, Sales and Marketing, D-Link
Albert Ling, who started his career with D-Link in 1998, leads the company's consumer, business and channel sales strategies. The company has developed a wide range of products specifically designed for the midmarket, including network switches, standalone and unified wireless solutions, surveillance cameras and recording software, as well as midmarket storage enclosures. According to Ling, the midmarket is the backbone of America's business deliverables and the company has focused on delivering products with the right pricing model for midmarket businesses. Ling says D-Link's midmarket customers value the company's lifetime and limited lifetime warranties on most business-class products.
Vice President, Business Development, Datto
Rob Rae's role is to oversee many aspects of Datto's programs, including community, events, partner programs, vendor management and the partner advisory board -- all with the goal of helping partners go to market. With more than 25 years of sales and B2B activities, Rae has extensive experience in IT hardware and software sales. All of Rae's industry experience has been working with 100 percent channel-focused organizations and working directly with channel VARs, solution providers and managed service providers in achieving their goals. Before working at Datto, Rae has built successful sales and channel teams in a variety of industries, including Level Platforms (acquired by AVG) and Compaq (acquired by Hewlett-Packard).
North America Director of Sales Midmarket, Dell SecureWorks
Jeff Multz has more than 30 years in leadership/managing/selling complex technology and services to all sizes of enterprises. He has expertise in the SMB space and is knowledgeable about its buying habits, as well as with G500/LE/public security architecture and risk discussions, articles and presentations. He frequently gives speeches to enlighten and excite audiences into action, motivating and educating green sellers into selling machines and allowing mature sales people to exceed even their own expectations.
Director, Strategic Accounts -- Americas, DeviceLock
Before launching DeviceLock's USA entity in 2008 and joining DeviceLock's Americas' distributer AdvancedForce in 2005, David Matthiesen was co-founder of Avatier Corp., a leading identity and access management company, where he was the top revenue producer for six years and served many other strategic management roles. For nearly 19 years, DeviceLock, has been a pioneer and worldwide leader for Windows endpoint peripheral port-device security, data leak prevention, and virtual DLP software solutions. According to Matthiesen, midmarket customers across several verticals have always been quick adopters of DeviceLock security technology. "In our experience, midmarket firms are less burdened by bureaucratic onboarding processes, are the most in need of cost-effective security solutions, and are the most willing to move forward with 'best-of-breed' products than our enterprise customers, who tend to only buy 'bundles' from the bigger security company names," Matthiesen said. DeviceLock counts Goodwill Industries of the Valleys, Federal Home Loan Bank of Dallas and Williams-Sonoma as active customers.
Chief Executive, Founder, Domo
Domo is the second fast-growth, data-centric company launched and run by Josh James, co-founder and CEO of the Web analytics powerhouse Omniture. Domo's management team brings years of experience from the world's largest tech vendors. The company delivers a cloud-based business management platform, which gives executives across an organization the ability to make faster, better-informed decisions to improve performance. James states that Domo's list of midmarket customer brands hail from numerous industries, including media and marketing, telco, retail, travel and leisure, technology, financial services and professional services, to name a few. "Our focus has always been focused on helping business users get more value from their business data, without having to rely on IT for help," James said. When Domo first started selling its business management platform a little over two years ago, the midmarket was its primary market. "We've believed if we could successfully help midmarket customers -- organizations often without significant IT resources -- we would have great validation of our mission," he said. Among Domo's midmarket customers are such companies as Bohme, Lendio and Ogio.
CEO, e-Core IT Solutions
Marcio Silveira is co-founder of e-Core, a growing information technology consulting firm with headquarters in Brazil and offices in White Plains, N.Y. Silveira is a strategic, thoughtful, passionate leader. He is adept at fostering long-term relationships, instilling a culture of excellence and forming high-performance teams.
Vice President, U.S. Channels, Data Center Sales, Eaton
Curtiz Gangi has 23 years of experience in the power quality and technology business. He's held positions in both hardware and software product management, business development, and executive management. In his current role, Gangi manages a team of national practice and sales leaders within Eaton's data center sales segment. The national channel team manages Eaton's business and partnerships with technology distributors, commercial and public sector solution providers, and commercial alliance partnerships, such as Cisco, EMC, NetApp, VMware and others. The enablement and development of partners in the channel has been at the forefront of Gangi's efforts. Gangi and his team have moved the focus from point products to solutions and from transactional sales to business value.
Chief Marketing and Strategy Officer, Egnyte
Isabelle Guis oversees all global marketing as well as product and go-to-market strategies. According to Guis, the midmarket plays a critical role in Egnyte's success and growth. The company's initial solution catered to small businesses with no existing infrastructure. Over time, Egnyte saw the need to expand its offerings to the midmarket and enterprise with on-premises and hybrid deployments that integrated with an existing infrastructure. Expanding to the midmarket has given the company a unique customer relationship, becoming a trusted partner rather than a vendor. Guis observed that midmarket companies need the scale of large enterprises but are faced with limited IT resources. Midsize customers need to access and share files across dispersed teams in remote or branch offices, even with spotty Internet connectivity, she said. Guis counts Aerohive Networks and PC Construction as two midmarket customer success stories for Egnyte's solutions.
Trade Commissioner, Director, Export Promotion Agency of Costa Rica
Maykool Lopez had held his role at the Export Promotion Agency of Costa Rica in New York (PROCOMER) since early 2009. He is an economist, a marketer and a business developer, with more than 15 years of experience studying market opportunities for Costa Rican providers in Central America, the Caribbean and the United States. Lopez is an expert at identifying commercial opportunities and developing strategic plans for high-end products and technology-content products and services to successfully penetrate international niche markets. Lopez was the director of the PROCOMER in Puerto Rico for almost six years. He holds a bachelor's degree in economics and a master's in economics with an emphasis in business economics from the University of Costa Rica. He holds a master's in management of technology and business innovation from New York University.
Executive Vice President, Global Sales, Channels and Services, Extreme Networks
Bob Gault is responsible for driving sales, services and channel strategy and field execution across the global wired, wireless, network management and software business with revenue of $600 million-plus and a team of 600-plus sales, channel and sales support. Gault is responsible for aligning direct sales, channels, sales and services organizations to deliver optimal value for customers and strong business results. Before his promotion to executive vice president, Gault was vice of worldwide channel and partner organization at Extreme.
Vice President, Worldwide Channels and Alliances, FireEye
Steve Pataky is a seasoned channel and partnering professional with more than 25 years of experience architecting and executing global channel and go-to-market strategies. According to Pataky, threats are moving down market, translating into potential headaches for midmarket companies. Hedge funds in particular are a great example of a target market that is under attack, he said. Most hedge funds tend to have less than 800 employees and are severely at risk, as they do not have proactive defenses in place to protect against advanced persistent threats. In addition to its financial sector clients, FireEye counts 10 law firms in the U.S., local utility companies, port authorities and airports among its customers. Many startups in Silicon Valley are also leveraging FireEye to protect their intellectual property. Pataky knows well that small and medium-sized businesses face the same threats as enterprise organizations and has worked to offer midsize firms consumption models that package FireEye products and services together to meet their pricing limitations.
Vice President, U.S. Mid-Enterprise Sales, Fortinet
Since stepping up to his role in 2013, Bryan Wood has been instrumental in expanding company presence in the midmarket and making new inroads with midsize customers. Bryan helped oversee Fortinet’s continued midmarket push with the launch of two new next-generation firewall platforms -- the FortiGate-300D and FortiGate-500D -- which provided midsize enterprises with five times next-generation performance, as well as advanced threat protection capabilities and easy to manage functionality at an affordable price point. Fortinet also forged new paths in the midmarket under Wood’s leadership again in August 2014, when the company unveiled six new products under the moniker of ’Connected UTM,’ incorporating FortiGate Unified Threat Management (UTM), FortiWiFi and FortiPresence analytics solutions, which catered to midmarket branch offices, retail and other distributed enterprises.
Jason Grimes, chief executive and founder of GenesisPath, is passionate about helping midsize customers strengthen the core of their business. He runs a privately held software and consulting firm that specializes in operational efficiency, data analytics and business intelligence. Grimes has more than two decades of IT and business consulting experience across many different industries, which has enabled him to apply a wide array of best practices to meet the needs of his clients, as well as his company. A proud Texas native, he has championed the use of data-driven decision making, and his leadership style is described as engaging, tactical and results-oriented. According to Grimes, many SMB companies lack access to reliable, cost-conscious yet highly-skilled technical specialists who can operate and function as a team. Grimes is passionate about using technology to help midmarket companies increase revenue, decrease operational costs and improve operational efficiency. Grimes said his goal is to "help our clients find ways to attract new customers or provide new services to the ones they already have."
Chief Technology Officer, GreenPages Technology Solutions
Randy Becker has more than 20 years of architecture, implementation and executive experience in the IT industry. Becker acts as a strategic advisor for some of GreenPages' top clients. Before joining GreenPages, Becker was the chief information officer at CBE Technologies, and later served as the chief technology officer of Managed Technology Partners. GreenPages is a leading systems integrator and cloud services company that helps midmarket clients fully virtualize their environments and transform their data-center and IT operations to strategically leverage the power of cloud computing. According to Becker, GreenPages has been built and developed with the midmarket customer in mind. Its ideal customer has a functional IT department that is focused on business growth. "We continue to see success in the midmarket segment of our business and with meeting the demands of our midmarket clients," he said. Enterprise Bank, Dead River Co. and Beacon Health Strategies are among GreenPages' midmarket customers.
George Symons, a storage industry veteran with more than 25 years experience in growing successful storage businesses in the Fortune 500 and emerging technology sectors, joined Gridstone in 2013, having served in operational and strategic roles for highly successful storage businesses including EMC, Legato, Nexsan and Sun Microsystems. Most recently he was at Nexsan Technologies, where he was chief strategy officer, responsible for strategic relationships and planning for the company. Symons served at Nexsan through the company’s $120 million acquisition to Imation in January 2013.
CEO, Group 9 Communications
Thomas Fabiano focuses his energy at Group9 helping midsize businesses find their way through the telecommunications maze. According to Fabiano, the telecommunications industry can be bewildering at best, and he knows that telecom-related decisions require a lot of time, energy and money away from your business. With more than 10 years of human resources, sales and telecommunications experience, Fabiano brings a global reach and an unparalleled personal network to Group9. His ability to connect clients to the best, most proven talent and decision makers in the communications industry is his greatest strength. Fabiano's background includes working for one of the first VoIP providers in the world, Go2Call, as well as with two pan-European carriers and one global carrier. Group9 counts API Heat Transfer and Hahn Automotive as two midmarket customers it has helped with their communication needs.
Michael D. Swain
Senior HP Sales Executive, Intel
Michael Swain has a 15-year history of driving innovative, revenue-focused sales strategies with HP EG across SMB, channel and enterprise, bolstering Intel mind share and consistently exceeding Intel revenue growth targets. Along the way, he has crafted a business philosophy grounded in customer loyalty, sales partnership and measurable execution and recognition. He provides sales and marketing leadership across the entire HP EG portfolio and has a proven track record developing successful, scalable, profitable sales and marketing initiatives.
President, CEO and Founder, Intellect (formerly Interneer)
Romeo Elias is an experienced software executive, BPM expert, entrepreneur and patented inventor with more than a decade of experience building, financing and growing enterprise software companies. He has overseen Intellect’s product innovation, growth and strategy with a focus on midmarket companies. Intellect, a leading provider of Software-as-a-Service BPM software that empowers everyone to innovate with smart enterprise apps, enables non-programmers to create and manage a wide variety of enterprise apps with built-in forms, data, workflow and customizable reporting, and the ability to integrate with legacy enterprise applications. Elias received his Master of Science degree in manufacturing engineering from the University of California, Los Angeles, and his Bachelor of Science degree in mechanical engineering from the University of California, San Diego.
Vice President, Technology and Business Development, Halo Business Intelligence
Since first landing a job at industry pioneer Epicor Software in 1996, Brandon Kirby has built an enviable record of accomplishments. Kirby has been instrumental in the growth of Halo from a startup to a company, which has clients that read like a who's who of industry titans and innovators. He focuses his efforts on the intersection of technology with the impact it can bring to an organization's bottom line. Halo BI helps midmarket companies leverage business intelligence and analytics capabilities to improve their competitiveness. But according to Kirby, midmarket companies often lack the critical analytical capabilities that larger companies exploit to their advantage. He counts midmarket companies like Taylor Farms, GSE Environmental, Stupp Bros., Citizens Bank, Wheat Group and Pacific Southwest Container among Halo BI's valued customers.
Vice President, Americas, Midsize Commercial/SMB and SLED, HP Enterprise Group
Aaron Mills is skilled in both cloud- and traditional infrastructure-based deployments, and is a strong advocate for the midmarket IT community with internal and external stakeholders, defining solutions to meet their unique needs and challenges. Midsize commercial/SMB covers the largest number of customers in HP’s U.S. sales model. It requires execution of a balanced coverage and route-to-market model leveraging field sales, inside sales, channel partners and demand generation. With more than 122,000 customers, midsize commercial/SMB is responsible for proactively positioning the HP ESSN strategy, value proposition and tactical execution across diverse industries and their associated IT/business requirements.
General Manager, Midmarket, IBM
John Mason is focused on helping small and midsize businesses transform and compete on a global scale through the use of disruptive technologies, including cloud computing, big data and analytics, mobility and social. Mason has more than 25 years of industry knowledge and a proven track record of product innovation, revenue and profitable growth in the technology, mobile and entertainment industries. Previously, he worked for Nokia, Compaq and Cisco Systems.
Senior Vice President, Marketing and Operations, Igloo Software
Andrew Dixon leads Igloo's sales operations and go-to-market strategy, including operations, demand generation and communications. He is responsible for driving the strategic integration of business, marketing and operational leadership for the company, to align talent and resources to most effectively drive growth, compete to win share and improve customer satisfaction. Before Igloo, he was an 18-year veteran of Microsoft, where he managed several product groups and divisions. Most recently, Dixon served as vice president, business and marketing, Microsoft Canada, where he was responsible for driving the Canadian business unit's marketing and operational efforts.
Chief Marketing Officer, Information Builders
With more than 20 years of experience in the software industry, Michael Corcoran is responsible for working with the executive management team to develop and communicate corporate and product strategy. He has held top management positions in sales and marketing, business development and product management, and he has played key roles in the development and acquisition of major technologies. Corcoran is a frequent speaker at industry and financial investor conferences and has lectured at the Yale School of Management, Columbia University, the University of Michigan and New York University. He has also contributed hundreds of articles to leading technology and business publications.
Chief Commercial Officer, IntelePeer
Mike Jerich focuses on the sales, marketing and business development organizations. With more than 15 years of indirect sales experience, Jerich previously led Level 3's indirect channel organization, responsible for the integration efforts between Level 3 and Global Crossing to combine their two award-winning programs. Jerich also was channel chief for Global Crossing’s indirect sales channel, developing and launching the company’s partner program. In addition, he has held a number of senior sales leadership roles at various companies, including Level 3, NTT/Verio, Qwest and Ingram Micro. He graduated from Stanford University with a Bachelor of Arts degree.
Stan de Boisset
Senior Director, Worldwide Commercial Business, Juniper Networks
Stan de Boisset is responsible for growing and scaling Juniper Networks’ commercial business strategy with partners and distributors. During his 10 years with Juniper, de Boisset has held various roles with increasing responsibilities in Europe, Middle East and Africa sales, including EMEA field operations director in London, partner management roles for the Middle East and Africa (Dubai), enterprise and partner sales director for Russia, and East and South-East Europe (Amsterdam). Before Juniper, de Boisset held various sales, partner management and technical consulting roles with 3Com. De Boisset is based in Sunnyvale, Calif.
Vice President, SMB and Channel Sales, Kaspersky Lab North America
John Murdock is responsible for leading the strategy, tactics and programs of the SMB and channel sales organizations ofKaspersky Lab North Americaacross the region. He is accountable for maintaining, growing, and developing Kaspersky Lab’s SMB and partner community, and leading a team of sales professionals to increase market share in the corporate sector. Murdock brings more than 18 years of channel sales leadership experience in the technology industry.
Worldwide Sales Director, Midmarket Channel, LabTech Software
Chris Cullen has been involved in channel sales for more than 18 years, selling enterprise management, security and data management solutions, and has an extensive and proven track record in sales as an individual contributor and in leading sales teams. In 1997, Cullen started his channel career as a reseller in Massachusetts and has held worldwide sales director positions for both CA Technologies and GFI Software. While at CA, Cullen led the ARCserve midmarket team to 44 percent growth in 2012. Today, the midmarket team has increased revenue 170 percent in the first half of fiscal 2015 vs. the first half of fiscal 2014.
Executive Director, North America SMB, Lenovo
John Bischof oversees product portfolio, pricing, channel programs and investments. He has served in this role for the past four years. Previously, he was the executive director of North America operations for Lenovo, responsible for development and execution of the end-to-end management system for the division. He has 25 years invested in the IT industry across IBM and Lenovo, with experience in retail, direct sales, customer support and the commercial channel.