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The Top Midmarket IT Vendor Executives For 2017

The annual Top Midmarket IT Vendor Executives list highlights the IT industry's most influential vendor executives who serve midmarket and midsize customers.

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Annette Green, VP Midsize Business Solutions, SAS Institute

SAS started its U.S. midmarket business from scratch, replacing a previous model that leveraged inside sales and vertical business units. Green states, "After analyzing our customer base, we built out a new field sales organization to focus on customers up to $1 billion, we involved inside sales to address existing customers under $300 million, and we increased our focus on the Channel to help expand the reach of our direct sales force and drive an alternative offering to market."

Analytics is a high-growth industry and SAS sees the midmarket as critical to its overall growth. Midmarket customers also are often very attractive opportunities, because many of them are looking to grow aggressively and have the ability and willingness to be innovative in their approach. SAS is working closely with its partners to find those early adopters to technology, understand their requirements and help them drive change and growth. "We want to skate to where the puck is going, not where it's been," says Green.

Fun fact: Green was an Army brat and graduated from Wiesbaden High School in Germany, which happens to be the same high school that Priscilla Presley went to when she met Elvis.

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