2008 Channel Chiefs: Who's Who In Security

ALEX QUINONEZ

Astaro

VP Americas Sales and Support

Describe your channel organization's major accomplishments over the past year:

We boosted partner profitability by 40 percent, created two track technical education program, created a quick start program to get new channel recruits into active resellers closing business within 30 days. [READ MORE]

KEITH GOODWIN

Senior VP, Worldwide Channels

Cisco

Most innovative initiative:

At the Cisco Partner Summit in April, we announced significant enhancements to the Cisco Channel Partner Program designed to recruit and enable smaller partners that focus on the SMB market. Select Certification marked Cisco's first new certification in more than 10 years and the SMB specialization became our first market segment specialization. These program enhancements will help accelerate growth and foster differentiation in the channel, by providing the tools, training and incentives that meet the needs of today's SMB-focused partners. Our goal is to recruit 5,000 Select Certified partners this year and were on-track.

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MICHAEL VALENTINE

VP, Americas Channel Sales

Fortinet

Describe your channel organization's major accomplishments over the past year:

Valentine has been instrumental in leading great growth for Fortinet's channel organization, driving the company to:

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FRANK VITAGLIANO

Senior VP, Worldwide Channels

Juniper Networks

Most innovative initiative:

We created and delivered a customized Juniper partner engagement program (The J-Partner Teaming Standard) for the entire enterprise sales and support organization. Every member went through a one day Channel 101 and partner engagement training.

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ROGER KING

Executive VP of Worldwide Channel Operations

McAfee

Describe your channel organization's major accomplishments over the past year:

McAfee's execution of MAX system to support partners worldwide for opportunity/lead management and deal registration, and McAfee's enhanced margin incentives for partners including deal registration and rebates.

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KAREN HARTSELL

Director, Worldwide Channel Marketing

PGP

Describe your channel organization's major accomplishments over the past year:

The restructure and re-launch of the new PGP Global Partner Program, launch of a new Channel Sales Certification program, and transition to a new, full featured salesforce.com Partner Relationship Management system.

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MICHAEL ROSS

Area VP, Americas Channel

RSA, the Security Division of EMC

Describe your channel organization's major accomplishments over the past year:

The successful deep launch of RSA enVision security information and event management (SIEM) solution through channel and distribution, and providing new marketing opportunities and products for the channel: Compliance Assurance solutions including our RSA PCI DSS Solution and Information Risk Management for Financial Services Solution.

[READ MORE]

MARVIN BLOUGH

Vice President, Americas Sales

SonicWallDescribe your channel organization's major accomplishments over the past year:

Our major accomplishment this past year was the integration of the Aventail acquisition into our channel model. We took a direct sales team and sales model and have completely integrated into our channel model.

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MICHAEL D. ROGERS

Vice President, North America Alliance, Channel and OEM Sales

SophosDescribe your channel organization's major accomplishments over the past year:

We launched a 100 percent channel strategy in North America. All Sophos products are procured exclusively through our channel partners in North America. In moving to a partner-centric model in North America, we are placing our partners at the center of our business and the success of our business.

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RANDY COCHRAN

VP, Channel Sales, Americas

Symantec

Describe your channel organization's major accomplishments over the past year:

We have increased our focus, attention and resources in the mid-market arena and to those partners who operate in that space and we have focused on the integration of the Altiris Channel Program into the greater Symantec Partner Program.

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JULIE PARRISH

VP, Global Channel Office

SymantecDescribe your channel organization's major accomplishments over the past year:

Improving partner satisfaction more than 8X over the course of the year through focused efforts in Ease of Doing Business (ordering, licensing); Product Quality; and Partner Program Benefits for SMB partners (NFR software, free training, specialized access to support). [READ MORE]

NANCY REYNOLDS

VP, Channel and SMB sales, North America

Trend Micro

Describe your channel organization's major accomplishments over the past year:

Our major accomplishment over the past year was we aligned with the SMB sales team to provide incremental sales, marketing and engineering resources to our partner community. [READ MORE]

MARK ROMANO

Director, Global Channel and Field Marketing

WatchGuard TechnologiesDescribe your channel organization's major accomplishments over the past year:

WatchGuard prides itself on being 100 percent channel focused and has grown the channel revenues by nearly 20 percent year on year. Through increased communication WatchGuard has worked with its partners to launch significant global promotions into the marketplace assisting this growth. We have also developed a new online channel sales training portal now providing both sales and technical channel certifications. [READ MORE]

DAVID ROBERTS

Senior VP, Sales and Channel, Americas

Websense

Describe your channel organization's major accomplishments over the past year:

Our focus is on channel partner recruitment, engagement and enablement. Over the past twelve months, we have significantly enhanced our channel program -- laying the foundational elements for success, introducing new offerings and programs, and setting up and executing against clear rules of engagement.

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AMNON BAR-LEV

VP, Field Operations

Check Point Software Technologies, Inc. Describe your channel organization's major accomplishments over the past year: Check Point launched our new PureAdvantage partner program in November of 2007. The new program creates unprecedented opportunities for channel partners of all sizes to boost their security product and service offerings, generating new revenue streams.

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