2008 Channel Chiefs: Who's Who In Storage
SURESH PANIKAR
Director, Worldwide Marketing
Adaptec
Describe your channel organization's major accomplishments over the past year:
Adaptec has had a 100 percent plus increase in SATA/SAS revenue quarter over quarter. We've seen a 71 percent market share increase -- from 17 percent to 29 percent (through June 2007). In addition, Adaptec has added over 20 new strategic ecosystems partners worldwide. Finally, we've successfully gained market presence in four new key markets: Web hosting, Digital video surveillance, Medial imaging, and Communications. [READ MORE]
TONY CRAYTHORNE
Director, Worldwide Channel Sales
Brocade
Describe your channel organization's major accomplishments over the past year:
Following the acquisition of McDATA, Brocade successfully brought together the 2 existing channel programs, and launched the new Alliance Partner Network Program. The success of this was confirmed by Brocade winning the 2007 Global Technology Distribution Council (GTDC) 'Rising Star' award, recognizing Brocade as the fastest growing vendor in IT Distribution in 2007. [READ MORE]
STEVE MATHESON
VP, Channel Sales " Americas
CommVault
Matheson ensures CommVault's data protection and archiving software strikes a cord with solution providers.
Most innovative initiative:
A reseller program that measured and rewarded resellers on a criteria beyond simple license revenue. Dramatically expanding the infrastructure available to serve CommVault channel partners by moving to distribution was a key change in CommVault's business in 2007.
[READ MORE]
GREG DAVIS
VP and General Manager of the Americas Group
Dell
Most innovative initiative:
Reducing Conflict: To be successful and gain the business and trust of our channel partners, reducing conflict is a priority for us:
- Deal registration serviced by SalesForce.com's partner relationship management tool, the same system our direct sales force uses.
- Direct sales force motivated to work with partners by neutralizing compensation, meaning they get paid the same if a customer buys directly from them or through a partner.
[READ MORE]
PETE KOLIOPOLOUS
VP, Global Channel Marketing
EMC
Most innovative initiative:
The full EMC Partner Marketing initiative is truly innovative. It includes: Dedicated field marketing resources in each commercial sales district in North America, Dedicated MDF funding to drive lead generation activities for our partners, EMC Showcase, a dynamic syndication tool which enables partners to re-publish the latest information on EMC products and solutions to their company website and Campaign Builder, a demand generation tool with interactive fully integrated marketing campaigns; all the assets together make for comprehensive marketing support.
[READ MORE]
MITCH BREEN
Senior VP, Global Channel Strategy and Sales
EMC
Describe your channel organization's major accomplishments over the past year:
EMC's focus in 2007 was to develop a balanced portfolio of motivated, loyal, and self-sufficient partners. This required a robust program with rich financial rewards to support partner enablement and provide partners the opportunity to accelerate their profitability with EMC. A significant element to drive partner profitability was changes to Velocity2 Authorized Services Network (ASN) Program to deliver more service opportunities to partners.
[READ MORE]
STEVE MARCONI
VP, Worldwide Channel Sales
Emulex
Describe your channel organization's major accomplishments over the past year:
Moving into 2007, Emulex's top channel goal was to expand its partner program and drive incremental sales. We accomplished this by launching the new Emulex Reseller Program in September, 2007, designed to deliver customized programs with unmatched efficiency to our channel partners. The new Emulex Reseller Program has expanded Emulex's network of server and storage integrators, VARs and channel consultants that recommend and deploy storage area network (SAN) solutions.
[READ MORE]
WENDY PETTY
VP, North American Sales
FalconStor Software
Describe your channel organization's major accomplishments over the past year:
Among our major accomplishments was launching our 2 tier distribution channel and receiving channel-wide product recognition for our CDP Virtual Appliance by winning CMP's Tech Innovator of the Year award. [READ MORE]
LORNE WILSON
Senior VP, Sales and Marketing
Fujitsu Computer Product of America
Describe your channel organization's major accomplishments over the past year:
1) Introduction of the 300GB portable External HDD, highest capacity external available in 2007. 2) Growth of XG2000, 10GbE Switch sales through channel partners. We also had a great Net Seminar a few months ago with this product and have been working with some prospective customers. 3) Palm Secure deployment at Carolinas Health Care System.
[READ MORE]
SCOTT TUTHILL
VP, Small and Medium Business, Americas, Imaging and Printing Group
HP
Describe your channel organization's major accomplishments over the past year:
Transforming our value channel offering for IPG to enable more partners to go after growth opportunities in capturing pages. This includes transitioning our SVIP Elite program to the Office Printing program and enhancing our Smart Printing Services to support a variety of partner financial models and selling motions. [READ MORE]
STACY WUESTE
VP of Partner Development and Programs, HP Solution Partners Organization (SPO)
HP
Describe your channel organization's major accomplishments over the past year:
In 2007, HP was focused on engaging deeper with partners in the public sector and mid-market in the Americas. In the public sector, HP focused on helping its partners win state/local education and federal business and that focus has resulted in major growth opportunities for HP and our partners.
[READ MORE]
ADRIAN JONES
VP and General Manager
HP Solution Partners Organization (SPO), Americas
Most innovative initiative:
In May, HP announced a broadening of its HP Channel Partner Co-marketing Program to support HP's integrated server and storage (ISS) products following a highly successful rollout of the program to support PSG solution sales in January.
[READ MORE]
LOUIE LLAMAS
Director of Sales - Americas
Hitachi Global Storage Technologies
Describe your channel organization's major accomplishments over the past year:
Our Channel has accomplished successfully transitioning our new platforms into the channel in the second half of 2007, including desktop, mobile and server. Our Channel has also continued to support our 'channel integrity program' that is targeted at providing a level playing field for all our channel partners at a global level.
[READ MORE]
LEONARD IVENTOSCH
VP, Global Channels
NetApp
Most innovative initiative:
NetApp dramatically changed the way we view professional services for partners -- culminating with the opening up of services to all partners. We are now hiring people to help build channel partners' services -- that's a very important change.
[READ MORE]
DAVID ZIMMER
VP, Worldwide Channel Sales
Pillar Data
Describe your channel organization's major accomplishments over the past year:
Significant revenue growth and continued focus on application-specific solution sets (Oracle, VMware, Exchange)
[READ MORE]
DENIS R. MAYNARD
Senior VP, Worldwide Sales and Marketing
QLogic
Describe your channel organization's major accomplishments over the past year:
Maintaining the number 1 market leadership position in the company's core Fibre Channel HBA products. Recognition from VAR Business of our Signature Partner and SignatureGOV partner programs as Five Star partner programs. Introduction of the first ever SANbox 9000. The SANbox 9000 series represents a number of industry firsts: a stackable chassis module for simple, cost-effective scalability, a 4U chassis module for smaller footprint, the simplicity and economies of Customer Replaceable Units (CRUs) and a comprehensive set of Director-class software management tools included as standard. Best of all, pricing starts at under $100K.
[READ MORE]
J. THOMAS MCGRATH
Senior VP, Alternate Channel Sales
Qwest
Describe your channel organization's major accomplishments over the past year:
The implementation of a very successful Partner Bonus Program for 2007, which has a simple, direct philosophy behind it: You grow your business, we grow ours -- and we'll pay you for it.
[READ MORE]
RANDY LEE
Senior VP, Americas Sales and Marketing
Seagate Technology
Describe your channel organization's major accomplishments over the past year:
Growth. 2007 was an excellent year for Seagate overall (OEM and channel). The the single greatest accomplishment for the channel side of our business is the way that the team (Seagate sales, distribution sales, and customers) not only held its own in a supply constrained environment, but rallied to turn in record revenue and units (year on year growth) across multiple quarters, and in multiple product categories. The end result is that the channel's contribution to Seagate's overall busines grew, which sets us up for an even better 2008. [READ MORE]
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. [READ MORE]
JULIE PARRISH
VP, Global Channel Office
Symantec
Describe 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]