Channelnomics 2012 Influencers Awards – Part 2
Our Second Annual 2012 Channelnomics Channel Influencers Awards honor those who have earned praise through deeds and actions, no matter how big or how small their organizations or job titles. Today, our winners in Cloud; Managed Services; and Security.
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Here at Channelnomics, we’re dedicated to recognizing the channel’s most influential people — those forces in the industry that inspire, stimulate and make a powerful impact on the reseller and solution provider ecosystem.
This is not just another list of those who “influence” by virtue of their position, title or market size. As we continue today to unveil our Second Annual 2012 Channelnomics Channel Influencers Awards, we honor those who have earned praise through deeds and actions, no matter how big or how small their organizations or job titles.
Our 2012 Channelnomics Channel Influencers Awards recognize the contributions and impact of both vendor and solution provider executives and leaders who positively guide channel decisions and play a role in reseller buying habits. Winners were selected from hundreds of highly detailed and passionate nominations in 12 categories submitted by Channelnomics readership beginning in November and voted on by a blue ribbon panel of objective evaluators. Channelnomics’ editorial team served as the final arbiter.
We will publish the award winners this week culminating with the 2012 Channelnomics Influencer of the Year award. Yesterday we looked at standouts in Associations and Channel Groups; Mobility; and Telephony. Today we unveil our winners in Cloud; Managed Services; and Security.
Corporate Vice President of the Worldwide Partner Group
When it comes to shepherding 640,000 partners through the obstacles of a world moving quickly to the cloud, Jon Roskill is the man at Microsoft. For partners building new cloud practices, Roskill helps them make the transition through incentives, training and other programs that pave the path to profit. As a result, he’s made partnering with Microsoft in the cloud a solid choice for the resellers in his care. To get it down, Roskill spends countless days on the road talking to partners and strategizing on what Microsoft can do to help them win deals and grow their business. Internally, he keeps partners at the top of Microsoft’s list of priorities, winning them better programs and incentive dollars. Roskill’s mantra is “use the cloud to sell the cloud.” The result: Microsoft has one of the industry’s leading partner program and a record number of partners making the leap into the cloud. More than 15,000 partners joined the Cloud Essentials program in one week since one-click registration started, and Roskill expects more than 100,000 partners will join by the end of 2014. On Roskill’s watch some 5,500 partners are actively selling Microsoft cloud services every month. Perhaps more telling, on Roskill’s watch Microsoft partners earn $8.60 for every dollar Microsoft makes. That’s making the cloud math work for the channel in a big way.
One to Watch
Founder and CEO
En Pointe Technologies
Bob Din has been a change driver at En Pointe, taking the organization from a pure hardware reseller to a software reseller and then remaking it once again into a full-fledged cloud services provider. Din’s foresight and vision for the potential of the cloud culminated in a spin off of En Pointe’s cloud group into dinCloud, with cloud-based offerings in management, service desk, communications, desktops and servers. dinCloud is racing from little-known start-up status to a key cloud player with relationships with the likes of Microsoft, Trend Micro, and NetApp. And dinCloud was recently tapped as distributor Ingram Micro’s first hosted virtual desktop provider.
Vice President of Sales
Mike Cullen brings strong leadership, prolific sales experience and noteworthy market insight to the task of running N-Able’s global sales strategy. As a result, he’s cultivated one of the managed services industry’s top-performing sales organizations, one that is driven by Cullen’s contagious desire to make managed services a flourishing business for thousands of N-Able partners worldwide. Cullen travels the planet spreading the gospel of managed services -- in the form of his own “Mike’s Blueprint for Success” -- and giving solution providers the strategies, tactics and, more importantly, the confidence to transition to the MSP business model. Last year alone, Cullen hosted more than 40 in-market events globally, and assisted thousands of MSP partners with initial sales presentations and business-building events and outreach. His zeal for all things MSP is a big part of the reason N-Able’s partner network has grown to serve more than 77,000 SMBs. And in 2012, the number of MSPs switching to N-able’s RMM platform from a competing provider jumped more than 200 percent, another testament to Cullen’s passionate powers of persuasion.
Ones to Watch
Mark Cattini has remained acutely aware of the inexorable ties between Autotask’s success and the success of its channel partners since he took the helm of the company in 2010. A frequent speaker to IT service providers, MSPs and VARs around the world on the topics of cloud services and mobile technologies, he’s used his bully pulpit to share actionable insights on the growing importance of edge applications for SMBs, the implications of the shift in SMB technology consumption away from CapEx to OpEx, and the trend towards greater IT outsourcing among both SMB and enterprise businesses.
Internally, Cattini insists Autotask’s open-platform technology efforts are in lock-step with the needs of the market and the company’s channel partners. These efforts, along with a keen focus on Autotask’s international expansion, have driven incredible growth for both Autotask and its partners. The company experienced 165 percent growth in new business since 2010, and it continues to invest more than 50 percent of revenues back into product development and innovation. With clients in more than 55 countries and continued expansion on the agenda, Cattini has Autotask well positioned through its investments in personnel and infrastructure to better meet the needs of the channel, its partners, and the SMB businesses they serve.
Director of Partner Community
An experienced MSP executive in his own right, Dave Sobel has made significant impact on the MSP community since joining Level Platforms a year ago. Already he’s serving as a valued conduit between Level’s executive team, its MSP partners and the wider channel community. And he’s a proven and willing mentor for service providers getting their feet wet in the MSP space and looking for advice on technology, sales and marketing. His guided, step-by-step process for partners to effectively deploy mobile device management, for example, has been used by numerous partners to deploy MDM and has helped position Level as a leader in MDM for managed services providers.
Senior Vice President of Worldwide Channel Operations
With a decade of experience at the security vendor, Gavin Struthers, is now the man in charge of McAfee’s entire global channel strategy and operations. In that position, he’s become well known for keeping the company focused on making strategic investments, driving partner innovation, differentiation, growth, and profitability, and ensuring that partners continue to be trusted security advisors for their clients. Struthers brings to the larger table his experience as vice president of channels, alliances, and specialist sales in the Asia/Pacific region where he was responsible for business development and implementing product go-to-market strategies for McAfee’s channel partners and alliances across APAC. Since taking on the global role a year ago, Struthers has been unapologetic about giving solution providers the hard truths about alignment and customer entanglement: that in order to capitalize on a near $30 billion market, they’ll need to focus on fewer vendors and specialize in quality solution delivery. In fact he’s made that part of his five-sided plan of attack for McAfee resellers including fewer vendors, a focus on solutions, strategic planning and execution, team performance enablement and leveraging the McAfee profitability stack. His work is already paying dividends. The top 25 McAfee partners have fully embraced his growth formula principles and are growing more than 30 percent year over year.
One to Watch
Vice President of Global Channels
With more than 15 years of strategic planning, enablement, operations and management experience Emmanuelle Skala is spearheading global channel strategy and programs at Sophos that empower partners and increase engagement among the partner community. During her time at the channel-centric security vendor, Skala created a new solution partner track and tri-level certifications that have expanded the reach and number of Sophos partners, and helped these solution providers increase their skill sets. On Skala’s watch, Sophos has also made significant investments in partner enablement and empowerment programs including a fully overhauled partner portal, new global partner conferences and roadshows, and increased MDF and rebates for partners.