Channelnomics 2012 Influencers Awards – Part 3
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Our Second Annual 2012 Channelnomics Channel Influencers Awards honor those who have earned praise through deeds and actions, no matter how big or small their organizations or job titles. Today, our winners in Systems; Distribution; and Networking.
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 small their organizations or job titles.
Our 2012 Channelnomics Channel Influencers Awards recognize the contributions and impact of 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 are publishing the award winners this week culminating with the 2012 Channelnomics Influencer of the Year award. On Day One, we unveiled the winners in Channel Associations and Groups; Telephony; and Mobility. Yesterday we looked at standouts in Cloud; Managed Services; and Security. Today we unveil our winners in Systems, Distribution and Networking.
Vice President and General Manager of Global Channels
When Dell wrapped up its banner 2012 in the channel before more than 600 partners in Austin, Texas, it was Greg Davis who stepped to the microphone first to welcome the solution providers and pay tribute to their work on behalf of the vendor.
Indeed, in the past five years, Dell has transcended its direct-sales roots and become a full-fledged, valued and trusted member of the channel community, and Davis has been at the tip of the channel spear every step of the way.
Davis has done yeoman’s work not only changing reseller attitudes about Dell, but fine-tuning the company’s PartnerDirect program into a formidable channel force. Under Davis’ direction, PartnerDirect has blossomed to more than 51,000 registered partners in North American and 130,000 globally, more than 3,600 of them certified in Dell solutions.
Ramping up partner skills across Dell’s growing portfolio of packaged IT solutions has become a mantra for Davis and his team, who have made significant investments in training content -- all of which is available free to partners. The curriculum has grown from basic technologies to more complex solution sets and now encompasses basic sales and marketing and the use of social media. Dell expects partners to take advantage of all of it.
The effort is paying off: The 25 U.S. partners who invested the most in the vendor’s training are growing between 70 and 80 percent a year, according to the company. But even this not nearly enough to satisfy the hard-working Davis, who continues to beat the drum for more partner training, better partner enablement and, especially, a unification of Dell’s disparate channel programs into a cohesive reseller-facing entity to ease interactions and maximize partner profitability.
President of Avnet Technology Solutions, Americas
Jeff Bawol is leading a renaissance at Avnet, turning the distributor’s Technology Solutions services unit into a powerhouse of focused services to augment partner capabilities and help demonstrate what the technology distribution model will look like for years to come.
Under Bawol’s direction, ATS made six acquisitions in the past year, bolstering the profile and portfolio of its rapidly expanding services arm, which provides human resources and technical support to solution providers that are either developing a professional services practice or don’t have capacity to meet market demands. The unit launched an educational program to enable its IBM business partners in the U.S. and Canada to obtain the certifications needed to increase their solutions expertise.
Bawol’s team is positioned to grow converged system sales involving Cisco Systems Inc.’s data center technologies as well as Oracle Corp.’s Health Sciences solutions. All of this effort is driven by Bawol’s goal is to help partners prepare for and target two of the most important areas of growth for the channel: services and cloud computing. In fact, Bawol’s team launched Avnet Cloud Solutions specifically to create off-premises cloud solutions in high-demand workload categories, such as productivity and collaboration; backup and disaster recovery; test and development; security; application hosting and management; remote management and monitoring; and data center as-a-service.
The efforts are paying off for both Avnet and its reseller partners. ATS has seen impressive growth in financial services, energy and utilities, and retail vertical markets despite an overall sluggish enterprise IT market.
One to Watch
President of Ingram Micro North America
Ingram Micro Inc.
Paul Bay’s energetic, hands-on leadership at Ingram Micro has had significant influence on the strategic direction of the distributor, as well as the go-to-market channel strategy of many of the IT industry’s most established and emerging brands. Known for his work-hard-play-hard (and sometimes harder) let’s-do-this attitude, Bay is relentless when it comes to doing right by Ingram Micro’s channel partners, vendors and associates. He’s set a fast, focused and accountable pace at Ingram that centers on achieving market excellence. Bay’s mantra: Focus on the customer so you don’t have to worry about the competition. That guiding principle permeates much of Ingram’s efforts in divisional strategy and cloud services aggregation. In part due to Bay’s high-energy leadership, Ingram Micro’s Advanced Computing and Advanced Technology Divisions are growing SMB sales by record double digits.
Senior Vice President for Worldwide Channels
Cisco Systems Inc.
For all the fits and starts in the IT economy over the past year, Edison Peres has kept a laser focus on the design, enablement and management of Cisco’s resale channel business. Peres and his team are driving channel sales, marketing strategies, programs and engagement especially in new market opportunity areas such as managed services and cloud computing, as well as in more traditional spaces like professional services and architectural sales.
Perhaps the best example is the ever-evolving Cisco Cloud Partner Program, which merged Cloud Provider and Cloud Services Reseller roles and the current Managed Services Channel Program into a single Cloud and Managed Services Program (CMSP) to simplify partner engagement and accelerate customer opportunities and the new Partner Plus program to provide greater preference, investment and support for channel partners focused on growing their business with mid-sized customers.
Through it all, Peres’ team has remained committed to supporting and encouraging partners as they evolve their business models to meet changing market dynamics and continue to differentiate in their ongoing efforts to help partners profitably monetize the cloud and managed services opportunity.
Under Peres’ forward-thinking direction, the cloud program has more than 4,000 partners in the United States, Canada, Israel and Asia Pacific and is rewarding resellers by the quality and value of the partner-to-customer relationship, not simply the volume of services sold.
One to Watch
Senior Director of Global Channel Strategy and Programs
A 20-year veteran of the channel sales and marketing game, Johnna Bowley has served as a driving force in building and enhancing Riverbed’s formidable partner program over the past five years. In the past year alone, Bowley and her team enhanced the Riverbed Partner Network program with innovative partner tools, resources and profitability programs across all of the channel-friendly vendor’s product portfolio, which spans opportunity-laden areas such as WAN optimization, edge virtual server infrastructure, application-aware network performance management, application delivery, Web content optimization and cloud data protection. Bowley has zeroed-in the Riverbed Partner Network on five key areas: capacity, competency, engagement, marketing and profitability. As a result of her efforts, the company, which does 95 percent of its business through the channel, has seen a 10 percent jump in its partner population in the past year. And most of those partners are now taking advantage of the enhanced capacity-planning tools, online learning for sales and certification, and new marketing resources Bowley championed to drive demand and expanded profitability.
Tomorrow, watch for winners in Business Software; Professional Services; and Storage.