Channelnomics 2012 Influencers Awards – Part 4

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 Business Software; Professional Services; and Storage.

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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.

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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. On day one, we unveiled the winners in Channel Associations and Groups; Telephony; and Mobility. On day two we looked at standouts in Cloud; Managed Services; and Security. Yesterday, we unveiled our winners in Systems, Distribution, and Networking. Now we present our picks in Business Software; Professional Services; and Storage.


Business Software

Kevin Gilroy

Senior Vice President of Global Indirect Channels

Kevin GilroySAP spent much of 2012 recasting and retooling its channel efforts to become and even more channel-friendly vendor and seasoned channel veteran Kevin Gilroy has been walking point for most every step of the campaign. Gilroy’s stated goal is to expand the SAP partner ecosystem beyond its current 12,000 global resellers to as many qualified partners as possible, as well as to enhance the operations of all partners in their ecosystem, including VARs, SIs, OEMs, developers, distributors, and volume resellers. To do that he and his team are working to help manage existing partnerships and strengthening SAP’s offerings through platforms such as SAP’s Partner Service Delivery (PSD) program, through which SAP provides partners with trusted advisors across all areas of their business to offer guidance and assistance. Gilroy also spearheaded a social networking campaign dubbed “Everyone is a Recruiter,” through which SAP encourages employees to use social outlets to discover and attract new potential partners.

Gilroy’s efforts are already visible at a vendor that attributes 30 percent of its overall software revenue to the channel and is pushing hard to get to 40 percent. In the past year, SAP has added 500 new partners, many of whom are eagerly eyeing a projected doubling of SAP’s addressable market from $106 billion in 2011 to $235 billion by 2015 across five market categories: applications, mobile, analytics, cloud, and database and technology. Gilroy and his team have been busily screening and vetting partners so that they’re up to the task, and Gilroy himself remains more dedicated than ever to improving SAP’s channel efforts through every outlet available.

One to Watch

Kati Quigley

Senior Director of Worldwide Partner Community Events

If the there’s a human face on Microsoft’s “Winning Together” channel engagement strategy, it has to be Kati Quigley, who manages the Microsoft Worldwide Partner Conference, an event that has become a prototype for partner support in the industry. Quigley manages to bring together 16,000 partners for WPC, which on her watch has transitioned from a singular on-location event to a year-round web-based global digital experience. Indeed, her team now delivers the clearest expression of the opportunities Microsoft can offer the channel by significantly improving the partners’ understanding of the Microsoft software product roadmap.

Quigley is the Microsoft channel brand ambassador for WPC and the International Association of Microsoft Channel Partners, a channel association responsible for generating more than $10 billion annually in partner-to-partner driven revenue. And she manages and facilitates partner dialog and feedback through the IAMCP and the Microsoft Partner Advisory Councils to make sure the software maker has a well-structured year-round engagement strategy to mold the company’s channel relationships.



Professional Services

Herb Hogue
VP, Professional Services & Data Center Practice

Shahzad Munawwar
CIO and Senior Vice President Operations for IT
EnPointe Technologies

Hogue and Munawwar have been working tirelessly to transition En Pointe from a product business to a professional services group and are already seeing impressive results in the form of enhanced deal registration, more margins, and more integration with the business.

For his part, Hogue has masterfully taken En Pointe’s original professional services and consulting team and turned it into a more mature engineering team split into units: a pre-sales engineering team to support product sales; and a services/implementation team billable for on-site and customer facing work. His work as a change agent in the organization stands as an object lesson for other partners in how to address the evolution of the channel space by moving into a more value-added capacity – no small feat indeed, especially at a company that has traditionally been mostly product-sales based.

Hogue’s efforts to make En Pointe a more solution oriented systems integrator have seen the organization grow to nearly a 1:1 ratio of engineers to sales reps.  This results have been increased margins for the product business and stronger relationships with customers.  And since it’s no longer simply transaction focused, En Pointe no longer has to compete on dollars -- they can show true value for the products that they sell. Fellow service providers take note.

Munawwar, meanwhile recognized early on the sea change in the market moving toward cloud computing and communications. He championed what has become a robust, cloud-based unified communications offering in the form of the En Pointe Collaboration Solution. Munawwar managed to grow ECS by driving the organization’s relationship with Cisco Systems and by recruiting and working with Westcon distributor and other large telco service providers.

His work across all of the engineering, billing, and sales teams of behalf of ECS was no easy feat in an organization trying to shift its mindset from product to service orientation. But Munawwar’s efforts have paid dividends. With the Westcon relationship secured, En Pointe has started marketing ECS to Westcon partners and the cloud service is currently on track to add 20,000 more seats to its capacity in the near term.




Mike Crest

General Manager of Data Management
CA Technologies

Mike CrestMike Crest has purpose-built his entire organization within CA Technologies around the channel as a means to bring value to partners well beyond traditional channel programs. In fact, while building on the strong heritage of CA’s ARCserve solutions, Crest was at the forefront of ensuring channel exclusivity for the vendor’s SaaS-based backup and recovery solution while maintaining margin and competitiveness for channel partners.

In a world where many vendors look first to disintermediate the channel when it comes to SaaS, Crest and his team developed a solution that mapped to all aspects of the channel, ensuring partner latitude and control over the entire customer experience. This channel-first approach has enabled partners to deliver a comprehensive solution encompassing public and private cloud coupled with on-premises disk and tape-based data protection solutions.

Spearheading aggressive and innovative programs for the channel, Crest continues to bet his business on elements such as deal registration, rebates and promotional programs.  And he has spearheaded the introduction of complementary CA Technologies solutions, such as Nimsoft for the channel, to make sure partners get a greater share of proceeds in in high-growth markets.

As such, Crest has been highly influential within and well beyond CA Technologies by bringing key solutions and a channel-led market coverage model for the mid-market, leading to a significant channel-first approach across all regions.

One to Watch

Leonard Iventosch

Vice President of Americas Channel Sales

Few can touch Leonard Iventosch’s reputation built on his extensive experience and a proven successful track record in the storage channel at companies like Isilon and NetApp. Since landing at EMC less than two years ago, Iventosch has played a key role in getting the storage vendor’s direct and channel sales leadership teams to work more closely together than ever before to provide a truly partner-friendly experience at a time when the vendor’s Velocity partners program has become critically important for extending EMC’s reach and finding new customers.

Under Iventosch, EMC’s Americas channel has thrived as a result of his laser focus on what is most critical to partners: ease of doing business, opportunities for increased profitability, technology leadership, service delivery, training and support. For example, Iventosch has taken the lead in the development and implementation of EMC’s Enterprise Select go-to-market strategy, which lets partners sell into every market segment -- a significant and positive change in EMC’s sales culture that illustrates a commitment to providing more sales opportunities to the EMC partner ecosystem.



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