Posts tagged ‘Channel Chiefs’

Websense Announces Channel Program Enhancements and New Channel Chief

By Beth Vanni, Director of Market Intelligence

In the last three years, Websense has made big strides in both its market position and the maturity of its channel engagement programs. Once known as the small, web filtering McAfee challenger with an unclear commitment to channels, the company announced a number of key product, program and executive management changes at their Annual Partner Conference last week which indicate their continued and serious commitment to success in the channel and as a leader in enterprise security.

1. The company announced a new, simplified U.S. margin structure and greater incentives for deal registration and license renewal migration to their Websense Security Gateway and v10000 appliance products. In a subscription licensing world, securing renewals and upselling to their broader portfolio is critical.

2. Their core partnering program now offers an impressive variety of co-marketing and sales prospecting tools to make it easier for partners to do demand generation work, including a turnkey Harte Hanks telemarketing services and a direct marketing & appointment setting campaigns offered by a local marketing firm called Binary Pulse. Yet another offering was announced with Bridgemetrics for building custom landing pages and microsites.



February 4, 2010 at 10:09 pm Leave a comment

Passing It On

Diane Krakora

Diane Krakora

During these economic hard times, stories abound of people making a difference in their community, giving back to their social network and passing on support to the next generation. I don’t know if there are more good deeds being done now or we are so hungry for any good news that these acts of kindness are being reported more. In a way, it doesn’t matter, the awareness is being heightened. There’s the story of the chain of people paying the toll for the next car behind them, and the “free” café that serves the local homeless population fresh nutritious food (and the non-homeless who pay “what they can”) or the random man who pre-pays for the woman’s food in line at the grocery store (who can’t make the food stamps go far enough to feed her family).

I witnessed this type of selflessness this week within our channel community. The speakers at the Baptie Channel Focus event this week all passed on their knowledge, experiences and wisdom to the next generation of channel professionals. Some of the speakers were sponsors and were there selling their wares to the attendees, and some of the speakers were well respected channel leaders like Luanne Tierney of Cisco, Sheila O’Neil of Panasonic, Mike Haines with Microsoft and Stephen DiFranco from Lenovo. Talking with Maurizio Capuzzo, long time Channel Focus favorite Italian (formerly of Symbol), I discovered a giving spirit   in our channel ecosystem. Not only was he, like the rest of the speakers, willing to give two days out of the office to impart their knowledge on a relevant topic, but Maurizio also took vacation time and spent his own money to travel from New York to San Diego to participate. When my eyes twinkled with gratitude, he nonchalantly said “I enjoy passing it on”.

I am so inspired by this generous act to pass on knowledge to channel professionals, that we are dedicating our May webinar to the next generation of channel leadership. On May 14th at 11am PDT, please join me as I discuss careers in channels with four great channel chiefs:

Allison Watson, SVP Worldwide Channels, Microsoft
Keith Goodwin, SVP Worldwide Channels, Cisco
Steve Houck, GM Latin America (former VP WW Channels), VMware
Leonard Iventosch, VP Channel Sales, Isilon

Enjoy the lively discussion about their career choices, trials and joys of being a channel chief. And who knows, maybe you’ll inspired to pass on your expertise as well.

Register for Webinar

April 28, 2009 at 10:33 pm Leave a comment

Changing Channel Chiefs

By Diane Krakora

Watching Channel executives changing jobs is nothing new. The industry sees about six notable moves a year. However, there seems to be a recent cluster of movement among the ranks of “channel chiefs,” which includes both long time leaders and recent appointees.  The shuffling began with Leonard Iventosch leaving NetApp. Then Pat Bernard left Novell after a short year in that position. Then after many distinguished years of service, Nancy Reynolds left Trend Micro for a start up.  And, Julie Parrish just announced she is leaving Symantec.

In this economic downturn, recession, or crash, what inspires these channel executive to leave their stable, albeit not cushy jobs, in search for greener pastures?   I recently caught up with one notable mover in this cluster, Mike Brunner, who recently vacated his role as VP WW Channels at Wyse for VMware.  In our dialog, I was searching for why shift at all, why now, and why choose VMware?  Here are the highlights of our conversation.

Q. Why did you leave the VP position at Wyse for a Sr. Director level job at VMware — it seems a risky step in this economy?

A. I was looking for a challenge (include insider chuckle here).  All kidding aside, I was concerned Wyse was not being aggressive enough, and we were going into a “prevent defense.”  Sometimes that works, but too often you leave yourself very vulnerable to attack. I was intrigued by some of the bold channel moves made in early ’08 by Steve Houck and his team at VMware, and after confirming my instincts with some trusted joint partners, I decided to make a move.

Q. As you enter the organization with a fresh perspective, what is your perception of VMware’s biggest challenges?


October 14, 2008 at 5:52 pm Leave a comment

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