2022 CHANNEL CHIEFS Five9
Flexential
Forcepoint
Fortinet
Fortinet
VP, Global Channel Sales
VP, Channel Sales
SVP, Global Channel Sales
VP, Channel Sales
Sr. Director, Channels
Jake Butterbaugh
Parag Patel
Jon Bove
Aaron Griffith
A new “sell with, deliver with and build with” partner management methodology across Five9 and with key channel partners was launched by Butterbaugh. This philosophy reflects the goal of helping partners work with mutual customers to reimagine the contact center.
M c C o y continued to invest in the channel program and partner operations by adding incremental head count . She added two dedicated resources to focus on program development, provide enhanced tools and systems, and offer operational support.
Pa t e l h a s been laserfocused on his mission to re - i nv i g o rate F o rc e point’s channel. He led a three-point strategy to rebuild the organization, reprogram partner offerings and re-energize employees and partners.
B o v e realigned the MSSP organization to provide better focus and increase productivity. As customer trends evolve, he recognized that a strong MSSP program and field involvement must be in place for the partner community.
Griffith optimized programs and channel sales plays to ensure successful outcomes for partners and customers in fiscal year 2021. His team drove a high-touch, vir tual engagement strategy that delivered solid growth for partners and Fortinet.
Fortinet
Fortinet
Fortinet
Fortinet
Fuze
Director, Channel Sales
Regional VP, MSSP
Sr. Director, Sales Operations
Sr. Director, Distribution Account Sales
Channel Chief
Greg LaBelle
Michael O’Brien
Landon Scott
Curt Stratton
Mike Berlin
LaBelle launched inc entive s targeted at closing net-new security customers. Through collaboration with partners, he rolled out programs that yielded tremendous growth, particularly in the base rebate, new logo and deal registration programs.
O’Brien relaunched the MSSP coverage model and portfolio strategy. He also revamped MSSP programmatic offers , aligning with the priorities of Fortinet’s MSSP partners. He also created a new wired and wireless sales team.
S c o t t aligned field and channel resources to improve the partner experience with the deal registration program. This has resulted in deal registration contribution increasing to 33 percent of the U.S. business in 2021, up from 27 percent in 2020.
Stratton has built and executed revenuegenerating pro grams that drive distributor, partner and customer success. In 2020, his team won Networking/ Security Vendor of the Year from the major North America distributors.
B e r l i n orchestrated the rollout of the Partner First initiative, increasing outcomes for partners and Fuze. He also launched a program that enables a reseller/wholesale model for traditional telecom and IT VARs.
Genesys
Gigamon
GitLab
Google Cloud
Google Cloud
Global Channel Chief, Head of Worldwide Channel Sales
VP, Worldwide Channels, Alliances
VP, Worldwide Channels
Corporate VP, Global Ecosystems, Channel
Global Chief, Partner Advantage Program, Strategy
Ken Archer
Larissa Crandall
Michelle Hodges
Kevin Ichhpurani
Nina Parker Harding
Archer has built a culture around channelfirst, not just channel-friendly. He brought in leaders to build sustaining channel assets around enablement, doubled channel head count and on-boarded 154 new partnerships.
Crandall has grown th e c ha nnel revenue contribution to over 50 percent this past year with a record year in deal registrations and channel-initiated business across the globe.
Hodges s p e a r h e a d e d defining partner value as a core part of an integrated go-to-market motion. GitLab defines its channel by the sales and services value GitLab and its partners bring to the relationship.
Ichhpurani doubled the customer s p e n d through channel par tners on Google Cloud Platform. He also extended the incentive portfolio and improved the Google Cloud Marketplace partner experience.
With Parker H a r d i n g ’s leadership. G o o g l e Cloud saw 5X growth in global channel partners and more in the overall partner ecosystem, which saw over 400 percent growth in two years.
Gradient MSP
GreatAmerica Financial Services
GreenLink Networks
Hammerspace
HashiCorp
VP, Managing Director
Co-Founder, VP
VP, Channel Sales
Global Channel Chief
Dave Goldie VP, Channel
G o l d i e played an influential role in securing Series A funding, which Gradient MSP will invest in the channel. He also built the channel strategic plan, including the community engagement and event plans.
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Melissa McCoy
FEBRUARY 2022
Lee Rozeboom
Rozeboom h a s o v e rsight of financing activity in multiple channel te chnolo g y divisions responsible for rapid growth, including MSPs, VARs, distributors, software, security and A/V.
Jhovanny Rodriguez R o d ri g u e z prioritized enhancing the partner experience with GreenLink . He spearheaded the project to develop the GreenLink University to augment training resources and implemented a new CRM platform to better communicate with partners.
Jim Choumas
Choumas created the foundation of the Hammerspace Partner Program, Partnerspace. This includes the build-out of partner program principles, policies, sales guide, partner messaging for key verticals and more.
Michelle Graff
With Graff leading the charge, the partner team built and delivered a set of tools and methodology to enable systems integrator partners to deliver customer maturity assessments, acceleration and adoption services.