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CRN Channel Chiefs

BMC SoftwareMatt LoweSenior partner manager

Lowe joined BMC in 2012, coming across as part of the software automation vendor’s acquisition of Numara Software. BMC develops a range of products and is well‑known among managed services providers for its service management and IT operations software, particularly its flagship Remedy IT management suite. The vendor, whose Australian headquarters is in Sydney, employs about 6000 staff globally. Local partners include the likes of Redcore, which was recently acquired by Accenture.

Check PointCraig McGregorDirector, channel sales

McGregor boasts a particularly rich channel resumé, having also led channel teams at Symantec, Adobe, Microsoft and Sun Microsystems. “Check Point has a very well established and loyal partner ecosystem in Australia and our intent is to continue to work towards making that a profitable and rewarding experience for our partners,” says McGregor.

Belkin Damian CommaneHead of channel, distribution & partners

Commane brought experience spanning a host of unified communication and IT services companies when he joined Belkin in November 2014 – a return to the company he left in 2008 when he joined Cisco as regional sales manager. In 2013 Belkin acquired home networking vendor Linksys and has sought to reinvigorate the brand.

Brocade Paul Barge ANZ manager of channels/alliances

Barge stepped into the channel chief role at networking infrastructure vendor Brocade after a career that included stints at NEC, Cisco and Red Hat in Australia, as well as about 15 years at Microsoft in his native UK. “The strength of our program is that we have a very close relationship with each of our partners,” he says. “We offer a lot of enablement.”

CitrixBelinda JurisicChannel sales manager ANZ

It has been a year of major channel changes for Citrix, including adding new training regimes and certifications, launching a new rewards program and helping partners forge joint opportunities with Microsoft. Jurisic says she is “committed to advancing the role of women in IT – including the channel – and how the sector can become a more attractive career option for younger women”.

AWS

CA Technologies

We will continue to invest in partners who have the capability to offer migration and managed services

We embrace and empower our partners with new content and tools to fuel growth across the ecosystem

Brother International Julie WoodwardNational sales manager, B2B channel

Woodward has a key role in helping the printer manufacturer expand beyond the consumer space and branch out into Australian business sales. Brother launched its first commercial channel program in March 2016, along with a new range of gear. “I am very confident the implementation of our new channel focus will ensure a successful year for Brother,” she says.

Stefan JansenHead of channels and alliances

Since taking over the senior partner role at Amazon Web Services in April, Jansen has set about bolstering its channel base across myriad types of companies, from its traditional base in startups to major players such as Datacom, Deloitte and PwC. AWS partners support “two major cloud adoption trends” among customers, says Jansen – migrations and “highly innovative solutions” built on the cloud.

“To support our customers, AWS will continue to invest in consulting partners who will have the capability to offer migration and managed services, as well as solution development services.”

Kevin Van GilsDirector, partners & alliances

A venerable name in the IT space, CA Technologies has sought to reinvent itself and part of that includes significant partner recruitment ambitions led by Van Gils’ team. Its channel is “definitely growing”, says Van Gils, who has been with CA since 2010. “CA continues to embrace and empower our partners and in the year ahead there will be new content and tools to fuel growth across the ecosystem. We will, however, remain consistent and predictable. Our biggest projects with partners currently are around mobility that encompass our DevOps, API and analytics capabilities.”

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32 October 2016 www.crn.com.au

AcronisRose OldManager, channel business ANZ

Old joined the Swiss data protection vendor to run the Australia & New Zealand channel in early 2014 after a career that spanned Veeam, Ingram Micro and Express Data. Acronis’ top partner level is platinum, and entry to this coveted club requires partners to have competencies across three areas: cloud; backup and disaster recovery; and mobility and access connect.

AdobeBrent IrwinSenior manager, partner sales & SMB

Irwin stepped up to the top channel role in early 2015 after a decade with Adobe. His two predecessors at the company are both members of the 2016 CRN Channel Chiefs: Schneider’s Muralee Kanagaratnam and NextDC’s Steve Martin. Irwin says: “My role is to lead the team that helps Adobe partners migrate, renew and grow our ever- growing base of cloud-subscription customers.”

AppleRichard WylieSpecialist channel manager ANZ

Despite the huge popularity of Apple technology among consumer and business customers alike, the company is still widely known for keeping the channel at arm’s length. Case in point: despite nearly 20 years with Apple and five years leading its Australian channel, Wylie is a lesser-known figure in the Australia channel scene than the channel chiefs of many equivalent tier-one hardware vendors.

Apple’s partnerships with Cisco and IBM should see it expand its sales to the enterprise and hence its relevance to B2B partners.

Autodesk Clare Wharrier Channel sales senior manager ANZ

Wharrier has had a distinguished career at the 3D design and engineering software company. She joined in 2004 after a stint at CSC and has remained steadfast in channel roles since then, being appointed to her current role in 2015. In June 2016, Dicker Data becomes the first Autodesk distributor in Australia to offer Autodesk products via a subscription model.

ArubaDavid ElliottANZ channel sales director

Elliott brought impressive channel cred to the wireless vendor when he joined in May 2014: he has also held leadership roles at Avaya, McAfee, EMC and Nortel. Now he is part of Hewlett Packard Enterprise following its 2015 acquisition. “In November 2016, HPE Aruba will launch an entirely new partner program focused on rewarding partners for investing in skills,” says Elliott.

AutotaskAdam RossDirector, APAC

Ross has been with the managed service software vendor since 2011, first in London and now in Sydney. He tells CRN: “We believe in transforming business process through the use of operational technology and business intelligence, enabling organisations to execute with greater effectiveness, profitability while keeping an acute focus on end-user experience.”

APC by Schneider ElectricMuralee KanagaratnamGeneral manager, channel & alliances, Pacific

Past Adobe channel chief Kanagaratnam joined the critical infrastructure vendor early in 2015. The company reshuffled its distributors in 2016 and also announced award wins by its top partners, which include Data#3, Dicker Data and Powerfirm. Kanagaratnam says: “Our strategy is channel first and it is a significant percentage of our overall business in Pacific.”

Alcatel-Lucent Enterprise

In 2016-17, we are increasing our channel coverage in Australia across SMB and enterprise

AvayaPeter ChidiacManaging director ANZ

Chidiac took over the top job at Avaya in August 2016 after several years of personnel changes across the collaboration vendor’s Australian leadership and partner team. “Avaya has undergone a major transition, and our goal is to work closely with our partners to enable them to help their own customers achieve digital transformation as well,” says Chidiac.

Chris DownesChannel sales director

Responding to customer demands for more flexibility, Alcatel-Lucent Enterprise recently announced a “revolutionary” model for networking hardware: an opex, pay-per-use approach.

This should help Downes hit his targets in the coming year. “In 2016-17, we are increasing our channel coverage in Australia across SMB and enterprise. We are recruiting managed service providers to take our new consumption-based communications and networking infrastructure (LAN/WLAN) services to market.”


Sponsored by Veritas Technologies

Channel Chief viewJanet Docherty, Director of Channels at Veritas, tells us what the information management vendor looks for in a partnerPlease tell us about your partner program?The Veritas Partner Force program is structured in a way to maximise partners’ information management opportunities while helping them stay ahead of the overall market. Some of the key benefi ts are:

Opportunity Registration and Margin Builder Veritas Partner Development funds Growth Accelerator Rebates Renewals Performance Rebates

How about your partner awards?After splitting out from Symantec, our inaugural Veritas Partner Awards were held in June 2016 at Quay Restaurant during the amazing Vivid Sydney light festival. It was a great night! Some of the winners included Intalock, Global Storage, Insentra and Dicker Data.

What have been the biggest changes to your partner program recently?Veritas has reset requirements for our skilled and committed partners. There’s now a really compelling case for partners to get to Platinum status to help di� erentiate them in the market.

We’ve enhanced our Growth Accelerator Rebate, maintaining rates while introducing a three-step payout, increasing high growth accelerators and simplifying quarterly payouts. Payments are now from the fi rst dollar and partners are increasingly rewarded for growth.

The Opportunity Registration Cap has also been increased from $500k to $1m while maintaining payout rates. And as part of all this we’ve introduced our Customer Partner Success process to help showcase these many partner and customer successes to the broader market.

What resources do you provide for partners?Partners on the higher levels of our partner program – Platinum and Gold – have access to a full menu of support functions and we go out of our way to ensure partners that have committed to us as a vendor are well resourced.

Equally importantly though, where it makes sense for new high potential partners working their way up through the program we provide a lot of over-and-above informal support to kick start their Veritas pipeline.

Are you currently looking to grow your partner community?Yes, defi nitely. However, it’s fair to say that they type of partner we’re looking for now has changed considerably from the old Symantec days.

What kinds of partners is your organisation looking for?Partners that are focused on a particular technology area and have a deep understanding of the issues and technology involved. They know their customer base thoroughly and have a reputation for business and technical excellence.

Veritas are focused on information protection, information availability, information governance and information insight. We welcome collaboration with channel partners focused on these areas.

How does a partner stand out from the crowd?By being proactive. Coming to us with plans, ideas and suggestions to grow our joint business together - and a desire to enhance your business and technical capabilities in a particular specialised area.

It’s really exciting to work with partners that have this focus, drive and commitment and aren’t afraid to try some new things along the way.

What role do distributors play?Our distributors are Dicker Data, Ingram Micro and Westcon. They provide a fantastic destination for channel partners that need immediate Veritas information and support.

It might be initial product details or information on how to structure a particular deal or the logistical details needed to process it through our systems. Distributors really help us manage that workload.

Which Veritas products represent the top channel opportunities?

Backup Exec for SMB/SME customers looking to backup across physical, virtual and cloud environments

EnterpriseVault.cloud for archiving and eDiscovery around Microsoft O ce 365 - particularly now with our new Australian data centre

NetBackup and NetBackup Appliances for enterprise-grade backup

Veritas Resiliency Platform for customers looking to use the cloud as an on-demand disaster recovery location

InfoScale for customers looking to stitch together a hybrid cloud environment and make it all work seamlessly together

Data Insight for dark data assessments that help customers get their deluge of unstructured data back under control.

It’s really exciting to work with partners that have this focus, drive and commitment and aren’t afraid to try some new things along the way

veritas.com

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CRN Channel Chiefs

Concur TechnologiesMurray WarnerDirector, channel partnerships ANZ

Warner is dedicated to growing Australian sales of SAP-owned Concur and believes expansion will come through the channel. “Concur is at an inflection point in ANZ where our growth and scale need to outperform our ability to hire internally. We have the opportunity to accelerate growth through new partner models. This journey has seen revenue roughly doubling year on year.”

DropboxGreg KieserANZ head of partner sales

It has been a year of partnerships for the ubiquitous cloud storage vendor. “2016 is the year we moved all our partners to Ingram Micro and the cloud marketplace,” says Kieser, who joined in March. The company also exhibited at the Microsoft Australia Partner Conference in September. “Our channel business is growing quickly. We want partners at the heart of every deal.”

DattoJames BerglSales director ANZ

Bergl was the first Australian employee of backup and disaster recover vendor Datto when it landed in-country in 2015, and Datto has since brought on more than 100 transacting partners. Bergl says: “Our goal is to grow market share by bringing on newly trans acting MSPs that quickly identify the cost-savings and additional revenue opportunities selling Datto can deliver.”

CyberPower SystemsShannon DowdenRegional sales manager

Dowden focuses on the UPS vendor’s distributors as well as its NSW and ACT channel and wants to grow sales in this region by a minimum of 50 percent. “My biggest achievement this year has been launching the CyberPower Champions Club Incentive. This is an internal distribution campaign that rewards our top achievers with a trip to Thailand in 2017.”

CommvaultMark VelthuisVP indirect business APJ

Velthuis has been shaking things up since joining the backup and disaster recovery vendor in January. “The fact that the product is number one allows me to work on the things that are broken and need to be fixed. Knowing there was a strategy and that we had all the ingredients to be successful made me decide to join,” he says.

Cisco

Dell EMC

Some of the most embryonic small partnership relationships we have are extremely exciting

From 1 February 2017, they will move to a unified partner and deal registration program

Jason BrouwersDirector, partner business group ANZ

Brouwers leads the partner strategy for one of the IT channel’s most important vendors. Cisco is traditionally seen as second only to Microsoft and – before its separation – HP in terms of number of resellers. Having worked for the networking giant since 2000, Brouwers took leadership of the partner business group in 2013.

Brouwers wants to foster partner-to-partner connections, telling CRN in 2014 that “even some of the most embryonic small partner relationships we have are extremely exciting, because that could represent an opportunity for one of our large, important partners”.

Mark Fioretto (top left)General manager service providers, systems integrators & alliances

Geoff Wright (bottom left)General manager ANZ channels & alliances

It’s a time of great change for the teams at this newly combined vendor. Dell and EMC will continue to maintain separate deal registration and partner programs for 2016. From 1 February 2017 they will move to a unified partner and deal registration program.

Until then, the job of managing the vast partner community and extensive range – which includes everything from notebooks to heavy-duty enterprise storage – falls to Fioretto and Wright.

Fioretto is ascending to the position of enterprise lead for Australia and New Zealand – essentially, the role that was previously EMC country manager. Wright continues to play a fundamental role in steering famously direct Dell towards the Australian channel, which he has done since joining in April 2015.

Things have been moving fast since the deal closed on 7 September and, with many roles still being worked out, there’s a risk this information will be out of date before too long.



FujitsuBert NoahNational sales manager, Fujitsu products

Noah recently stepped into this role after the departure of Daniel Campbell, who returned to his native UK after four years with Fujitsu Australia. Noah has been with the diversifi ed product and services company since 2011 as part of an IT career spanning more than two decades. He was previously country manager at Fujitsu PC Australia, which had a channel-only model.

IBMRhody BurtonDirector of global business partners

Few channel chiefs here have stature or variety of channel roles Burton has held. She led the channel strategy at a little-known vendor called VMware, then moved to SAP. In her most recent role at Big Blue, she is tasked with renewing the partner base around cognitive technology: “We’re focused on enabling our partners to take advantage of the opportunities that emerge.”

GigamonMark SpencerChannel account manager ANZ

Few channel chiefs can boast the security expertise of Spencer, who joined Gigamon in 2015 after a career in channel roles at the likes of Trend Micro, RSA, Websense and Symantec, as well as four years at Express Data in the late 1990s. “Our business is growing rapidly and our model will remain 100 percent channel,” Spencer tells CRN.

Intel AustraliaVR RajkumarChannels director ANZ

For a company that has long been an ingredient inside the products of OEM partners, Intel has found itself needing to expand. For Raj’s team, this has meant identifying new categories – especially the internet of things – and verticals, such as retail, transport and smart buildings. “Our channel partners are willing to take risks with new technologies and this is great to see,” he says.

Fuji Xerox PrintersDavid BorgGM channels, Asia Pacifi c operations

Borg has been a mainstay of Fuji Xerox’s channel for more than two decades, but that hasn’t stopped him from implementing new ideas and strategies for expansion. “Our channel business in Australia has benefi ted from three years of stellar growth as a result of a very targeted recruit and develop program, despite the overall market opportunity contracting,” says Borg.

Hitachi Data SystemsPhil TeagueDirector, industry & alliances solutions ANZ

For HDS, it has been all about moving closer to a channel model, Teague told us in April 2015. “I came here to rebuild our indirect partner business. I’ve made no bones about it and neither has my boss; we didn’t have a very functional channel then.” Now, channel sales are growing – “partners are becoming increasingly important in delivering business-defi ned IT solutions”, he says.

HP AustraliaChris HewlettBusiness manager, commercial channel

Hewlett has worked with HP since 2000 and now leads a channel that is seeing renewed vigour as the PC and printing maker gets it mojo back after spinning o� from enterprise side HPE. “I’m extremely proud of the establishment of the partner advisory council, which I lead,” he says. “The council allows us to give a voice to partners, a forum to discuss the issues they face.”

Huawei TechnologiesLeo LynchChannel sales director, enterprise business group

Huawei has a major task in building its reputation outside its traditional footprint in telecommunications, and strengthening its ties with Australian IT resellers and managed service providers. The hugely experienced and naturally charismatic Lynch is the man to do it, bringing a CV stacked with positions at some of the IT industry’s longest-standing vendors.

Hewlett Packard Enterprise

I see strong growth in the year ahead driven by a broad ecosystem of resellers, service providers and MSPs

Christopher TrevittDirector, partner sales

One of the most signifi cant moves in the channel chief community this year was Trevitt’s jump from enterprise storage leader EMC to run the partner community for Hewlett Packard Enterprise. He inherited a partner base that includes many of the most successful infrastructure resellers in Australia at a time of great change for HPE and he is already receiving positive feedback from partners. “Partnering is in HPE’s DNA,” he says. “It’s at the centre of everything we do. I see strong growth in the year ahead driven by a broad ecosystem of resellers, service providers, MSPs and ISVs.”

CRN Channel Chiefs



F5Rodney ThorneSenior sales manager ANZ, partners & alliances

F5 boasts an “experienced group of long-term partners” in Australia and Thorne’s team will spend the year “investing and growing the services capability with targeted enablement activities such as classroom training, boot camps and technical certifi cations”. He also aims to recruit specialist security partners to “sell our new subscription products and standalone o� erings”.

ForcepointPhon KounlavongsaChannel account manager

It has been a busy year for Forcepoint, after being born at the start of 2016 through the amalgamation of three companies: Websense, Raytheon Cyber Products and McAfee’s fi rewall business units. “We’ve seen a lot of interest in our solutions and value proposition and my role is to further develop the Forcepoint partner community in ANZ,” says Kounlavongsa.

FireEyeSean KopelkeDirector, channel & commercial sales ANZ

Security vendor FireEye has moved to 100 percent channel business, says Kopelke, who joined the company in April 2015 after a long career with Symantec. Along with its global system integrator partners, “FireEye has recently started to build out o� erings targeted at the midmarket, delivering technology scaled for midmarket organisations at a price point aimed at this segment.”

Fortinet Genevieve WhiteChannel sales director

White is focused on expanding the security vendor’s Australian channel, which includes well-known partners such as Fujitsu, The Missing Link and CDM. The company’s sales are 100 percent indirect. “I develop our channel strategy to underpin the wider regional plan and align objectives, which include growth and expansion of our channel ecosystem,” she says.

Extreme NetworksYvette McEnearneyChannel accounts sales manager ANZ

Extreme Networks appointed a second distributor in 2016 to drive continued growth in Australia, with Wavelink joining Distribution Central. “We are always looking at new ways to ensure our partners can make healthy profi ts and provide technology that solves customers’ challenges,” McEnearney says. “For instance, our cloud o� ering is a perfect fi t for ANZ midmarket.”

Emerson Network PowerMo KandeelChannel director ANZ

Kandeel joined the critical infrastructure vendor in 2015 after a career that included Lexmark, Dell, Targus and Acer. “My goal is to drive 60 percent of the ANZ revenue via our channel through incremental growth created by hybrid data centre adoption,” he says. “We are also working closely with complimentary vendors as alliance partners.

ESET Software Gerard NunezNational channel manager

Slovakian security vendor ESET spent 2015 driving a massive awareness campaign aimed at the Australian channel, having parted ways with its long-time Australian agent in a bid to focus more attention on the country. “ESET has rapidly made enormous progress with success in several industries and we are confi dent 2017 will be a notable year for the business,” says Nunez.

EatonGordon MakryllosManaging director & chief channel o� cer

As well as running Australia, channel stalwart Makryllos oversees a team of three managers who look after di� erent channel segments. “Our investments are in our channel partners, not in self-promotion ,” he says. “We put the money in our partners’ pockets.” The percentage of Australian sales via resellers “is growing because the channel partner model is the most e� cient”.

Equinix

The ideal partner is involved in the design and implementation of a digital transformation strategy

Glen HastingsChannel director Australia

Never have data centres been so important to the channel as more resellers transition to a managed service model. “Equinix enjoys a rich ecosystem of top service providers,” says Hastings. “Those service providers consult, design and deploy cloud and connectivity solutions, guiding customers through the cloud evolution whether it is public, private or hybrid.”

Hastings, who joined Equinix in January 2015, adds: “The ideal partner is any organisation that is involved in the design and implementation of a digital transformation, connectivity and cloud strategy”.



MicrosoftPhilip GoldieDirector, partner business & development

With more than 10,000 Australian partners, Goldie leads the local strategy for the world’s largest and deepest channel ecosystem. It is a channel undergoing rapid evolution. As the most high-profi le executive in Microsoft Australia’s 100-strong partner team, Goldie has responsibility for partner capacity, partner incentives, partner profi tability and digital engagement.

NCR CorporationShane BedfordChannel sales director APJ

One of the world’s oldest companies, most of us engage with NCR ever day when we use a card in an ATM. Now NCR is expanding in the IT channel, signing a distributor deal with Synnex. Bedford says: “After several introductions with partners across APAC, in particular south-east Asia and ANZ, we have found valuable connections and look forward to an exceptional 2017.”

NetscoutMatt FosterChannel account manager

Foster joined Netscout earlier this year after a career oriented around the Australian networking and telecommunications space. Massachusetts-based information security vendor Netscout centres on application and network performance management, and says it “invented the network performance monitoring space and the packet fl ow probe”.

MobileIronPeter AthanasiouDirector, channels & alliances APAC

The biggest Australian channel move by the mobile device management leader in recent times has been to streamline its distribution under Distribution Central, says Athanasiou, who runs the APJ channel with a strong focus on Australia. “Our aim is to ensure our partners are fully engaged, empowered and focused to grow and thrive in this dynamic market.”

NetAppNeville JamesDirector channel & enablement ANZ

NetApp’s local partners, which include many of the country’s most celebrated system integrators, have helped the vendor outpace the under-pressure storage market in Australia. “Our partner community continues to contribute to growth ahead of the market as we have done in the past two years,” says James. NetApp is working toward a 100 percent indirect model, he adds.

NetSuiteGraeme BurtSenior director, channel sales APJ

When Burt joined midmarket-skewed ERP vendor NetSuite in mid-2015, he brought more than 25 years of experience at a who’s who of software vendors including BMC Software, Salesforce, Oracle, SAP and Trend Micro. At the time NetSuite’s APJ boss, Lee Thompson, said: “We are investing heavily in the channel in APJ to better support our partners in the region.”

NetgearDomenic TorreSales manager, commercial business unit

Predominantly known for its networking gear in the smaller end of town, Torre is looking to grow its partner community across the spectrum. He’s looking for partners who can “deliver our portfolio of innovative networking products which includes storage, switching and wireless technologies, into small and mid-enterprise businesses”.

Nimble StorageTheo HourmouzisDirector of channel sales APJ

The fl ash storage vendor recently increased its partner power in Australia with the appointment of Cath Gentile as senior channel development manager out of Citrix. Hourmouzis says: “Today 100 percent of our revenue is fulfi lled through our channel. This is something our entire organisation believes in, from the executive team all the way to the fi eld sales organisation.”

NextDC

NextDC partners with over 300 organisations that deploy their own infrastructure or support customers

Steve MartinHead of channels

Since joining from Adobe in 2014, Martin has led the co-location company’s shift to a full-blown channel model. Soon after his arrival NextDC launched its own partner program – a fi rst for a co-lo, said Martin at the time. “Opportunity registration programs are fairly common with software and hardware vendors, but it’s not something I have seen or heard of in the data centre space.

“NextDC operates a partner-centric, go-to-market model. NextDC partners with over 300 organisations that deploy their own infrastructure or which support their customers’ infrastructure via co-location o� erings.”

CRN Channel Chiefs



Interactive IntelligenceMichelle MarlanSenior director, client & channel success, ANZ & Japan

Interactive Intelligence – which was acquired by rival Genesys for US$1.4 billion – recently refreshed its partner program around the PureCloud platform, launched last year, and has grown partner sales to about 40 percent of business. “We’re in the final stages of development of a new in-app tool for our channel,” says Marlan.

Intel SecurityLuke PowerChannel director

For the company formerly known as McAfee, the future represent a return to the past as Intel spins off its security arm and prepares to bring back an old name. Power has worked his way up the rungs of the channel career ladder from an 18-year-old selling in a PC store to working for some of the biggest operations in the enterprise IT world.

Juniper NetworksDarrin IatrouArea partner director

Iatrou had only just stepped into Juniper’s channel chief role as CRN went to press, but he already has firm ideas about where he wants the organisation to go. “This year Juniper will be redefining its top-tier channel partners into five new categories. They will allow us to address new partner types within the software, services and Xaas business models.”

LenovoMargrith ApplebyANZ channel director

Appleby had worked for Lenovo’s key rival, HP – as well as DEC and Compaq – for three decades before departing in 2014. She joined Lenovo earlier this year. “Lenovo is the only major technology company that can offer enterprises an end-to-end hardware portfolio of the industry’s best innovations, from PCs to mobile to servers and storage,” she says.

LiveTiles Owen BrandtVice president APAC

LiveTiles is one of the standout examples of a reseller building its own intellectual property and spinning it out into its own company. The Microsoft alliance vendor started life in Melbourne under Sharepoint partner nSynergy and last year listed on the Australian Securities Exchange. Brandt joined in 2016 out of Sitecore, where he was most recently alliance director for Asia.

Kaspersky Lab ANZRebecca NguyenEnterprise sales manager

After four years heading up Kaspersky’s channel, Nguyen this year moved into a “blended role” that also oversees enterprise sales. “My ambition is to encourage our new sales team to achieve greater channel growth,” she says. “As an example, our partner, Globalnet Solutions, won reseller of the year at Kaspersky’s recent annual partner conference showing more than 400 percent growth.”

Lexmark InternationalAmin KrollManager, channel & alliances

As Lexmark undergoes a US$3.6 billion merger, Kroll says the printing machinery maker will continue to accelerate an already growing share of business done indirectly. “Lexmark is growing and we are very excited about our future. We invite traditional and non-traditional dealers, system and IT integrators, or digital workflow providers to get in touch.”

Kemp TechnologiesLuke HollandChannel manager ANZ

2016 has been the year of the cloud for Kemp’s Australian business, having forged a distributor relationship with Rhipe that opens up a new community of MSPs for the application delivery controller vendor. “With this partnership, we are able to reach a totally different market with cloud service providers,” says Holland.

MegaportGavin SmithenEcosystem director

The need for access to flexible, fast connections to the public cloud has driven the success of Megaport, which was established by entrepreneur Bevan Slattery in 2013. Smithen says: “Our direct integration with AWS and Azure sees us well placed to help our partners expand their services in this area as their clients use our network to access the cloud from multiple locations across ANZ.”

Konica Minolta Eric HoltsmarkGeneral manager channel partners

A veteran of the print and document channel, Holtsmark is well versed in working with print resellers and managed print service providers. “Our team is dedicated to supporting growth initiates and diversification in an ever-changing market. Respect and mutual goals are the foundation for our strong relationships with our channel partners. Their success is our success.”



NuanceNathan TaylorDirector channel & OEM APAC

Speech recognition vendor Nuance, known for its Dragon range of consumer-facing software, expanded its local channel footprint late last year with the appointment of Dicker Data as distributor, which also helped the Australian distributor expand its software practice. Taylor has worked for the company since July 2013.

NutanixNiall O’GormanChannel director ANZ

Nutanix has been on a rapid growth path since launching in Australia in 2013 and now has two distributors, Avnet and Exclusive Networks. “With the incredible customer adoption we’ve experienced, investment in our ANZ team, and strategic engagement with select partners, we aim to expand our business aggressively this year,” says O’Gorman.

Palo Alto NetworksStephen MilthorpeDirector channels ANZ

A major player in the network security arena, Palo Alto updated its NextWave channel program earlier this year to focus on “differentiation and specialisation, profitability and loyalty”. Having already appointed new ANZ boss Simon Green in April, Milthorpe was fresh-faced to PAN as this issue went to press, having only joined from NetApp in September.

OptusJames GullyHead of sales, Optus Wholesale

For ISPs, telcos and managed services providers looking for carriage from Australia’s No.2 telco, Gully is the guy to speak to. “We are always looking for new partners who need access to mobile, data, IP and voice networks to serve customers based in Australia. Optus continues to invest in the network on a path of relentless improvement.”

ProgressTrevor RogersPartner & alliance director ANZ

Newly announced partner boss Rogers took the role at Progress in June 2016, bringing with him channel expertise at CA Technologies, Oracle and HP, most recently as software channel and alliance manager. “Partners are an integral component to the future growth and success of Progress as we enable companies to transform their businesses,” says Rogers.

PolycomMark BraxtonANZ channel director

Braxton was asked to head up Polycom’s ANZ channel team in October 2014, having spent seven years with the unified communication vendor. In April 2015 Polycom released its new program in the US, with the program launching in ANZ in 2016. “We’ve listened to our channel partners and met requirements in areas that were responsive to the channel.”

PegasystemsNick VinceChannel & alliance director

Pegasystems, which focuses on CRM and business process management software, held its first-ever Australian partner conference this year. Vince joined from SAP in 2014, after working at Salesforce. “Pegasystems has a vibrant local partner community, which we engage with to further develop their Pega knowledge and skills,” he says.

OraclePaul SchlaweSenior director, alliances & channels ANZ

Oracle is widely known as a predominantly direct organisation, with less than a third of its sales via the channel (although it has made several allusions to redressing this balance). “Oracle is looking for partners who want a customer-centric approach to deliver the Oracle Cloud through our portfolio of IaaS, PaaS and SaaS solutions,” says Schlawe.

ProntoChad GatesManaging director

Gates stands out as the head of one of the few Australian-owned vendors on this year’s channel chiefs list. Gates, who took over from long-time managing director David Jackman in July, says: “Our strong collaboration with our key channel partnerships in Australia and overseas has been integral to advancing and accelerating our growth opportunities.”

Quantum CorporationJon TinbergRegional channel manager ANZ

Storage vendor Quantum is 100 percent channel and committed to growing business with partners, Tinberg says. “Quantum continues to develop industry-leading storage solutions that provide the highest capacity at the lowest overall cost. We will continue to work with our partners to develop their skills in delivering the best workflow storage in ANZ.”.

CRN Channel Chiefs


Sponsored by Emerson Network Power

Channel Chief view

Mo Kandeel, ANZ channel director for Emerson Network Power, explains how channel partners can capitalise on opportunities in the data centre

What can you tell us about your company’s partner program?Our Network Solutions Partner Program is unique because of the wide variety of solutions we o� er to the channel, from plug and play power and cooling, right up to complex turnkey data centre solutions.

Being a solutions partner means partners can leverage channel dedicated sales, pre-sales and technical support resources when scoping complex data centre solutions. The program’s gold and silver tiering options provide partners with di� erent levels of benefi ts like deal registration, MDF, rebates, training, certifi cation and business planning.

Have there been any changes to the program recently?Firmly cementing our deal registration governance and rules of engagement are critical success factors in our 2016 channel strategy. Our goal was to make our deal registration process system of high integrity and transparency within our partner ecosystem. Listening to our channel customers’ challenges and developing individual business plans has resulted in improving both businesses alignment and ultimately developing growth strategies as opposed to shifting market share.

What are some of your goals for the Emerson channel?Growing our partner community is critical to our growth strategy because we want the channel to represent a signifi cant part of our overall revenue in ANZ over the next three years. Ultimately we look at matching our partners’ go-to-market strategies with our solution capabilities. We are actively looking to recruit partners who want to grow their market, share in the converged space as well as specifi c verticals like retail, healthcare, education and BFSI.

How does a channel partner stand out from the crowd and get additional attention and resources?Firstly by being committed and having a joint go-to-market plan that refl ects a transparent partnership. Partners with a realistic expectation of growing market share rather than shifting market share is defi nitely a green light for a strong partnership.

Technical training, marketing support and lead generation are all essential to partner resourcing. However, our key standout o� ering is the co-selling opportunity our partner managers o� er to the channel.

The market is demanding more complex solutions and we stand out with the level of resource we provide our partners engineering these solutions. It is no longer realistic for vendors to expect partners to be as technically experienced across all their solutions.

Can you call out any specifi c solutions that are top opportunities for partners?The Smart Solution set is attracting a lot of attention in the channel. One major advantage is how quickly it can be deployed when compared to traditional brick and mortar data centre builds Smart Solutions can be rolled out in 24 hours and are ideally suited to environments where dedicated IT room improvements are not practical or cost e� ective.

It is the perfect solution for spaces not designed to be IT environments. And it can be placed unobtrusively into work spaces. The simple, fully integrated designs include; racks, dedicated cooling, management, fi re suppression, cable management and power distribution designed to work together, saving time and money on installation and operation.

Ultimately we look at matching our partners’ go-to-market strategies with our solution capabilities. We are actively looking to recruit partners who want to grow their market and share in the converged space.

emersonnetworkpower.com

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Sponsored by Huawei

Channel Chief viewLeo Lynch, Channel Sales Director at Huawei Enterprise, discusses the support the vendor provides to help partners growPlease tell us about the program – what are its benefi ts to channel partners?The principle of Huawei’s channel program is to work and collaborate with partners on a win-win basis. Our aim is to maximize value for our channel partners and customers by motivating partners to explore technology and market opportunities and promote Huawei in the enterprise business market.

The key benefi ts of the program include direct access to Huawei sales and support, dedicated portal access, incentives and rebates, no charge pre-sales and post sales accreditation training, deal registration, demo discounts and access to worldwide research and development and resources.

Would you like to mention your recent partner award winners?2016 Award Winners

Sustained Revenue Award – Opticomm Integrated Solution Award – Southern Cross

Computer Systems Solution Breakthrough Award – PDK Solution Breakthrough Award – R-Group International Partner Growth Award – CT4 Industry Partner Award – Fujitsu Capability Development Award – TECCO Technology Transport Vertical Partner Award – UGL Telecommunications Partner Award – Opticomm Best Project delivery Partner Award – Empired

What have been the biggest changes to your partner program recently?Investing in channel manager headcount, extension of our rebate program to support more partners and deeper demo discounts.

Are you currently looking to grow your partner community?Huawei is building an ecosystem of partners that are complementary to each other. As long as our key customers, vertical, geographies and product sets are covered by partners that are aligned with Huawei we are content.

What kinds of partners is your organisation looking for? Partners who want to o� er a credible alternative in the market and want to di� erentiate themselves from their competition. We are also looking for partners who

can identify new requirements across markets where Huawei can integrate our technology to their o� ering to help customers. Partners wishing to be disruptive in the marketplace and be remunerated for that disruption should also get in touch.

How does a channel partner stand out from the crowd and get additional attention and resources?By working with Huawei, partners will be di� erentiated and stand out from their competitors. We are happy to focus our resources with partners wherever there is a business case to support it.

What resources do you provide for channel partners?Huawei’s Enterprise Business Group sells via the channel. In Australia, more than 80 percent of our business is via the channel and our goal is to get this above 90 percent in the next 12 months. Wherever possible we want to work with partners. Outside of our named accounts we also o� er a Huawei sales and/or technical support.

Co-Sell We have 50 “named accounts” across strategic verticals where there is a Huawei BDM. In these accounts we are looking for partners to co-sell with.

Solutions managers Huawei has a team of solution managers across Australia covering our full technology portfolio. This team is available to work with partners for both presales support and training.

Accreditation Huawei does not charge for its training and, provided partners pass the exam, will pay for the examination fee. If partners also have pre-existing certifi cations with other vendors we also provide “transition” courses.

Lead generation Huawei will run marketing programs on behalf of the channel and pass leads to Huawei Certifi ed Partners based on their vertical, solution and geographic competencies.

Joint marketing Huawei are always happy to fund case studies, video interviews and promotion for partners via social and other media channels.

Are there any specifi c products you would like to call as the top channel opportunities?Gartner recognizes Huawei as one of the fastest growing vendors world-wide across networking, server and storage and these are key product areas for partners to grow. Just recently, Huawei also introduced a range of network energy products such as UPS, modular data centres and containerised data centres.huawei.com/au

We are looking for partners who can identify new requirements across markets where Huawei can integrate our technology to their o� ering to help customers.

043_OCT16_354_CHANNEL CHIEF VIEW_HUAWEI.indd 43 9/30/16 5:31 PM


Red Hat Colin GarroDirector, channel sales & development

Red Hat has been moving the dial of direct vs indirect business. Garro’s team has nudged channel sales from less than 30 percent four years ago to now approaching 50 percent. “My focus has been to build a channel that helps Red Hat transition from what has historically been a direct business model to one where an increased amount of business transacts via the channel,” he says.

Riverbed TechnologyCharles de JesusChannel director ANZ

De Jesus recently made the move from a member of the NetApp channel team to leading the Australia and New Zealand strategy for network optimisation vendor Riverbed, under new ANZ boss Keith Buckley. “Partners with strong services offerings have an opportunity to capitalise on our strong market leadership and push into new market opportunities like SD WAN,” says de Jesus.

RSAJonathan ChristopherHead of channel & alliances ANZ

Now a subsidiary of the world’s largest tech company, Dell Technologies, RSA has “seen huge progress made with the ANZ channel community” in 2016, says Christopher. “By aligning with RSA’s world-class solutions, partners that have deep domain expertise enable us to assist our customers in achieving their strategic objectives.”

SAP Sumal KaruGeneral manager, global channels & general business ANZ

While known mostly as a large-scale ERP provider with deep reach into government and enterprise, SAP has continued to push downwards into medium-sized customers – and that means channel. It wants to move the needle from 70 percent to 100 percent indirect business in the midmarket, says Karu.

Ruckus WirelessDavid FennerPartner account manager

Long-time Motorola and Zebra executive Fenner has joined as Brocade completes the integration of Ruckus Wireless. “As two recognised disruptive brands, we are always looking for new partners that challenge the status quo and deliver solutions that create unique value propositions for enterprises and institutions,” he says.

SailPointBeth RyanManager, alliances & channels ANZ

Don’t let her accent fool you, American-born Ryan has worked in the Australian tech industry for more than 20 years, with 14 years at IBM and stints at CA Technologies and SAP, before joining identity management vendor SailPoint in April 2015. Channel is in the company’s DNA, says Ryan. “In the coming year my primary objective is to increase SailPoint’s partner attach rate to 100 percent.”

Seagate TechnologyMark OhChannel manager

Oh manages the LaCie and Seagate brands within this diverse storage multinational. The flash storage maker recently underwent a rebrand and marketing push with the ‘Guardian’ series aimed at three different market segments: desktop and gaming, NAS and surveillance. Oh has been with the vendor for almost six years, having joined from Ingram Micro in 2011.

SanDisk Simon WilliamsCountry manager & channel director ANZ

Significant change continues at SanDisk following its US$19 billion acquisition by storage giant Western Digital in October 2015. “SanDisk’s channel for SSD and PCIe flash has been through the server OEMs. It’s a great market,” says Williams. “The channel will start seeing more exciting SanDisk branded solutions this year, particularly with the release of 3D NAND.”

SageMichael WilliamsonPartner sales manager

A career at successful homegrown technology companies Empired and Pronto led Williamson to accounting software maker Sage in July 2015. “FY2016 has been a period of strong growth for Sage in Australia and during the year ahead we will introduce a new partner program that will allow Sage to further develop its channel network to jointly reach revenue growth levels.”

RackspaceStevie WalshAlliances manager

Walsh manages the relationships with Rackspace’s two major upstream partners, Amazon Web Services and Microsoft Azure. The hosting and cloud infrastructure provider has undergone a significant change in recent years in the face of competition and now positions itself as a managed service provider offering “fanatical” support for the AWS and Azure hyper-scale clouds.

CRN Channel Chiefs



ShoreTelJamie RomaninManaging director ANZ

The communications sector has been disrupted over recent years by the arrival of cloud, including Microsoft Skype for Business. Shoretel has responded with the launch of ShoreTel Connect, a platform that unifies on-premise and cloud. “We introduced a cloud UC service earlier this year with tremendous early traction and growth,” says Romanin.

SymantecTom GowerHead of channel sales

Symantec separated from its information management side, Veritas, in 2015 and this year acquired Blue Coat. Gower stepped into the channel chief role in April 2016, having spent the previous three years as the head of Symantec’s APJ service provider channel. He says the Blue Coat deal creates “an opportunity to enhance our cybersecurity pedigree”.

SimplivityPeter HillANZ channels & alliances director

Simplivity has ridden the global hyper-converged wave with great success, and that includes Australian channel expansion. “Locally we have seen steady growth in both partner recruitment with more than 50 signed partners in ANZ, as well as strong growth in sales in the region with close to 130 percent growth in bookings,” says Hill. “Our goal is to maintain a profitable channel.”

TableauSean GuillemotANZ channel manager

Business intelligence vendor Tableau counts highly specialised providers MIP Australia and RXP as some of its closet partners. Guillemot says Tableau’s “global channel strategy is to help people in new markets and industries see and understand their data. We continue growing our channel ecosystem to help organisations foster a data-driven analytical culture.”

Solarwinds MSPKris HansenMAX regional manager

Change has been a fact of life for Hansen. First, GFI spun off its MSP management platform as LogicNow in 2014. Then, in June this year, the company was acquired by Solarwinds, which merged its remote monitoring business N-able with LogicNow. “We focus on MSPs to provide easy-to-use and powerful cloud hosted tools to automate and enhance their offerings to customers.”

StorageCraftMarina YelutasSenior marketing manager

StorageCraft – and its flagship product, ShadowProtect – are well-known among resellers. For the vendor, this year has been about driving a move to business continuity-as-a-service. “Making the transition from a VAR to an MSP is not a small undertaking, so partnering with the right vendor will have a big influence on how successful a business may become,” she says.

SophosJon FoxChannel director ANZ

Fox is a familiar face to many of CRN’s readers after spending seven years at Ingram Micro, most recently as general manager of its advanced solutions group. He joined security vendor Sophos in July. “We’re 100 percent channel first, so our success is completely tied to our partners’. I’m building a profitable, solid and structured partner model to drive mutual success,” says Fox.

Tenable Network SecurityPeter RavenChannel sales manager ANZ

Raven moved across from Samsung in June, and tells CRN that “this is an important time for Tenable as we increase our focus on addressing the evolving security needs of organisations in Australia and New Zealand”. “The relationship between resellers and security vendors is critical in ensuring customers are equipped with the right security tools that meet their unique needs.”

Telstra

We want to double channel sales within four years

Charlotte SchraaHead of specialist partner channel

Australia’s largest carrier treads the line between channel-centric vendor and ICT services provider. Telstra has long had a channel play in the telco space, selling voice and data via Telstra dealers and phone shops.

Over the past two years, it has made a concerted effort to increase its relevance to IT solution providers in the field that it dubs ‘network applications and services’ (NAS). Schraa, who was appointed channel chief in September, says the team’s biggest achievement has been launching an accreditation program. “We want to double channel sales within four years.”

CRN Channel Chiefs



VeeamDon WilliamsVice president ANZ

The backup and DR vendor has had a change of partner personnel as CRN went to press, with well-known executive Peter Harper stepping into the alliances team. For the time being Williams has taken responsibility for the Australian channel. “I want to continue to accelerate the cloud business and sustain growth in the enterprise segment of Veeam,” he says.

VerizonSharmilla GosaiChannel lead

As the US-owned carrier’s fi rst channel manager in Australia, Gosai brought years of experience with Microsoft and IBM when she joined in April 2016. Speaking to CRN after the appointment, she said: “We are exploring local partnerships with resellers, systems integrators and value-added resellers to broaden our solutions and reach in the market.”

Veritas TechnologiesJanet DochertyDirector of channels

Docherty brings weighty experience to the storage and backup vendor. Her resumé includes years of experience at each tier of the channel, including Symantec, Data#3 and distributor Tech Pacifi c. “We’re actively growing our channel with a focus on high-value add and technically capable partners that live and breath a particular specialisation,” she says.

Vocus CommunicationsDan WhitfordGM wholesale

Earlier this year Vocus opened its partner program to all Australian states for the fi rst time (the program has been running in its home state of Western Australia for six years). Whitford says the company’s two main goals are “to become the world’s most-loved telco and to be one of the top 10 best places to work. We believe we have an ethos that sets us aside from your average telco.”

Xirrus Phil TarboxRegional director ANZ

Tarbox, who has been with the company since 2012, says: “Xirrus sees the market going in two directions and has partner programs for each. MSPs are using Xirrus Command Center to remotely confi gure and monitor multiple customer networks from a single pane of glass.” Meanwhile, Xirrus EasyPass is an opportunity for “traditional resellers”.

Yellowfi nLuke KnowlesChannel manager APAC

Another homegrown success story, Yellowfi n is a global business intelligence vendor with its headquarters in Melbourne. “We are growing fast and the partner channel manager role is a new one,” Knowles says. “I am looking for partners that know business intelligence and how to talk to companies about decision-making processes around their data.”

TPGKyle BuntingHead of alliances & dealers

Bunting joined TPG in 2015 after more than a decade at Dell. The publicly listed telecommunication provider has spent that past few years gobbling up smaller ISPs to become on of the largest players in Australia. Not content with acquiring iiNet in 2015, TPG went on to snap up M2, creating a monolithic carrier with a market capitalisation of about $10 billion. In its fi rst fi scal year since the iiNet deal, TPG recorded a 69 percent boost in net profi t to almost $380 million and total underlying EBITDA of $775.3 million.

UnifyLuke TaylorChannel account manager

Unify expanded its distribution roster last year, adding Distribution Central to long-standing partner CommsPlus. Since landing the role in June 2015, Taylor says: “My biggest achievement is onboarding and launching our cloud voice solution Open Scape Voice as a wholesale model through our platinum cloud partner, CloudWave.”

VMware

My ambition for the year ahead is proactive, purposeful and predictable engagement with partners

Kerrie-Anne TurnerHead of channels & general business

Turner had big shoes to fi ll when she joined the software-defi ned vendor in February, replacing well-known channel identity John Donovan. Now that she has her feet under the desk, she tells CRN her ambitions for the year ahead centre on “proactive, purposeful and predictable engagement with our partners, underpinned by delivering next-generation technologies and go-to-market models that deliver reinvention for their business and allow our partners to deliver technology innovation and transformation for their customers.”

CRN Channel Chiefs


Sponsored by HP

Channel Team viewChris HewlettCountry Business Manager, Commercial Channel

Chris is a seasoned sales leader and business executive with a wide range of experience in business planning and go-to-market strategy. He joined the company in May 2000, and has 23 years IT sales and management experience both locally and internationally under his belt, Chris brings a wealth of knowledge to his current role leading the Australian commercial channel.

Chelsea RossneyNational Distribution and Supplies Manager

Over the past 22 years, Chelsea’s progression in channel and distribution roles have been impressive, refl ecting her deep desire to make a di� erence to customers. Beginning her journey in the independent reseller community, Chelsea joined HP in April 2004 and has progressed through the rankings. Chelsea’s role requires interpretation and adaption of the global PC and print strategy for the Australian market.

Adrian Thake National Commercial Channel Sales Manager

Adrian has spent 18 years in various channel management roles in the IT&T industry, and has worked with some of the industry’s biggest hitters. Having joined HP in February 2010, Adrian says the key to his success has been the focus on developing strong relationships with strategic business partners.

What excites you about working with channel partners?Chris The partner community is a diverse group that continues to revolutionise the way we think. What excites me about working with channel partners is the wide range of knowledge and understanding we receive from our partners.

Chelsea Many channel partners have an independent structure, allowing directors to execute quickly in varying market conditions and verticals.

Adrian Channel brings a great amount of diversity, capability and scale. The diversity of the channel in Australia means we need to understand how best to support businesses that focus on SMB, education, government,

commercial and enterprise. This support isn’t just in sales, but also in all elements of their business strategy and enablement, including marketing and training.

The IT industry is very broad and many of our partners have developed key di� erentiators within their business model, focusing on key verticals, horizontals, specialisations and go-to-market o� erings.

What are your main aims for 2017?Chris A key aim for us will be to continue to amplify the voice of our partner community. The establishment of our Partner Advisory Council gives us the opportunity to connect with our partners to discuss how we can continue to partner seamlessly. Pairing our technology with our partner’s capability to deliver a fantastic outcome for our collective customers is a fundamental focus for us in 2017.

Chelsea I’m looking forward to refi ning the HP value proposition and working with our key distribution partners in order to grow and service the broad-base market.

Adrian I see a need for the HP channel team to work more closely with our partner community to ensure we have a greater alignment with our joint strategy. To deliver value to our channel, we need to align with our key partners on the opportunities and capabilities that each of our businesses can bring to the table.

What do channel partners want?Chris Specialisation and collaboration. As the channel continues to expand, being aligned is fundamental to the success of our partners and to HP overall.

Chelsea First and foremost, they want their feedback to be heard and considered. Our partners are looking at both front-end and back-end profi tability from a vendor partnership.

Adrian The channel has always been straight on what they require from HP as their key vendor. They want specialised o� erings and programs from HP that support their diversity and capability with easy to understand rebate programs.

Today’s workforce is continuing to evolve in the way in which we do business. Ensuring that we are armed with state-of-the-art technology is fundamental to HP.

In the past 12 months, the ‘new HP’ has emerged as a nimbler, forward-thinking IT company, which continues to engineer products to match the professional and personal needs of our consumers.

No matter where you work, or what your chosen profession is, HP continues to engineer experiences that amaze through cutting-edge technology. If you would like to fi nd out more about HP, please contact an eligible HP reseller or distributor using the code ‘CRNChannelChiefs’. hp.com/au�

Chris Hewlett

Chelsea Rossney

Adrian Thake

The ‘new HP’ has emerged as a nimbler, forward-thinking I T company

047_OCT16_354_CHANNEL CHIEF VIEW_HP.indd 47 9/30/16 5:18 PM


COMPANY NAME / JOB TITLE STATE PAST EMPLOYERS CATEGORY

Lexmark International Amin Kroll Manager, channel & alliances NSW Hostway Corporation, Netregistry Printing

LiveTiles Owen Brandt Vice president, APAC NSW Sitecore, OpenText Software

Megaport Gavin Smithen Ecosystem director NSW Dell, Lenovo, ReachLocal Telecommunications

Microsoft Philip Goldie Director, partner business & development NSW Nortel, Alteon Websystems Cloud // Software

MobileIron Peter Athanasiou Director, channels & alliances APAC NSW Telstra, Nortel Networks, OKI Security

NCR Corporation Shane Bedford Channel sales director APJ QLD Vodoke, Docomo Intertouch, Konica Minolta, Ingram Micro Enterprise hardware

NetApp Neville James Director channel & enablement ANZ NSW Citrix, Nortel Storage

Netgear Domenic Torre Sales manager, commercial business unit Yes D-Link, SMC, Logical Solutions Networking

Netscout Matt Foster Channel account manager VIC CommsForce, Celemetrix, NetTest Security

NetSuite Graeme Burt Senior director, channel sales APJ NSW Software

NextDC Steve Martin Head of channels NSW Adobe, Symantec, Veritas, Novell, WordPerfect Data centre

Nimble Storage Theo Hourmouzis Director of channel sales APJ VIC NetApp Storage

Nuance Nathan Taylor Director channel & OEM APAC NSW Dematic, Nettest Software

Nutanix Niall O'Gorman Channel director ANZ NSW VMware, Avnet Technology Solutions, ITX Group Enterprise hardware

Optus James Gully Head of sales, Optus Wholesale NSW Mobil Oil Australia Telecommunications

Oracle Paul Schlawe Senior director, alliances & channels ANZ NSW Borak Montoro, Goyen Controls, Kaizen Management, KPMG Cloud // Software

Palo Alto Networks Stephen Milthorpe Director channels ANZ NSW NetApp, Sun Microsystems Networking

Pegasystems Nick Vince Channel & alliance director NSW SAP, Salesforce, VMware Software

Polycom Mark Braxton ANZ channel director NSW Collaboration

Progress Trevor Rogers Partner & alliance director ANZ VIC CA Technologies, Oracle, HP Software

Pronto Chad Gates Managing director VIC Software

Quantum Jon Tinberg Regional channel manager ANZ NSW Valorem Systems, Crosscut Bay, The Digital Marketing Agency Storage

Rackspace Stevie Walsh Alliances manager NSW Dimension Data, BMC Software Cloud

Red Hat Colin Garro Director, channel sales & development VIC Microsoft, Ceedata Systems, Adacel Communications Software

Riverbed Technology Charles de Jesus Channel director ANZ NSW NetApp, Avaya, Westcon, Optus, Nortel Networking

RSA Jonathan Christopher Head of channel & alliances ANZ NSW Azlan, Enterasys Networks Security

Ruckus Wireless David Fenner Partner account manager NSW Azlan, Enterasys Networks Networking

Sage Michael Williamson Partner sales manager NSW Empired, Pronto Software, Ernst & Young, QAD Software

SailPoint Beth Ryan Manager, alliances & channels ANZ VIC IBM, CA Technologies, SAP Security

SanDisk Simon Williams Country manager & channel director ANZ VIC PernixData, Fusion-io Storage

SAP Sumal Karu GM, global channels & general business ANZ NSW ForgeRock, CA Technologies, NetSuite Software

Seagate Technology Mark Oh Channel manager NSW Ingram Micro, Dick Smith Storage

ShoreTel Jamie Romanin MD ANZ NSW Avaya, Zultys, Matrium Technologies, Telstra Collaboration

Simplivity Peter Hill ANZ channels & alliances director QLD Hitachi Data Systems, Cellnet, Tech Pacific Enterprise hardware

Solarwinds MSP Kris Hansen MAX regional manager SA GFI Software, 3CX, Optus Software

Sophos Jon Fox Channel director ANZ NSW Ingram Micro Security

StorageCraft Marina Yelutas Senior marketing manager No Express Data, Ingram Micro Backup & DR

Symantec Tom Gower Head of channel sales NSW Verizon, MessageLabs Security

Tableau Sean Guillemot ANZ channel manager NSW Advent One, Perceptive Software/Lexmark, Autonomy, IBM Software

Telstra Charlotte Schraa Head of specialist partner channel VIC PwC, Sky Telecommunications

Tenable Network Security Peter Raven Channel sales manager ANZ NSW Samsung, Cisco (Sourcefire) Security

TPG Kyle Bunting Head of alliances & dealers NSW Dell Telecommunications

Unify Luke Taylor Channel account manager NSW British Telecom, Optus, Worldcom Collaboration

Veeam Don Williams Vice president ANZ NSW Quest Software Backup & DR

Veritas Technologies Janet Docherty Senior manager, channels QLD Symantec, Data#3, Tech Pacific Backup & DR

Verizon Sharmilla Gosai Channel lead NSW IBM, Microsoft Telecommunications

VMware Kerrie-Anne Turner Head of channels & general business NSW StayinFront, MessageLabs, Symantec Software

Vocus Communications Dan Whitford GM wholesale NSW Optus Telecommunications

Xirrus Phil Tarbox Regional director ANZ NSW Netgear, Samsung, Tecksel Networking

Yellowfin Luke Knowles Channel manager APAC NSW Ingram Micro, Nokia, Cygnett, Hitachi Software

Table CRN Channel Chiefs

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COMPANY NAME JOB TITLE STATE PAST EMPLOYERS CATEGORY

Acronis Rose Old Manager, channel business ANZ NSW Veeam, Ingram Micro Australia, Express Data Backup & DR

Adobe Brent Irwin Senior manager, partner sales & SMB NSW Express Data Software

Alcatel-Lucent Enterprise Chris Downes Channel sales director NSW Verizon Networking

APC by Schneider Electric Muralee Kanagaratnam GM, channel & alliances, Pacific NSW Adobe, Express Data, Synnex, Casio, Compaq Critical infrastructure

Apple Richard Wylie Specialist channel manager ANZ NSW Devices

Aruba David Elliott ANZ channel sales director NSW Avaya, McAfee, EMC, Nortel Networking

Autodesk Clare Wharrier Channel sales senior manager ANZ NSW Software

Autotask Adam Ross Director, APAC NSW Software

Avaya Peter Chidiac MD ANZ NSW Truphone, Veridian Solutions, eLoyalty, Nuance Collaboration

AWS Stefan Jansen Head of channels and alliances NSW Microsoft, EDS, Unisys Cloud

Belkin Damian Commane Head of channel, distribution & partners NSW Cisco, Ingram Micro, Samsung Consumer electronics

BMC Software Matt Lowe Senior partner manager NSW Software

Brocade Paul Barge ANZ manager of channels/alliances NSW NEC, Cisco, Red Hat, Microsoft Networking

Brother International Julie Woodward National sales manager, B2B channel NSW Samsung, Cisco, Belkin, Ingram Micro Printing

CA Technologies Kevin Van Gils Director, partners & alliances VIC Attachmate, NetIQ, Macquarie Telecom Software

Check Point Craig McGregor Director, channel sales NSW Symantec, Adobe, Microsoft, Sun Microsystems, Oracle Security

Cisco Jason Brouwers Director, partner business group ANZ NSW Enterprise hardware & software

Citrix Belinda Jurisic Channel sales manager ANZ VIC Hewlett-Packard Software

Commvault Mark Velthuis VP indirect business APJ SING EMC, BT Global Services Backup & DR

Concur Technologies Murray Warner Director, channel partnerships ANZ NSW Seeker Software Software

CyberPower Systems Shannon Dowden Regional sales manager QLD Belkin, Samsung, Microsoft Critical infrastructure

Datto James Bergl Sales director ANZ NSW N-able Technologies Backup & DR

Dell-EMC Mark Fioretto GM service providers, systems integrators & alliances NSW Citrix, Nortel Networks Devices // Ent. hardware & software

Dell-EMC Geoff Wright GM ANZ channels & alliances NSW Channel Enablers, Microsoft Devices // Ent. hardware & software

Dropbox Greg Kieser ANZ head of partner sales NSW Infor, AWS, IBM, Novell, Express Data Cloud

Eaton Gordon Makryllos MD & chief channel officer NSW Orange, Schneider Electric, Telstra, Polycom, IBM Critical infrastructure

Emerson Network Power Mo Kandeel Channel director ANZ NSW Lexmark, Dell, Targus, Acer Critical infrastructure

Equinix Glen Hastings Channel director Australia NSW NextDC, Access Networks & Communications Data centre

ESET Softwate Gerard Nunez National channel manager NSW WhiteStone Technology Security

Extreme Networks Yvette McEnearney Channel accounts sales manager ANZ NSW Avaya, Frontrange, NEC Networking

F5 Rodney Thorne Senior sales manager ANZ, partners & alliances NSW Motorola Solutions, Ingram Micro Security

FireEye Sean Kopelke Director, channel & commercial sales ANZ NSW Symantec, Veritas Security

Forcepoint Phon Kounlavongsa Channel account manager NSW Juniper Security

Fortinet Genevieve White Channel sales director NSW F5 Networks, IBM, Lexmark, DEC Security

Fuji Xerox Printers David Borg GM channels, Asia Pacific operations NSW IBM Australia Printing

Fujitsu Bert Noah National sales manager, Fujitsu products NSW Acer, Dell Devices // Enterprise hardware

Gigamon Mark Spencer Channel account manager ANZ NSW Trend Micro, RSA,, Websense, Symantec, Express Data Security

Hewlett Packard Enterprise Christopher Trevitt Director, partner sales NSW EMC, IBM Enterprise hardware & software

Hitachi Data Systems Phil Teague Director, industry & alliances solutions ANZ NSW RSA, EMC Enterprise hardware

HP Australia Chris Hewlett Business manager, commercial channel VIC Leading Solutions, Microarts Devices // Printing

Huawei Technolgies Leo Lynch Channel sales director, enterprise business group NSW IBM, EMC, HP Networking // Ent. hardware

IBM Rhody Burton Director of global business partners NSW SAP, VMware, Business Objects Cloud // Software

Intel VR Rajkumar Channels director ANZ NSW Devices // Microprocessors

Intel Security Luke Power Channel director NSW Microsoft, Cisco, Nortel Networks, Avaya Security

Interactive Intelligence Michelle Marlan Senior director, client & channel success, ANZ/Japan VIC CallTime Solutions, Spirit Telecom Collaboration

Juniper Networks Darrin Iatrou Area partner director VIC Avnet Technology Solutions Networking

Kaspersky Lab Rebecca Nguyen Enterprise sales manager VIC WiseTech Global, VTech, Optus Security

Kemp Technologies Luke Holland Channel manager ANZ NSW Webroot, Applaud IT, Insight Networking

Konica Minolta Eric Holtsmark GM channel partners NSW EFI, Fuji Xerox, Xerox Corporation Printing

Lenovo Margrith Appleby ANZ channel director NSW HP, DEC, Compaq Devices // Enterprise hardware

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