3. INTRODUCTION
Anatomy of an Influencer
Influence is defined as someone or something that is inspirational, stimulating, impactful and
powerful. When Channelnomics conceived of the Influencer of the Year awards, our intent was to
recognize the channel’s most influential people and companies of 2011 and, in a bit of forecasting,
pick the potential influencers of 2012.
The channel is full of leaders, people and companies that attained their “influence” through
position, title and market size. It’s too easy to call every “vice president of channels,” big vendor or
large integrator influential. Oftentimes, such influence quickly evaporates as soon as the title and
position are removed.
No, what we wanted was those special people and companies that earned their influence through their deeds and
actions. In practical terms, this assumes a level playing field. Through the prism of Channelnomics, even the smallest
solution provider or field channel account manager could earn honors as a influencer.
Likewise, influential doesn’t always equal good or positive. Companies and people can “influence” the community
through their failures and shortcomings, mismanagements and poor decision making. Companies made earned
Influencer honors not for what they did right, but for how their failings inspired others to do differently.
We didn’t pick the Influencers by chance, and nor were they selected because of relationships or business affiliations.
In other words, the Influencer Awards isn’t a “pay for play” program. We sought the nominations and counsel of
Channelnomics readers. We received scores of nominations from our readers. Many nominees were emphatically
supported, receiving multiple nods.
We safeguarded against campaigns to influence award outcomes by taking our reader nominations, infusing
suggestions of our own and handing it all over to a blue-ribbon panel of agnostic channel experts. Through compilation
and normalization of their picks did we arrive at our final list of award winners.
To further safeguard the integrity of the awards, we didn’t publicize specific categories. It wasn’t until we reviewed the
totality of the nominations did we determine categories. What we didn’t want was to be forced to pick a winner if a
particular category didn’t have nominees or people worthy of the distinction.
In the end, we selected top influencers and ones to watch in 15 categories, including the auspicious “Channelnomics
Influencer of the Year.” Because no list or awards is ever really complete, we added a “notables” category in which
we recognized the efforts, achievements and influence of those vendors, solution providers, distributors and channel
supporters who didn’t make the final cut for awards.
We know we missed a few deserving people and companies. No awards or list is perfect. Whatever imperfections the
Channelnomics Influencer Awards may have, there’s no disputing that the winners and up-and-comers are truly worth of
recognition for their deeds that sway the strategic, tactical and operational trends of the channel.
Lawrence M. Walsh
President & CEO, The 2112 Group
Editor-in-Chief, Channelnomics
5. 5
MARK HURD, CO-PRESIDENT, ORACLE: Hurd is making a
difference. He’s the agitator in the HP-Oracle feud, but also
the force behind the Oracle hardware evolution. Watch Hurd
continue to build the channel organization under Judson Altoff
and newcomer (and HP defector) Tom LaRocca.
JON ROSKILL, WORLDWIDE CHANNEL CHIEF,
MICROSOFT: After 18 months in the job running Microsoft’s
channels, Roskill has proven himself an adept channel leader
and driver of new initiatives. He’s got a big agenda ahead of
him in mobility, Windows 8 and cloud computing.
SCOTT BARLOW, VICE PRESIDENT OF SALES AND
MARKETING, REFLEXION: Reflexion is a small but rapidly
growing email security company, and its success is due in large
part to Barlow’s tireless efforts in evangelizing to the channel.
He’s not monolithic; he contributes his time and insights to
numerous channel working groups and research efforts.
He’s an up-and-coming industry leader.
RANDY COCHRAN, VICE PRESIDENT, AMERICAS
CHANNELS, SYMANTEC: Cochran has emerged as a driving
force behind specialization in the channel. Through the program
he’s developed at Symantec, he’s proving the benefit of
partners specializing and influencing scores to adapt to
a more focused model.
ALEX ROGERS, CHARTEC: When you think about hardware-
as-a-service, you think of Alex Rogers. He didn’t invent the
model, but he’s made it practical for hundreds of solution
providers. He’s extended his influence though investments in
training programs that strengthen HaaS providers.
RAJU CHEKURI AND JUSTIN CROTTY, NETENRICH:
The CEO and general manager, respectively, are emerging
as the driving force behind the next generation of managed
services. NetEnrich is taking hosted NOC to a new level by
encouraging MSPs to offload their routine tasks and focus
on developing advanced services. Chekuri and Crotty are the
architects of that vision.
MARK CATTINI, CEO, AUTOTASK: Over the past year, Cattini
has transitioned from CEO-in-waiting to master of the Autotask
domain. He’s reshaping the company for the post-Godgart era
and has big plans for international growth.
CHRIS O’MALLEY, CEO, NIMSOFT: O’Malley has big plans
for the next evolution of Nimsoft, wanting his MSPs and users
to transform themselves into value service providers. It’s not a
unique vision, but O’Malley is one of the loudest voices in this
managed services evolution.
FERNANDO QUINTERO AND ALLISON HARABIS, MCAFEE:
As head of channels sales for the Americas, Quintero can take
credit for turning around the McAfee channel and invigorating
partners to reach for new heights. His right-hand person and
behind-the-scenes player is Allison Harabis, who makes
much of Quintero’s vision become reality. The pair makes
a dynamic duo.
MARK ENZWEILER, VICE PRESIDENT OF GLOBAL
CHANNELS, RED HAT: A veteran IBMer, Enzweiler is proving
at Red Hat what a small, focused channel can do with open-
source software. The Red Hat channel, under his direction,
is growing and prospering by concentrating on the value and
recurring engagements with customers.
MOTOROLA SOLUTIONS: After breaking away from its
consumer division, Motorola Solutions is emerging as the
major force in enterprise mobility and mobile computing It released
its first ruggedized tablet in 2011 and has plans for expansion into
services and cloud computing. Motorola Solutions could be the
blueprint for the enterprise tech vendor of the mobility era.
ONFORCE: OnForce revolutionized the exchange of service
labor capacity through its marketplace. It evolved itself in an
alliance with Apple to bring channel professional services to
Mac small-business users. OnForce continues to push the
boundaries of channel services and is the benchmark for all
companies of its kind.
TOM GALL, VICE PRESIDENT OF SALES, XEROX; AND
JESS TROTTER, VICE PRESIDENT OF U.S. CHANNELS
AND SMB SALES, OKI DATA: If there will be two leaders in
managed print services, it will be Gall and Trotter. The two are
doing more to push the model and gain widespread channel
adoption than anyone else in the print business (Scott Dunsire
at HP could be the third). With their efforts, managed print may
finally become a reality.
THE VENDORS
Vendors are the driving force in the channel. They make the products, create the services, provide the training and invest in the
marketing that enables the channel to thrive. These people and companies have a tremendous influence on the channel, and will
continue to do so in 2012. (They are listed in no particular order.)
6. 6
STEPHEN DIFRANCO, GENERAL MANAGER, HP’S
PERSONAL SYSTEMS GROUP: When HP went into free-fall
last year, it was DiFranco who pushed up against the HP channel’s
foundation walls to keep them from crumbling. His candor in
explaining the HP situation was refreshing and reassuring.
AMANDA JOBBINS, VICE PRESIDENT OF GLOBAL
CHANNEL MARKETING, CISCO: Jobbins is new on the
job, but has big plans for enabling Cisco partners through
continuing marketing programs. Her vision is the sustainability
of channel marketing and knowledge transference. She’s bound
to make a mark in the channel in 2012.
FRANK VITAGLIANO, VICE PRESIDENT OF U.S.
CHANNELS, JUNIPER: If there’s a grandfather of the
channel, it’s Vitagliano. He’s been around as long as the
channel and is one of the most forward and innovative
thinkers in the industry.
LENOVO: The China-owned PC-maker has rebounded to
become a significant and growing player in PCs and tablets. It’s
aptly managed its channels to drive sales and expand market
share. All indications are that it will continue to do more of the
same in 2012.
INTERMEDIA: Cloud computing is the rage and will continue
to be so in 2012. Intermedia is one of the vanguards in the
cloud, creating a sprawling and growing channel network for its
hosted email, collaboration and voice services.
CITRIX AND VMWARE: The future is built on virtualization,
and Citrix and VMware are the two pillars. VMware virtually
owned the virtualization market, but Citrix is coming on
strong, especially in virtual desktops. They are the driving
force in virtualiztion.
GOOGLE (ET AL): Is there anything Google isn’t doing? Cloud
applications, operating systems, security, search, notebooks,
mobile operating systems and soon tablets. When Microsoft
was fighting its antitrust lawsuits, it always said it could be
disrupted by an innovative company. Google is that company.
SAMSUNG: Coming on strong in smartphones, tablets and
computers is Samsung. Where all of the attention goes to HP
and Dell, Samsung is making big inroads with its innovative
products. Expectations are for it to continue expanding in
new technologies.
RIVERBED: The cloud and enterprise require rapid
applications. Riverbed’s advanced WAN optimization products
and services are ensuring high performance in the cloud era.
JEANINE EDWARDS, DIRECTOR OF COMMUNITIES,
CONNECTWISE: It’s hard to ignore Edwards, a boundless
promoter of all things ConnectWise throughout its “IT Nation.”
She stands as an example of what a partner advocate should
be at a vendor.
AVNET: Under the able leadership of Phil Gallagher and
Jeff Bawol, Avnet is doing more and more to enable solution
providers for new opportunities in technologies (e.g., cloud
computing) and verticals (e.g., health care) through its solution
paths programs.
KIRK ROBINSON, VICE PRESIDENT OF SALES,
INGRAM MICRO: Robinson is an icon in distribution.
He’s leading the charge in several initiatives that will open
new opportunities for solution providers in the coming year.
DAN SCHWAB, CO-PRESIDENT, D&H DISTRIBUTING:
In the SMB market, no distributor has more channel influence
than D&H Distributing and its chief evangelist, Dan Schwab.
SMB will continue to be a major focus, and D&H will be at
the vanguard.
SCANSOURCE: When it comes to mobility and niche
technologies, few distributors do it better than ScanSource.
It’s a leader in POS systems and is enabling solution providers
to capitalize on opportunities in networking, video and
physical security.
THE DISTRIBUTORS
Distributors sit at the crossroads of vendors and solution providers. Vendors rely on them to provide supply-chain logistics and
channel enablement. Solution providers look to distributors for product, training, marketing and credit services. These distributors
stand out among their peers.
7. 7
MIKE SEMEL, BUSINESS CONTINUITY TECHNOLOGIES
AND COMPTIA SECURITY COMMUNITY: Semel is a tireless
advocate for backup and disaster recovery services. As chair
of the CompTIA Security Community, he’s working to develop
programs and guidance that get solution providers thinking
differently about backup and security awareness.
DAVE SOBEL, FREE AGENT FORMERLY CEO OF EVOLVE
TECHNOLOGIES: Sobel is well-known in the channel for his
own business, Evolve Technologies, his status as a Microsoft
MVP and his couching through HTG Peer Groups. He sold his
business and is now a free agent, but plans to continue his
channel advocacy.
JERE BROWN, AMERICAS PRESIDENT, DIMENSION
DATA: For the leader of a multi-billion-dollar integrator, Brown
is a down-to-earth guy who believes in cultivating the next-
generation of channel leadership. In his spare time, he’s
working to impart his experience to up-and-coming solution
providers.
RICK MARCOTTE, CEO OF DLT SOLUTIONS: In the
government channel, few are doing it better than DLT. Under
Marcotte’s leadership, DLT is investing in new technologies,
market development and customer education. The result is a
spectacular and consistent growth in revenue.
TIM HEBERT, CEO OF ATRION NETWORKS AND
PRESIDENT OF 1NSERVICE: Hebert is a big thinker. He’s
a motivational speaker, a methodical manager and teacher
of management strategies to peers. Few in the channel can
match Hebert’s insights. He’s not selfish, either. He shares his
views and knowledge with his peers in 1nService and his Tech
Collaborative in Rhode Island.
HARRY ZAREK, CEO OF COMPUGEN: Under Zarek’s
leadership, Compugen is undertaking an ambitious
transformation to morph the giant integrator into a cloud
services and enablement company. He is deftly working
with vendors such as Cisco to gain access to resources to
accelerate this transformation.
BEST BUY: Retail is dying under the competitive weight
of the Internet. Best Buy is looking to avoid the fate of its
rivals Circuit City and CompUSA by entering B2B services,
particularly with the acquisition of MindSHIFT. Best Buy could
reshape the managed services landscape.
TOMMY WALD, CEO, AND CAREY BALZER, PRESIDENT,
WHITE GLOVE TECHNOLOGIES: White Glove is a managed
service provider on a mission to corner the Southwest market
through an aggressive and calculated acquisition strategy.
It is a true example of how M&A should be done.
KEVIN MCDONALD, VICE PRESIDENT, ALVAKA
NETWORKS: When it comes to regulatory compliance,
few know the depth and breadth of the laws better
than McDonald. He is a walking encyclopedia of
regulatory compliance.
JOHN CONVEY, VICE PRESIDENT OF VENDOR
RELATIONS, DENALI ADVANCED INTEGRATION:
When it comes to understanding vendors and managing
expectations, Convery is in a class of his own. He’s a
staunch advocate for what’s possible in the channel and
educates up to vendors.
THE SOLUTION PROVIDERS
Remarkably, few solution providers were nominated for the Channelnomics Influencer Awards, a reflection of how the industry
often looks up to vendors first for direction rather than horizontally to peers. These solution providers are worthy of following
for the efforts they lend the channel community.
8. 8
HARRY BRELSFORD, SMB NATION: What can you say about
Brelsford? From his fortress of solitude in the Pacific Northwest,
he captains a network of solution providers that are traditionally
under-served and under-recognized. His efforts have elevated
this group and made his SMB Nation a must-have resource
for vendors.
JOE PANETTIERI, THE VAR GUY AND MSPMENTOR: If
there’s a pied piper of the channel, it’s Panettieri. His VAR Guy,
MSPmentor and Talkin’ Cloud sites are must-reads for anyone
in the channel. Few have their fingers on the pulse of what’s
happening better than Panetteiri.
MARIE ROURKE, WHITE FOX PR: No one – and we mean
no one – does channel public relations better than Rourke
(formerly Meoli). She knows everyone in the channel,
cultivating relationships with vendors, distributors, solution
providers and media to ensure consistent and clear channel
communications. She’s simply the best.
TIFFANI BOVA, GARTNER: Analysts don’t pay enough
attention to the channel. Gartner and Tiffani Bova are the
exception. She’s the only channel analyst with operational
experience, having run channels at Gateway. She’s a true
channel advocate and really knows how to cut through
the fog of channel trends.
LANE SMITH, 4PROFIT: After selling his MSP business, Smith
landed at 4Profit, where he will join Larry Keslin in evangelizing
channel best practices to solution providers. Lane is a smart
guy with great insights. He’s going to make a mark for sure.
DIANE KRAKORA, AMAZON CONSULTING: A fixture in
channel consulting services is Krakora. She’s defined the channel
consulting model with Amazon. She influences vendor policy
and program management more than some solution providers.
PAUL DIPPELL, SERVICE LEADERSHIP: How do you
know if you’re a productive solution provider? Dippell knows.
Through his proprietary index, Dippell practically invented
what it means to measure and compare solution providers.
GARY PICA, TRUMETHODS: How should managed services
work? How can MSPs grow? That’s the main concern of Pica
and his TruMethods. A former MSP himself, Pica imparts his
experience and proven methodologies to solution providers
around the country.
KHALI HENDERSON, CHANNEL PARTNERS MAGAZINE:
Mobility and telephony services are of increasing importance
to the IT channel. No one in the media has a better feel for that
market than Henderson, whose publication is the bible of the
telephony channel.
ROBIN ROBINS: When you say channel marketing, you might
as well say Robin Robins. Her training services and marketing
resources have defined solution provider marketing for a
generation. She continues to stand at the forefront of instilling
marketing among smaller partners.
TODD THIBODEAUX, COMPTIA: While we gave the influencer
nod to CompTIA’s Nancy Hammervik, we would be remiss if
we didn’t recognize CompTIA’s CEO, Todd Thibodeaux. He
continues to drive CompTIA to new heights and is the architect
of a vision to make CompTIA the default resource of the
channel. Without Thibodeaux, CompTIA wouldn’t be what it is
and what it is becoming.
THE CHANNEL SUPPORTERS
Too often, channel awards and recognition lists overlook people who work tirelessly in support of vendors, distributors and
solution providers. They are members of the media, consultants, channel services and analysts. These people stand out among
the channel supporters.
9. 2011 CHANNEL INFLUENCERS
ONES TO WATCH
IN 2012
ASSOCIATIONS/CHANEL GROUPS MOBILITY STORAGE DISTRIBUTION
EUROPE VOICE AND DATA NETWORKING CHANNEL BUSINESS SYSTEMS
SECURITY CLOUD COMPUTING MANAGED SERVICES
10. 10
ONES TO WATCH IN 2012: ASSOCIATIONS/CHANNEL GROUPS
NANCY HAMMERVIK, COMPTIA — Since joining CompTIA last year, Hammervik has shed her
tenure as head of events at UBM Channel (formerly Everything Channel and XChange). She has
already made a strong impression on the industry, making CompTIA more approachable and infusing
new ideas into the industry’s largest trade association. A year isn’t much time to get things done, so
we’ll be watching to see what impact Hammervik has on the channel as she continues to immerse
herself in the CompTIA role.
CHANNELEYES — Bob Godgart’s social media endeavor is getting much attention and is slowly
becoming more accessible and public. Announced in September 2011, ChannelEyes is billed as
the first and only exclusive social network for the channel. While there are those who doubt its
need and viability, ChannelEyes does have promise. It could, if successful, change how the channel
communicates and interacts.
ONES TO WATCH IN 2012: MOBILITY
MICROSOFT & GOOGLE — Google is fast becoming the leader of the mobility market by pure
share. Its Android operating system is already the most popular and bestselling on the market.
And Google is looking to introduce its own integrated tablet and start leveraging mobility assets
gained through its acquisition of Motorola Solutions. Microsoft’s poor mobility track record could
be reversed in 2012 with the revival of Windows Phone 7 – through its Mango edition – and the
introduction of Windows 8, around which manufacturers have already committed to building tablets.
Microsoft will also start pressing its alliance with Nokia in the coming year to spark its smartphone
business. While neither will threaten Apple’s total dominance in the market, they may influence a new
class of mobility solution provider.
ONES TO WATCH IN 2012: STORAGE
DAVID ROBERTS AND CA TECHNOLOGIES — David Roberts, best known for his stints in the
security channel at Websense and McAfee, is now heading up channel efforts at CA Technologies’
ARCserve storage and backup division. He’s been on a whirlwind from the start and has already
overseen the launch of ARCserve cloud backup, a service that will eventually find its way into
the channel. Roberts is always on the movers and shakers lists, and 2012 could be the year he
transforms the CA ARCserve channel with greater cloud capabilities and partner reach.
ONES TO WATCH IN 2012: DISTRIBUTION
JOE QUAGLIA, TECH DATA — As head of marketing at Tech Data, Joe Quaglia has tremendous
influence and direct control over the programs and initiatives that drive solution provider business. In
the past year alone, Quaglia and Tech Data have launched Stream One, a software licensing service
that makes it easier for solution providers to engage in software sales and support. They also launched
TDCloud, a training and support program for solution providers looking to enter the cloud. And, it’s at
the vanguard of the mobility revolution by launching a program with RIM to sell smartphones, carrier
services and applications through the channel. Quaglia is intimately involved in these and many more
programs designed to make the world easier and more productive for solution providers, which makes
him one to watch in the coming year.
11. 11
ONES TO WATCH IN 2012: EUROPE
JASON BEAL, INGRAM MICRO EMEA — In the U.S., Jason Beal is known for his sales role in Ingram
Micro’s services program. Last year, Beal accepted a new challenge: heading up services in Ingram’s
EMEA region. He immediately discovered that the European channel is fractured and behind in cloud
computing adoption. To remedy this problem, Beal launched the Channel Transformation Alliance,
a European-focused effort to educate solution providers abo ut cloud computing and provide best
practices for adoption and business development. It’s an ambitious program that aims to provide
local-language information, content and training – a tall order in Europe. If successful, Beal and the
Channel Transformation Alliance could accelerate cloud adoption across Europe and spread its
methodologies around the world in 2012.
ONES TO WATCH IN 2012: VOICE AND DATA NETWORKING
DELL — No longer content to play only in the PC market, Dell expanded this year into networking
by acquiring Force10 Networks. It’s already showing signs that it’s going after Cisco and other
networking vendors by trying to compete on price and quality. Dell has some challenges ahead in its
networking ambitions: Force10’s products are good, but they don’t cover the spectrum to compete
against the likes of Cisco, Juniper Networks and Hewlett-Packard. Nevertheless, Dell will make a lot
of noise in 2012, which will influence many resellers and buyers.
BARBARA SPICEK, BROCADE — As global vice president of channels at Brocade, Barbara Spicek
wields influence over thousands of voice and data networking resellers in her channel program.
What makes Spicek stand out is her rational approach to channel management and focused
plans for expansion. Under her direction, Brocade is undertaking an aggressive realignment of its
channel designed to reward top-performing partners and entice others away from Cisco and other
networking vendors. Her pragmatism is refreshing and infectious, and could make her one of the big
influencers in 2012.
HUEWAI TECHNOLOGIES — This company cannot be underestimated. In 2011, it formally launched
a channel program in the United States for its voice and data networking products. It also bought out
Symantec from its joint venture, Huawei Symantec, and gained full control of the channel already built
to sell networking, storage and security appliances. Cisco’s John Chambers calls Huawei the biggest
strategic threat facing his company – that’s a pretty strong endorsement of a company’s influence. It’s
definitely one to watch in 2012.
ONES TO WATCH IN 2012: CHANNEL BUSINESS
SPICEWORKS — It’s hard to pin Spiceworks down in any one particular category. It’s a technology
company that operates as a media company with the flavor of a social network. In 2011, Spiceworks
complicated its identity further by adding eCommerce to its portfolio. Its development of request-for-
quote applications, shopping cart functions and expanded marketing resources is rapidly transforming
Spiceworks from an IT tools company supported by advertising sponsorships to the facilitator of
commerce between end users and vendors, and vendors and solution providers. The evolving
capabilities could reshape Spiceworks into a next-generation channel partner – one that has full visibility
into marketplace activity, the ability to touch customers and partners quickly, and the capability to
facilitate communications and commerce.
12. 12
ONES TO WATCH IN 2012: SYSTEMS
HEWLETT-PACKARD — Hewlett-Packard is slowly but steadily leaving its troubles behind. With
management issues mostly resolved and its portfolio stabilized, HP is turning its attention to the
future – and that future is built mainly around integrated systems. While HP is pushing the breadth
of its portfolio, encouraging partners to sell its switches, servers and storage – as well as emerging
software offerings – HP acknowledges that its strength is in the solutions built through attached
sales. And, HP admits much of its business comes from one product dragging another into a
deal – such as servers prompting customers to buy switches. While Dell harbors similar ambitions
to compete with IBM in the systems market, HP has the muscle and is already a contender. As it
emerges from its Apotheker fog, HP could make serious inroads in the systems channel in 2012.
ONES TO WATCH IN 2012: SECURITY
STEVE HALE, SOPHOS — Steve Hale joined Sophos last year at an opportune time. The security
software vendor’s channel network had been aptly managed by a team following the surprise
departure of long-time channel chief Chris Doggett. It was picking up momentum when Sophos
acquired Astaro and began its first foray into hardware (Astaro is a specialist in unified threat
management appliances). Then came Hale. He inherited the challenge of integrating two distinctly
different channel programs that offered different products. The combined Sophos-Astaro company
essentially doubled its competition, as it now rivals all the antivirus (Sophos, McAfee, Kaspersky,
Trend Micro) and UTM vendors (SonicWall, Fortinet, WatchGuard). Hale has a monumental task and
opportunity ahead, making him one to watch.
SOURCEFIRE — In enterprise security, SourceFire is well-known for its intrusion prevention systems
built on the legacy of the open-source Snort network sensor. As 2011 came to a close, SourceFire
released its first next-generation firewall that includes next-generation intrusion prevention. The
modifying adjective “next-generation” may seem overused, but it is already catching on with other
security vendors when it comes to the next iteration of IPS products. SourceFire may prove a significant
challenger in the next-gen firewall market and change the dynamics of an already volatile market segment.
GARY FISH, FISHNET SECURITY AND FIREMON— When it comes to security solution provider
executives, few are mentioned as often or with the reverence of Gary Fish, founder and CEO of
FishNet Security. In 15 years, he went from a startup security reseller to one of the largest (if not
the largest) security integrators in North America. The proceeds and technology development
investments from FishNet led to the creation of FireMon, a security vendor specializing in risk
management and firewall ruleset administration. He has the ear of virtually every significant security
vendor CEO and is on the short list of every security vendor trying to break into the market. FishNet’s
recent acquisition of Logic Trends not only strengthens the company’s security portfolio, but puts it
in a position to break the $500 million revenue mark in 2012. Fish’s continued success makes him
one to watch in 2012 and beyond.
ONES TO WATCH IN 2012: CLOUD COMPUTING
CLOUD SHERPAS — Cloud Sherpas is literally changing the rules for what it means to be a reseller.
A premier Google Apps partner, Cloud Sherpas is a reseller, integrator and distributor. It’s built a
growing empire on the notion of providing professional and add-on services to the Google services
portfolio, thus extending the value to second-tier resellers and, ultimately, end users. And this
company is expanding rapidly, buying complementary businesses in Pacific markets to extend its
reach globally. Cloud Sherpas is showing the rest of the channel how to make money and build a
thriving business on applications that many consider too low margin to resell.
13. 13
ONES TO WATCH IN 2012: CLOUD COMPUTING (CONTINUED)
CA TECHNOLOGIES AND IBM — The two tech titans have done battle in the mainframe market for
decades. Now they’re on a course to clash again in cloud computing. Both vendors have virtually
mirror cloud management portfolios, as well as channel engagement models. They’re each targeting
“valued” service providers that can leverage their respective technologies in the development
and delivery of cloud services. And they’re each offering channel partners significant support in
developing cloud services and go-to-market strategies. CA and IBM will be the catalyst for the next
stage of cloud development among service providers.
BOX — In the emerging file synchronization market, Box (formerly Box.net) has the edge in the
channel. Like its rivals – Dropbox, SugarSync, etc. – Box started primarily as a direct company, but
has been steadily building a channel program and adding partners. In 2011, it received $85 million
in fresh funding to fuel business development, and channel is a large part of the plan. Box could
be a significant influencer in cloud computing and how cloud services add value to conventional IT
products, such as tablets and PCs.
ONES TO WATCH IN 2012: MANAGED SERVICES
MICHAEL GEORGE, CONTINUUM (FORMERLY ZENITH RMM) — Michael George got more than
he bargained for when he took the chief executive job at a new managed services company, initially
called Zenith RMM. The company from which the new entity was spun off, Zenith Infotech, was in
crisis and it was spilling over. He and his team have since renamed the company Continuum, formed
a new alliance with Datto for backup services and are rapidly executing plans to grow through
partners. George and his team have a long row to hoe in 2012, but their efforts are worth watching
and, if successful, they could prove a model for how to recover and build precarious businesses.
XEROX AND OKI DATA — Channelnomics has repeatedly said that managed print services is the
technology of the future and always will be. That’s because of the repeated unsuccessful efforts
of printer vendors to seed and cultivate a channel base for what should be an extremely lucrative
service offering. While managed print continues to confound printer vendors, Xerox and Oki Data are
doubling their efforts and committing themselves to developing this service offering in the channel.
Between the two vendors’ efforts, managed print may finally take off in 2012.
GFI — The 2012 wild card in managed services is GFI, which is rapidly expanding its market share
and channel clout. It has all the elements that make for solid RMM-based managed services, and
it continues to add capabilities, such as its acquisition of Montis for cloud application monitoring
and management. There are persistent rumors that GFI wants to get into the professional services
automation (PSA) game through a major acquisition. GFI’s continued growth in managed services
could make it one of the more significant influencers in 2012.
14. 2011 CHANNEL INFLUENCERS
THE WINNERS
ASSOCIATIONS/CHANEL GROUPS MOBILITY STORAGE DISTRIBUTION
EUROPE VOICE AND DATA NETWORKING CHANNEL BUSINESS SYSTEMS
SECURITY CLOUD COMPUTING MANAGED SERVICES
15. 15
WINNER: ASSOCIATIONS/CHANNEL GROUPS
HTG PEER GROUPS & ARLIN SORENSEN (FOUNDER)
HTG Peer Groups and its founder Arlin Sorensen seem to be at the top of everyone’s list. While
there are many channel associations and industry groups to choose from, few have developed the
cache and influence of HTG Peer Groups, as evidenced by its continued development this year
under Sorensen’s skillful leadership. HTG is fast becoming a center of gravity in the channel – where
vendors test new concepts and channel programs, develop new channel partners and convey
skills to partners. Look no further than Apple tagging HTG for a pilot to develop greater mobility
capabilities through the channel. Sorensen’s vision remains relatively unchanged since HTG’s
founding: Give solution providers peer-level support and business-development guidance. While
many have tried replicating Sorensen’s model, none have achieved his results. The success of this
endeavor makes HTG the leading influencer among channel groups and associations.
WINNER: MOBILITY
APPLE & STEVE JOBS
There’s little doubt who dominates the mobility landscape: It’s Apple. Steve Jobs changed the
world in 2007 with the introduction of the smartphone, and he and Apple have since extended their
leadership in 2010 with the introduction of the wildly successful iPad. But what really makes Apple
influential is the continuing impact of these innovative products on the rest of the market. Apple
inspired HP on its ill-fated journey with the TouchPad; it caused Samsung and Acer to rethink their
tablet strategies, and it pushed Microsoft to develop Windows 8. Now, this influence is extending
into the channel as Apple develops its own partner program, and rivals are looking to the channel
to extend their mobility capabilities. While there are many contenders in the mobility market, it’s
hard to imagine anyone knocking off Apple – or the late Steve Jobs – as an influencer for the
foreseeable future.
WINNER: STORAGE
JULIE PARRISH, NETAPP AND LEONARD IVENTOSCH, EMC
When it comes to the storage channel, few executives have the cache or experience of Julie Parrish
and Leonard Iventosch. Parrish, now in her third year as head of global channels at NetApp, is one of
the most dynamic and influential channel leaders in the industry. In storage, though, she has proven
herself most effective in maintaining a strong core value proposition with partners on conventional
storage infrastructure and services, while simultaneously pursuing new cloud models with service
providers. Part of her success is based on the previous program built at NetApp by Iventosch, who
now heads up channels at EMC, which bought his last employer, Isilon. Iventosch is regarded as one
of the most sound and rationale thinkers in the storage channel and has fast become the face of the
EMC channel effort. Between Parrish and Iventosch, few surpass their experience or respect in
the storage channel.
16. 16
WINNER: DISTRIBUTION
RENEE BERGERON, INGRAM MICRO SERVICES
Cloud computing is influencing the evolution of managed services, and few in the channel are
doing more to influence MSPs to think about their future in the cloud than Renee Bergeron. As
head of the program formerly known as Seismic, Bergeron has helped transform Ingram Micro’s
efforts from exclusively focused on managed services to inclusive of all hosted and supported
services. Her team has extended relationships with software, cloud and managed services
vendors to create a fabric of offerings that run the gamut of the cloud and managed services
universe. She has taken the foundation built by her predecessors, most notably Justin Crotty,
and brought Ingram services to the next level, and that is influencing the way many MSPs and
vendors are approaching the next stage of services.
WINNER: EUROPE
IAN MOYSE, WEBROOT
No one in the field of nominees received more support for the Channelnomics Influencer awards
than Ian Moyse. His supporters are enthusiastic about his commitment and contributions to the
channel through his role as director of channels for Europe, Middle East and Africa at Webroot,
a security software vendor, and his role on the governing board of Cloud Industry Forum
and board member of Eurocloud. Beyond his supporters is an impressive record of channel
contributions. Moyse is well-known in Europe for helping educate vendor peers and solution
providers on emerging opportunities in cloud computing. He’s written reports and papers on
how solution providers should engage in the cloud. And he’s lead the market by example,
earning certifications and accreditations in new fields. Moyse has truly earned the influence he
wields and is inspirational to the channel in Europe and beyond.
WINNER: VOICE AND DATA NETWORKING
ANDREW SAGE AND CISCO
The big dog is back, and it has a new master in the SMB market: Andrew Sage. Yes, 2011 will
go down as the year Cisco stumbled and started a painful recovery. After so many sojourns
into adjacent markets, Cisco admitted it over-extended and misread the market. It got out of
consumer electronics and reorganized its channel around core products and markets. That
elevated Sage to the role of leading the strategic initiatives in SMB channels. The impact of
this realignment was immediate. Partners cheered as they received the focus they wanted and
thought was needed, and competitors reeled as a refocused Cisco meant they would have
to double up their efforts. Sage had a tremendous impact by returning rationale, focused and
dedicated support to the Cisco channel that had been somewhat diluted by far-flung products
and programs. It’s easy to pick Cisco and someone like Sage as influencers, but the reality is
both earned this position in 2011 through the stumble and so far successful recovery.
17. 17
WINNER: CHANNEL BUSINESS
ARNIE BELLINI AND CONNECTWISE
Few can argue the influence wielded by Arnie Bellini and his company, ConnectWise. Over the last
decade, he transformed his managed services business into a professional services automation
software vendor and then again into a solution provider empire. A CPA by training, he leads his
IT Nation faithful by imparting true business skills and best practices to thousands of managed
service providers. Through ConnectWise Capital (his company’s investment arm), Bellini and his
brother, David, have extended their influence through the strategic alignment with complementary
companies, such as LabTech Software (RMM), Quosal (sales automation and quoting) and CharTec
(hardware as a service). ConnectWise has evolved from being a niche player in a niche market to a
gateway for significantly larger vendors to penetrate the expanding services segment, as evidenced
by the growing number of software companies making ConnectWise’s IT Nation conference a must-
attend event. In the channel today, few companies have the broad and impactful influence of Arnie
Bellini and ConnectWise.
WINNER: SYSTEMS
ANDY MONSHAW, IBM MIDMARKET
When it comes to systems in the channel, few match IBM in the enterprise. However, IBM is making
significant strides in the midmarket under the direction of general manager Andy Monshaw. Through
programs initiated by Monshaw, IBM’s midmarket channel business is finally taking root as it reaches
outside its traditional partner network to recruit resellers who can capitalize on the breadth of IBM’s
offerings unencumbered through legacy. What makes Monshaw influential is how he became the
IBM executive to finally crack the midmarket equation. He hasn’t solved it, but after years of false
starts and half-hearted company efforts, Monshaw is leading IBM into midmarket territory and
influencing partners to rethink what’s possible with systems at this level.
VCE
VCE, the joint-venture of Cisco, VMware and EMC, is a guiding force in the virtualized data center
market. While its success record is questionable and some analysts speculate whether the entity
will survive, VCE remains influential not for what it does, but for spreading the idea of easily built
and managed virtualized data center infrastructure. Yes, the channel sells servers. Yes, the channel
virtualizes servers. And yes, some will argue, the channel builds virtualized infrastructure. But VCE is
influencing how vendors create virtualized products and solutions, and how solution providers can
deliver them. In many respects, it’s the VCE model and not the technology that is most influential.
18. 18
WINNER: SECURITY
EUGENE KASPERSKY, KASPERSKY LAB
The security vendor on everyone’s watch list remains Kaspersky Lab, thanks in large part to its
founder and chief executive, Eugene Kaspersky. Kaspersky has built an impressive company and
equally impressive channel around its expanding portfolio of security products and services. The
company’s embracing of the channel has contributed greatly to Kaspersky Lab emerging from
curiosity coming out of Russia to a global contender in the security market, threatening to displace
Trend Micro as the number 3 vendor in market share. Kaspersky has built an impressive channel and
sales team – Steve Orenberg, Nancy Reynolds and Gary Abod – that supports solution providers
and drive value through the channel. But much of the credit goes to the chief cheerleader, Eugene,
who tirelessly promotes his company, products and partners to a market that’s facing ever more
powerful security threats. While Kaspersky and its channel remain small in comparison to the likes
of Symantec and McAfee, it is nonetheless influencing the conversation between security vendors
and partners, and partners and customers – thanks, again, to Eugene’s personal campaign to raise
awareness on cybercrime, hacking and malware.
PALO ALTO NETWORKS
Let’s call Palo Alto Networks the little security startup that could. After struggling in its first few years
as the pioneer in next-generation firewall technology, Palo Alto Networks found its footing over the past
two years to become a significant player in the security market. Its continued leadership position in
promoting and selling application-aware firewalls has made it a darling of the security market and
contributed greatly to its growth. And its channel-first strategy of working mostly through partners
to reach customers is making it a favorite among resellers looking for that next big thing in product
sales and services. The success Palo Alto Networks is having influences the rest of the security
market, as other vendors have followed its lead with the release of competitive next-gen firewalls.
You could say Palo Alto Networks has become the benchmark by which all other next-gen firewalls
and channel programs are measured.
WINNER: CLOUD COMPUTING
RON HUDDLESTON, SALESFORCE.COM
Cloud computing presents significant challenges to the average solution provider and independent
software vendors, chief among them economics. It’s simply expensive for either a software developer
or reseller to get into the cloud game. Ron Huddleston, senior vice president at Salesforce.com, is
working to improve the cloud economic equation by writing rules that say vendors and partners have
equal stakes in the game. Under his direction, Saleforce.com – arguably the original SaaS company
– released rules of engagement that say SFDC doesn’t make money until the partner makes money
on the cloud. It’s not the first time this concept has been brought market, but it is probably the first
implementation of a channel sales/revenue structure combined with a development platform – Force.
com – and marketing machine. Additionally, Huddleston led the charge to bring more of SFDC’s
cloud capabilities to the channel, including social communications, sales and marketing tools, and
an array of third-party applications that enhance CRM users’ experience. His efforts to create vertical
specialties around cloud initiatives is also driving SFDC partners deeper into cloud engagements in
health care, financial services and manufacturing. His vision for what the cloud could be and how to
make cloud engagements easier in the channel makes Huddleston influencing force.
19. 19
WINNER: CLOUD COMPUTING (CONTINUED)
AMAZON.COM & RACKSPACE
It’s hard to imagine the cloud without Amazon.com’s Web Services and its underlying platforms.
Amazon surprised many a few years ago when it started leveraging its sprawling eCommerce
infrastructure as a platform for hosted infrastructure and computing services. Today, Amazon.com
is the shortcut for many vendors trying to reach the cloud computing market; becoming the defacto
third-party infrastructure and platform provider. Many solution providers are looking to Amazon as a
resource for hosting their own applications for delivery as a service. Likewise, Rackspace looks like
the largest independent hosting service left as others – Savvis, Terramark – have been acquired. It
continues to bulk up its channel program to compete with the likes of Amazon and other rivals. The
two hosting services are motivating scores of other competitive offerings to approach the channel
and engage partners to reach the market, making them the chief influencers in cloud computing.
WINNER: MANAGED SERVICES
ZENITH INFOTECH
Perhaps no company in the managed services stood out more this year than Zenith Infotech –
and for all the wrong reasons. Zenith surprised the market when it sold its remote monitoring and
management assets to Summit Partners, which in turn formed a new company called Zenith RMM
(now Continuum). It then defaulted on $33 million bond payment, which caused partners to question
the company’s stability and competitors – particularly those in managed backup – to go scavenging
for recruits. Zenith’s financial issues remain unresolved and creditors have the company tied up
in courts in the company’s native India. Meanwhile, the market is using Zenith as a test for sound
business practices and financial stability. Undoubtedly, Zenith will emerge from its financial woes,
and isn’t showing signs of fading away (it expanded into Brazil after defaulting and launched a
significant channel training program). But in 2011, Zenith Infotech stood as an example of the bad
things that can happen in managed services.
DAN WENSLEY, LEVEL PLATFORMS
As vice president of partner development and marketing at Level Platforms, Dan Wensley makes
perennial appearances on many channel lists. Who are we to argue? He is one of the most influential
people in the managed services market for good reason – he is a tireless advocate of the managed
services model and promoter of managed services development. Few log as many miles, meetings
and engagements with partners on managed services as Wensley does. He understands the managed
services model better than most. He brings more complementary companies together than most. And
he’s constantly looking for ways to enhance the value of managed services through technologies,
alliances and market development. His influence in managed services is simply unquestioned.
20. 20
THE 2011 CHANNELNOMICS
INFLUENCER TO WATCH IN 2012:
DELL, MICHAEL DELL
AND GREG DAVIS
Dell would want you to think of its channel efforts as a Cinderella story, a transformation in which the downtrodden vendor with a
legacy for direct sales and channel alienation found itself the belle of the ball. The truth is more complicated: Dell’s channel journey
is more evolutionary. It was forced to adopt the channel as a means for reversing its fortunes and then had to go through the
painful and time-intensive process of learning the channel and gaining the trust of partners.
If 2011 is the year Dell turned the corner in the channel, 2012 will be its breakout year.
Where HP stumbled in 2011, Dell capitalized. CEO Michael Dell was quick to pounce on HP’s troubles. He
provided the channel with a safe haven, reassuring partners and customers of Dell’s steadfast commitment to PCs
while simultaneously developing a portfolio of enterprise infrastructure and services capabilities.
The channel listened. For the first time, Dell shed its veneer of mistrust to become a vendor that
channel partners wanted to work with instead of a supplier they had to work with. This turning point
was the culmination of four years of work to engage the channel to expand market reach and increase
commercial revenues. The payoff is seen in the numbers; Dell now has more than 100,000 partners that
contribute nearly one-third of its operating revenue.
Dell is showing no signs of slowing down. Its previous acquisitions of EqualLogic and Compellent gave
it a strong foundation in the storage market, as well as a cadre of channel partners. It’s acquisition of
Perot Systems put it in a position for enterprise professional services and outsourcing business. And its
acquisition of SecureWorks is its first real foray into security. Most significant in 2011, though, was its
acquisition of Force10 Networks, which will give it the product to take on Cisco, HP and Juniper in the
network and, ultimately, the data center.
A sign of Dell’s growing confidence in the channel is its final separation from EMC. The two companies
had been in an alliance for years. While Dell’s continued development of storage products through
EqualLogic and Compellent ultimately meant the two would part company, Dell cannot succeed
without channel partners.
At Dell’s first user and partner conference in October 2011, Michael Dell and channel chief Greg Davis went to great lengths to
credit the channel with Dell’s ongoing success and as a cornerstone to its future. They’re pleased but not satisfied with their
channel progress; it’s a sentiment shared by partners. While Dell has made tremendous strides, solution providers remain
cautious about dealing with Dell, and say Dell still has many improvements and changes to business operations to become
truly “channel-friendly.”
While Dell still isn’t the first choice for solution providers, it is less and less of an anathema to the channel. Its strategic plans for the
channel and continued transformation into a portfolio company on par with HP and IBM make Dell the vendor to watch in 2012.
22. 22
THE 2011 CHANNELNOMICS
INFLUENCER OF THE YEAR WINNER:
HEWLETT-PACKARD
AND LEO APOTHEKER
The Channelnomics Influencer of the Year is a clear choice without peer. While many companies
had an impact on the way the channel operates and how solution providers approach their
businesses, none had the profound and lasting impact on the industry in the way as Hewlett-
Packard and – in particular – former CEO Leo Apotheker.
To put it simply, 2011 was a near-fatal disaster for HP. The company started out trying to put the
ghost of Mark Hurd’s sudden and inexplicable firing behind it and launch into a bold new future in
which it would compete on multiple fronts – cloud computing, tablets, networking and, increasingly,
software. The vision for HP was a mirror of the transformation IBM undertook a decade ago, from a
hardware to a portfolio company of hardware, software and services.
Many people questioned the appointment of Apotheker to the HP helm, but the former SAP CEO was given the benefit of
the doubt as HP raced toward the launch of its TouchPad. The scope of its entry to the tablet market and the development of
WebOS as the platform gave analysts and partners hope that HP would not only take on Apple, but beat it.
Behind the scenes, though, HP was in chaos. The WebOS team was losing talent and
becoming increasingly fractured. HP was cutting corners to get its tablets launched.
And the rest of the business was under cost and performance pressures caused by the
underperforming Personal Systems Group. The TouchPad fell like lead on the market, and it
was killed by Apotheker just after six weeks after months of bluster that HP was committed
to developing its tablet and WebOS market.
HP probably could have survived the TouchPad mercy killing. After all, Silicon Valley is
replete with products launched to much hype and promise only to get discontinued after
poor sales. The market barely blinked when Microsoft killed its Kin smartphone after just 48
days on the market. It was the way that HP killed the TouchPad and shifted its strategy that
ruffled the channel and market.
Our intent with this awards program was to highlight and recognize the people and companies that have had a profound influence on the channel and
shaped the thinking and operations of channel businesses.
Truth be told, no other company had the influence or impact of our award recipient. The choice was clear based entirely on this company’s actions, the
impact that its actions, products and decision-making had on the channel, and the continuing impact it has on channel thinking.
Influencer does not mean that a person or company’s impact on the industry or channel was positive. In some cases, a winner earned the honor for their
infamy as much as their influence. And that’s part of the point – influence is something that is a result of any action that causes people and companies to
think differently, change their approach or methodology or – most significantly – strive for better.
23. 23
Apotheker didn’t just discontinue the TouchPad, but killed all WebOS devices. In the
same breadth, he announced the acquisition of enterprise search software vendor
Automony for $10 billion, a substantial premium that baffled market analysts. It was
the final announcement that threw everything off kilter: Apotheker disclosed HP was
studying the divesture of its $40 billion PC unit.
What would happen with the Personal Systems Group was a complete mystery. The
half-baked declaration sent the channel and markets reeling as the unthinkable could
happen – the world’s largest PC vendor would no longer sell PCs. The depth of this
miscalculation was seen immediately as the press pounced on the numerous potential
outcomes, partners went scrambling for alternatives and customers started rethinking
their HP infrastructure strategies.
Analysts and competitors issued reports on the implications. While Apotheker wanted to shed the high-cost business to make HP’s
books look better, he had little appreciation for the contributions PCs make in driving the sale of other products, such as servers,
storage and networking. Further, analysts said HP-sans-PCs would deprive the company of its purchasing power for components,
driving up costs. These reports only pushed partners further to reconsider their faith in HP.
Ultimately, HP decided to ditch Apotheker and keep PCs. Apotheker lasted less than one year
and was replaced by board member Meg Whitman. While Whitman is an unusual choice, too, she
immediately set out to restore stability and confidence in HP. She announced after a month on
the job that PCs would stay, she kept the Autonomy deal intact, and she jettisoned the WebOS
business to the open-source community.
Aside from all that, HP has been in a shooting war with rival Oracle and a number of former
executives. Its dueling lawsuits with Oracle over Itanium processors and software support keep
questions alive over the viability of the Intel product and its own high-end servers. And its lawsuits
against former executives that have jumped ship to Oracle and other competitors have drawn sharp
criticism; Cisco’s general counsel has called upon HP to stop suing its former employees. These
lawsuits continue to tarnish what is already a dull image.
For HP, 2011 is a year in which much damage was done. HP partners no longer hold the company in reverence in the way they
once did. The company no longer has the unquestioned trust. And, because of its precarious market position, partners are signing
up with alternative suppliers to ensure they remain stable even if HP isn’t.
The coming year, 2012, is one of rebuilding and restoration of confidence at HP. There are already numerous signs HP’s well on its
way to a comeback. It’s pushing hard into cloud computing platforms and management. It’s making big pushes in networking to
compete more aggressively with Cisco. And it will return to the tablet market when Microsoft releases Windows 8 later this year.
All said, HP is the best choice for the 2011 Channelnomics Influencer of the Year because of its poor decisions, its demonstration
of what not to do in business and its potential for comeback over the next 12 months.
