The market for dynamic application security testing market is moderately fragmented owing to the presence of global players in the market. Automating the process of testing with the integration of AI and machine learning is expected to provide a sustainable competitive advantage to the players. The required high investment and technology are significant barriers to the entry of new players in the market.
Vice President, GTS Channels, Alliances, MidmarketIBMYears in position: 3Years in channel: 7Highlights: Bell introduced a managed cloud services portfolio for IBM partners to resell (tier-one and distributors) and helped partners identify opportunities for complementary services offerings that extend client value and expand margin. She continued to strengthen services channels programs with a new top partner management system and new enablement and business development programs.Goals: Bell aims to drive services partnership growth and market expansion with focused enablement and prioritized partner offerings. The goal is to integrate partners into the fabric of IBM's services business.
WhiteHat Security expands presence and product offerings into the Australian market
Download: https://urluso.com/2vFLKh
Federal Strategic Alliances Manager., HP SoftwareHewlett-PackardYears in position: 4Years in channel: 4Highlights: Burgess has had a busy year building and nurturing the company's federal partner ecosystem. Beginning with less than a handful of partners, Burgess has leveraged 13 years of industry expertise and relationship management skills to build a federal channel that now encompasses more than 20 highly productive, strategic resellers and value partners that thave more than doubled revenue derived from the channel.Goals: Burgess' mantra for the coming year is more of the same--she intends to continue generating strong quarterly revenue growth via partners and exceeding annual targets by increasing the sale of HP education/training and enterprise security products in the federal space; leveraging HP's most recent acquisitions to increase market share in security; and focusing on cloud technology opportunities.
Vice President, General Manager, Inside Sales & SMB DivisionEMCYears in position: 2Years in channel: 10Highlights: EMC kicked off 2011 by unveiling the VNXe series unified storage systems, which enable partners to address the demand for SAN and NAS solutions in the SMB market with one easy solution, according to Connly. Along with VNXe, EMC launched an Authorized Reseller category that enables partners of any size to easily add the VNXe series into their product portfolio.Goals: EMC has already said it believes the VNXe/VNX line will help it become No. 1 in the SMB market, says Connly. In the next year, she will focus on exceeding EMC's global channel partner recruitment goal, which will help the company be successful in its SMB endeavors.
CEOWhiteHat SecurityYears in position: 7Years in channel: 6Highlights: 2010 saw Fohn build upon WhiteHat Security's transition from direct to channel sales with the inclusion of stronger channel partners. When Fohn chose to establish relationships with the best security VARs, the company saw 184% growth in channel bookings in 2010. Her success with new channel partnerships has led to adoption from companies like FICO, which want to have security advantages over competitors. The strength of the new model has positioned the company to expand in 2011, she says.Goals: Fohn is growing WhiteHat Security into a complete Web security company that will offer customers end-to-end security solutions. She's leading the company through a series of growth activities that will allow it to significantly increase product offerings and geometrically increase revenue.
Co-founder, Chairman, CEOPC ConnectionYears in position: 29Years in channel: 29Highlights: PC Connection's strategy to generate top-line growth while improving bottom-line profitability resulted in a 35% increase in sales productivity and a record 26% increase in sales year over year. This enabled the company to take market share and strengthen its position as an industry leader, according to Gallup. In response to the growing importance of data analytics, Gallup invested in its Master Data Management system, enabling PC Connections to more completely predict and satisfy the technology needs of customers.Goals: Gallup aims to achieve long-term goals by planning and executing strategies that promote sustainable growth and ensure top customer service. To more closely integrate with its customers, the company acquired ValCom Technology, a leading provider of infrastructure management solutions and on-site managed services. Gallup is expanding services offerings through this acquisition and will leverage the resources of the organization.
Vice President, Channel SalesFortinetYears in position: 3Years in channel: 13Highlights: Krause signed more than 400 new partners in the Americas to fill in coverage in specific territories and vertical markets; increased Americas channel revenue by 20% year over year; added new channel programs; and continued to focus on feedback from the Fortinet Partner Council, which is comprised of 15 key VAR members who provide valuable field input. Based on the council's feedback, Fortinet modeled its support and programs to meet partners' needs. Fortinet also launched the "Trade up and Trade in" program.Goals: Today's go-to-market strategy is changing, according to Krause, and Fortinet will continue to have product offerings, solutions and channel programs for partners to sell in the new markets. Cloud offerings and managed solutions are continuing to drive the market and it is important to not only have solid security products but also channel programs to support our partners, she says.
President, CEOSHI InternationalYears in position: 22Years in channel: 22Highlights: A key accomplishment for Lee was growing SHI's revenue by 25% to finish at $3 billion for 2010. She also hired the talent and deployed the technology that became SHI's Cloud Solutions offering. In addition, SHI opened offices outside London and Paris and explored expansion into additional countries. Lee is continuing SHI's expansion into the midmarket and public sector spaces to complement its legacy Fortune 500 clients as well, and completed year three of SHI's five-year plan to upgrade internal tools and systems with zero disruption to the customers.Goals: Lee plans to continue to diversify SHI's business with steady expansion into international markets and professional services offerings.
President, CEOManaged Maintenance Inc. (MMI)Years in position: 4Years in channel: 13Highlights: MMI has managed to not only traverse yet another year in a rough economy, but has remained profitable--acquiring new customers while retaining existing ones, Lux-Boim says. MMI has brought on new employees and customers, deployed new offerings, grown its numbers and increased branding awareness.Goals: Lux-Boim and her management team have set out to expand the company's reach into new markets, all while succeeding in hitting aggressive customer acquisition and revenue goals. Team building will be paramount, she says, as the only way to achieve said goals is if they are all operating in unison. Lux-Boim will also setting aside time on her calendar weekly to coach and mentor the women on her leadership team, hoping to see their faces next year in the 2012 Women of the Channel.
Channel Marketing ManagerESETYears in position: 5Years in channel: 12Highlights: 2010 was a year of innovation and relationship building within the ESET channels, says McMenomy. ESET successfully launched a mobile app and Mac products and with those strong products and her support team, McMenomy says she was able to turn her focus to a deeper understanding of the channel's local market conditions.Goals: McMenomy will focus on educational programs that bring added value to ESET's customers and make approachable the often intimidating topic of cybersecurity. By demystifying the nature of Internet threats and making clear, actionable steps to personal security, she says ESET will emerge in 2011 as a thought leader in the category. 2ff7e9595c
Comments