From interviewing and managing 1000s of salespeople over 20 years I have interviewed for activity levels, self-starter, integrity, confidence, charisma, determination, thick skin, a positive attitude – all great qualities, but one thing I have found to be vital is “coachability”.
I see a direct correlation between athletic performance coaching and sales performance coaching from […]
It didn’t take Dell long after closing its $24.8 billion private equity buyout to shake things up. On Nov. 18, the vendor appointed a new global channel chief, restructured its sales operation and named a new head of its North American organization.
In an emailed letter to channel partners, Greg Davis, Dell partner program founder […]
Hewlett-Packard’s (HPQ) fiscal 2014 starts today. Sue Barsamian, senior VP, worldwide indirect sales, and her team are working overtime to ensure channel engagements get off to a strong start. But what exactly does that mean? Barsamian discussed HP’s fiscal 2014 channel strategy and priorities. Here’s a recap.
When did you first learn about the new […]
Microsoft (MSFT) Channel Chief Phil Sorgen has been leading the software, device, and cloud giant’s partner program for 60 days. But what are Sorgen’s management traits — and how does he expect to accelerate Microsoft’s services plus devices strategy? We got the answers. Here’s an exclusive interview.
Question: Let’s start with the big picture. What […]
CA (CA) has promoted Adam Famularo, formerly a top executive in its cloud computing business, to head its North America partner sales, a move it believes will strengthen its channel network’s delivery of cloud-centric IT management solutions.
Famularo, a 15-year company veteran whose reputation as a channel specialist is backed by a successful initiative to […]
VWware’s (VMW) operation in Canada has hired a former Cisco Systems (CSCO) top channel executive as its channel chief to head both partner and commercial sales.
Donna Wittmann, formerly a Cisco Partner Led Sales vice president and Canadian Partner Organization vice president, will take the helm of VMware Canada’s channel sales at the director level […]
McAfee Channel Chief Gavin Struthers hosted a partner webcast this morning, offering security VARs an update on opportunities and trends for Q4 2013. Apparently we muscled our way into the virtual room today and then stuck around for a chat with Struthers. Here’s the recap.
As you may recall, Intel (INTC) owns McAfee. In a […]
Mergers and acquisition (M & A) offers can be tempting, but how do you know when to say ‘yes’ and when to say ‘no’? Accepting the wrong offer at the wrong time can be a costly mistake.
I have talked with numerous CEOs and Presidents who are considering a merger or acquisition offer.
A common question […]
How’s this for ironic: Cisco Systems (CSCO), IBM, Hewlett-Packard (HPQ), Microsoft (MSFT) and Oracle (ORCL) have each undergone channel leadership evolutions over the past year or so. Meanwhile, Dell Channel Chief Greg Davis has quietly led the “direct” company’s channel strategy since 2007. And if you check his track record, Davis has consistently pushed […]
Oracle (ORCL) has named Rich Geraffo as senior VP, worldwide alliances and channels. Geraffo most recently was senior VP and managing director at Hewlett-Packard (HPQ). He now reports directly to Oracle President Mark Hurd — another HP veteran. Here’s the spin from us.
Geraffo has extensive enterprise sales experience — most recently leading HP’s enterprise […]
