CRN Channel Chiefs

Acronis Apple AWS Brother International Rose Old Richard Wylie Stefan Jansen Julie Woodward Manager, channel business ANZ Specialist channel manager ANZ Head of channels and alliances National sales manager, B2B channel

Old joined the Swiss data protection vendor to run the Despite the huge popularity of Apple technology among consumer and business Since taking over the senior partner role Woodward has a key role in helping the printer Australia & New Zealand channel in early 2014 after a customers alike, the company is still widely known for keeping the channel at arm’s at Amazon Web Services in April, Jansen manufacturer expand beyond the consumer space career that spanned Veeam, Ingram Micro and Express length. Case in point: despite nearly 20 years with Apple and five years leading its has set about bolstering its channel and branch out into Australian business sales. Brother Data. Acronis’ top partner level is platinum, and entry to Australian channel, Wylie is a lesser-known figure in the Australia channel scene base across myriad types of companies, launched its first commercial channel program in this coveted club requires partners to have competencies than the channel chiefs of many equivalent tier-one hardware vendors. from its traditional base in startups to March 2016, along with a new range of gear. “I am very across three areas: cloud; backup and disaster recovery; Apple’s partnerships with Cisco and IBM should see it expand its sales to the major players such as Datacom, Deloitte confident the implementation of our new channel focus and mobility and access connect. enterprise and hence its relevance to B2B partners. and PwC. AWS partners support “two will ensure a successful year for Brother,” she says. major cloud adoption trends” among customers, says Jansen – migrations and “highly innovative solutions” built Adobe Aruba on the cloud. CA Technologies Brent Irwin David Elliott “To support our customers, AWS will Kevin Van Gils Senior manager, partner sales & SMB ANZ channel sales director continue to invest in consulting partners Director, partners & alliances who will have the capability to offer Irwin stepped up to the top channel role in early 2015 Elliott brought impressive channel cred to the wireless migration and managed services, as A venerable name in the IT space, after a decade with Adobe. His two predecessors at the vendor when he joined in May 2014: he has also held well as solution development services.” CA Technologies has sought to company are both members of the 2016 CRN Channel leadership roles at Avaya, McAfee, EMC and Nortel. Now reinvent itself and part of that includes Chiefs: Schneider’s Muralee Kanagaratnam and NextDC’s he is part of Hewlett Packard Enterprise following its We will continue to invest in significant partner recruitment Steve Martin. Irwin says: “My role is to lead the team that 2015 acquisition. “In November 2016, HPE Aruba will ambitions led by Van Gils’ team. Its helps Adobe partners migrate, renew and grow our ever- launch an entirely new partner program focused on partners who have the capability to channel is “definitely growing”, says growing base of cloud-subscription customers.” rewarding partners for investing in skills,” says Elliott. offer migration and managed services 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 Alcatel-Lucent Enterprise Autodesk Belkin and tools to fuel growth across the Chris Downes Clare Wharrier Damian Commane ecosystem. We will, however, remain Channel sales director Channel sales senior manager ANZ Head of channel, distribution & partners consistent and predictable. Our biggest projects with partners currently are Responding to customer demands Wharrier has had a distinguished career at the 3D design Commane brought experience spanning a host of around mobility that encompass our for more flexibility, Alcatel-Lucent and engineering software company. She joined in 2004 unified communication and IT services companies DevOps, API and analytics capabilities.” Enterprise recently announced after a stint at CSC and has remained steadfast in when he joined Belkin in November 2014 – a return a “revolutionary” model for channel roles since then, being appointed to her current to the company he left in 2008 when he joined Cisco We embrace and empower our networking hardware: an opex, role in 2015. In June 2016, Dicker Data becomes the as regional sales manager. In 2013 Belkin acquired pay-per-use approach. first Autodesk distributor in Australia to offer Autodesk home networking vendor Linksys and has sought to partners with new content and tools This should help Downes hit products via a subscription model. reinvigorate the brand. to fuel growth across the ecosystem 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 Autotask BMC Software Check Point service providers to take our new Adam Ross Matt Lowe Craig McGregor consumption-based communications Director, APAC Senior partner manager Director, channel sales and networking infrastructure (LAN/ WLAN) services to market.” Ross has been with the managed service software Lowe joined BMC in 2012, coming across as part of the software McGregor boasts a particularly rich channel resumé, vendor since 2011, first in London and now in Sydney. He automation vendor’s acquisition of Numara Software. BMC develops a having also led channel teams at Symantec, Adobe, tells CRN: “We believe in transforming business process range of products and is well‑known among managed services providers for Microsoft and Sun Microsystems. “Check Point has a In 2016-17, we are increasing through the use of operational technology and business its service management and IT operations software, particularly its flagship very well established and loyal partner ecosystem in intelligence, enabling organisations to execute with Remedy IT management suite. The vendor, whose Australian headquarters is Australia and our intent is to continue to work towards our channel coverage in Australia greater effectiveness, profitability while keeping an acute in Sydney, employs about 6000 staff globally. Local partners include the likes making that a profitable and rewarding experience for across SMB and enterprise focus on end-user experience.” of Redcore, which was recently acquired by Accenture. our partners,” says McGregor.

APC by Schneider Electric Avaya Brocade Citrix Muralee Kanagaratnam Peter Chidiac Paul Barge Belinda Jurisic General manager, channel & alliances, Pacific Managing director ANZ ANZ manager of channels/alliances Channel sales manager ANZ

Past Adobe channel chief Kanagaratnam joined the Chidiac took over the top job at Avaya in August 2016 Barge stepped into the channel chief role at networking It has been a year of major channel changes for Citrix, critical infrastructure vendor early in 2015. The company after several years of personnel changes across the infrastructure vendor Brocade after a career that including adding new training regimes and certifications, reshuffled its distributors in 2016 and also announced collaboration vendor’s Australian leadership and partner included stints at NEC, Cisco and Red Hat in Australia, as launching a new rewards program and helping partners award wins by its top partners, which include Data#3, team. “Avaya has undergone a major transition, and well as about 15 years at Microsoft in his native UK. “The forge joint opportunities with Microsoft. Jurisic says she Dicker Data and Powerfirm. Kanagaratnam says: “Our our goal is to work closely with our partners to enable strength of our program is that we have a very close is “committed to advancing the role of women in IT – strategy is channel first and it is a significant percentage them to help their own customers achieve digital relationship with each of our partners,” he says. “We offer including the channel – and how the sector can become of our overall business in Pacific.” transformation as well,” says Chidiac. a lot of enablement.” a more attractive career option for younger women”.

32 October 2016 www.crn.com.au www.crn.com.au October 2016 33

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Cisco Datto Jason Brouwers James Bergl Director, partner business group ANZ Sales director ANZ

Brouwers leads the partner strategy for Bergl was the first Australian employee of backup and one of the IT channel’s most important disaster recover vendor Datto when it landed in-country vendors. Cisco is traditionally seen as in 2015, and Datto has since brought on more than 100 second only to Microsoft and – before transacting partners. Bergl says: “Our goal is to grow Channel Chief view its separation – HP in terms of number market share by bringing on newly trans acting MSPs of resellers. Having worked for the that quickly identify the cost-savings and additional networking giant since 2000, Brouwers revenue opportunities selling Datto can deliver.” took leadership of the partner business group in 2013. Janet Docherty, Director of Channels at Veritas, tells us Brouwers wants to foster partner-to- Dell EMC partner connections, telling CRN in 2014 what the information management vendor looks for in a partner that “even some of the most embryonic Mark Fioretto (top left) small partner relationships we have are General manager service providers, Please tell us about your partner program? What kinds of partners is your organisation extremely exciting, because that could systems integrators & alliances The Veritas Partner Force program is structured in a way to looking for? represent an opportunity for one of our maximise partners’ information management opportunities Partners that are focused on a particular technology Geoff Wright (bottom left) large, important partners”. while helping them stay ahead of the overall market. Some area and have a deep understanding of the issues and General manager ANZ channels of the key benefi ts are: technology involved. They know their customer base & alliances Some of the most embryonic Opportunity Registration and Margin Builder thoroughly and have a reputation for business and technical small partnership relationships It’s a time of great change for the teams Veritas Partner Development funds excellence. we have are extremely exciting at this newly combined vendor. Dell and Growth Accelerator Rebates Veritas are focused on information protection, EMC will continue to maintain separate Renewals Performance Rebates information availability, information governance and deal registration and partner programs information insight. We welcome collaboration with channel for 2016. From 1 February 2017 they How about your partner awards? partners focused on these areas. Commvault will move to a unified partner and deal It’s really After splitting out from Symantec, our inaugural Veritas registration program. Partner Awards were held in June 2016 at Quay Restaurant How does a partner stand out from the crowd? Mark Velthuis exciting to By being proactive. Coming to us with plans, ideas and VP indirect business APJ Until then, the job of managing the during the amazing Vivid Sydney light festival. It was a vast partner community and extensive work with great night! Some of the winners included Intalock, Global suggestions to grow our joint business together - and a Velthuis has been shaking things up since joining range – which includes everything from partners that Storage, Insentra and Dicker Data. desire to enhance your business and technical capabilities the backup and disaster recovery vendor in January. notebooks to heavy-duty enterprise in a particular specialised area. “The fact that the product is number one allows me storage – falls to Fioretto and Wright. have this focus, What have been the biggest changes to your It’s really exciting to work with partners that have this to work on the things that are broken and need to be Fioretto is ascending to the position drive and partner program recently? focus, drive and commitment and aren’t afraid to try some fixed. Knowing there was a strategy and that we had of enterprise lead for Australia and Veritas has reset requirements for our skilled and new things along the way. all the ingredients to be successful made me decide New Zealand – essentially, the role that commitment committed partners. There’s now a really compelling case to join,” he says. was previously EMC country manager. and aren’t for partners to get to Platinum status to help diŠ erentiate What role do distributors play? Wright continues to play a fundamental them in the market. Our distributors are Dicker Data, Ingram Micro and Westcon. role in steering famously direct Dell afraid to try We’ve enhanced our Growth Accelerator Rebate, They provide a fantastic destination for channel partners towards the Australian channel, which some new maintaining rates while introducing a three-step payout, that need immediate Veritas information and support. Concur Technologies he has done since joining in April 2015. increasing high growth accelerators and simplifying It might be initial product details or information on how Murray Warner Things have been moving fast since things along quarterly payouts. Payments are now from the fi rst dollar to structure a particular deal or the logistical details needed Director, channel partnerships ANZ the deal closed on 7 September and, the way and partners are increasingly rewarded for growth. to process it through our systems. Distributors really help us with many roles still being worked out, The Opportunity Registration Cap has also been manage that workload. Warner is dedicated to growing Australian sales of there’s a risk this information will be out increased from $500k to $1m while maintaining payout SAP-owned Concur and believes expansion will come of date before too long. rates. And as part of all this we’ve introduced our Which Veritas products represent the top channel through the channel. “Concur is at an inflection point in Customer Partner Success process to help showcase opportunities? ANZ where our growth and scale need to outperform From 1 February 2017, these many partner and customer successes to the Backup Exec for SMB/SME customers looking our ability to hire internally. We have the opportunity to broader market. to backup across physical, virtual and cloud accelerate growth through new partner models. This they will move to a unified partner environments journey has seen revenue roughly doubling year on year.” and deal registration program What resources do you provide for partners? EnterpriseVault.cloud for archiving and eDiscovery Partners on the higher levels of our partner program around Microsoft O­ ce 365 - particularly now with – Platinum and Gold – have access to a full menu of support our new Australian data centre CyberPower Systems Dropbox functions and we go out of our way to ensure partners that NetBackup and NetBackup Appliances for have committed to us as a vendor are well resourced. enterprise-grade backup Shannon Dowden Greg Kieser Equally importantly though, where it makes sense for Veritas Resiliency Platform for customers looking Regional sales manager ANZ head of partner sales new high potential partners working their way up through the program we provide a lot of over-and-above informal to use the cloud as an on-demand disaster recovery Dowden focuses on the UPS vendor’s distributors as It has been a year of partnerships for the ubiquitous support to kick start their Veritas pipeline. location well as its NSW and ACT channel and wants to grow cloud storage vendor. “2016 is the year we moved all our InfoScale for customers looking to stitch together sales in this region by a minimum of 50 percent. “My partners to Ingram Micro and the cloud marketplace,” Are you currently looking to grow your a hybrid cloud environment and make it all work biggest achievement this year has been launching the says Kieser, who joined in March. The company also partner community? seamlessly together CyberPower Champions Club Incentive. This is an internal exhibited at the Microsoft Australia Partner Conference Yes, defi nitely. However, it’s fair to say that they type of Data Insight for dark data assessments that help distribution campaign that rewards our top achievers in September. “Our channel business is growing quickly. partner we’re looking for now has changed considerably customers get their deluge of unstructured data with a trip to Thailand in 2017.” We want partners at the heart of every deal.” veritas.com from the old Symantec days. back under control.

34 October 2016 www.crn.com.au

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Eaton Extreme Networks Fuji Xerox Printers Hitachi Data Systems Gordon Makryllos Yvette McEnearney David Borg Phil Teague Managing director & chief channel o˜ cer Channel accounts sales manager ANZ GM channels, Asia Pacifi c operations Director, industry & alliances solutions ANZ

As well as running Australia, channel stalwart Makryllos Extreme Networks appointed a second distributor Borg has been a mainstay of Fuji Xerox’s channel for For HDS, it has been all about moving closer to a oversees a team of three managers who look after in 2016 to drive continued growth in Australia, with more than two decades, but that hasn’t stopped channel model, Teague told us in April 2015. “I came here di€ erent channel segments. “Our investments are in our Wavelink joining Distribution Central. “We are always him from implementing new ideas and strategies for to rebuild our indirect partner business. I’ve made no channel partners, not in self-promotion ,” he says. “We looking at new ways to ensure our partners can make expansion. “Our channel business in Australia has bones about it and neither has my boss; we didn’t have put the money in our partners’ pockets.” The percentage healthy profi ts and provide technology that solves benefi ted from three years of stellar growth as a result a very functional channel then.” Now, channel sales are of Australian sales via resellers “is growing because the customers’ challenges,” McEnearney says. “For instance, of a very targeted recruit and develop program, despite growing – “partners are becoming increasingly important channel partner model is the most e˜ cient”. our cloud o€ ering is a perfect fi t for ANZ midmarket.” the overall market opportunity contracting,” says Borg. in delivering business-defi ned IT solutions”, he says.

Emerson Network Power F5 Fujitsu HP Australia Mo Kandeel Rodney Thorne Bert Noah Chris Hewlett Channel director ANZ Senior sales manager ANZ, partners & alliances National sales manager, Fujitsu products Business manager, commercial channel

Kandeel joined the critical infrastructure vendor F5 boasts an “experienced group of long-term partners” Noah recently stepped into this role after the departure Hewlett has worked with HP since 2000 and now in 2015 after a career that included Lexmark, Dell, in Australia and Thorne’s team will spend the year of Daniel Campbell, who returned to his native UK after leads a channel that is seeing renewed vigour as the PC Targus and Acer. “My goal is to drive 60 percent of the “investing and growing the services capability with four years with Fujitsu Australia. Noah has been with the and printing maker gets it mojo back after spinning oœ ANZ revenue via our channel through incremental targeted enablement activities such as classroom diversifi ed product and services company since 2011 as from enterprise side HPE. “I’m extremely proud of the growth created by hybrid data centre adoption,” he training, boot camps and technical certifi cations”. He part of an IT career spanning more than two decades. establishment of the partner advisory council, which says. “We are also working closely with complimentary also aims to recruit specialist security partners to “sell He was previously country manager at Fujitsu PC I lead,” he says. “The council allows us to give a voice vendors as alliance partners. our new subscription products and standalone o€ erings”. Australia, which had a channel-only model. to partners, a forum to discuss the issues they face.”

Equinix FireEye Gigamon Huawei Technologies Glen Hastings Sean Kopelke Mark Spencer Leo Lynch Channel director Australia Director, channel & commercial sales ANZ Channel account manager ANZ Channel sales director, enterprise business group

Never have data centres been so Security vendor FireEye has moved to 100 percent Few channel chiefs can boast the security expertise of Huawei has a major task in building its reputation important to the channel as more channel business, says Kopelke, who joined the company Spencer, who joined Gigamon in 2015 after a career in outside its traditional footprint in telecommunications, resellers transition to a managed service in April 2015 after a long career with Symantec. Along channel roles at the likes of Trend Micro, RSA, Websense and strengthening its ties with Australian IT resellers and model. “Equinix enjoys a rich ecosystem with its global system integrator partners, “FireEye has and Symantec, as well as four years at Express Data managed service providers. The hugely experienced and of top service providers,” says Hastings. recently started to build out o€ erings targeted at the in the late 1990s. “Our business is growing rapidly naturally charismatic Lynch is the man to do it, bringing “Those service providers consult, design midmarket, delivering technology scaled for midmarket and our model will remain 100 percent channel,” a CV stacked with positions at some of the IT industry’s and deploy cloud and connectivity organisations at a price point aimed at this segment.” Spencer tells CRN. longest-standing vendors. solutions, guiding customers through the cloud evolution whether it is public, private or hybrid.” Hastings, who joined Equinix in Forcepoint Hewlett Packard Enterprise IBM January 2015, adds: “The ideal partner Phon Kounlavongsa Christopher Trevitt Rhody Burton is any organisation that is involved in Channel account manager Director, partner sales Director of global business partners the design and implementation of a digital transformation, connectivity It has been a busy year for Forcepoint, after being born One of the most signifi cant moves in Few channel chiefs here have stature or variety of and cloud strategy”. at the start of 2016 through the amalgamation of the channel chief community this year channel roles Burton has held. She led the channel three companies: Websense, Raytheon Cyber Products was Trevitt’s jump from enterprise strategy at a little-known vendor called VMware, then The ideal partner is involved and McAfee’s fi rewall business units. “We’ve seen a lot storage leader EMC to run the partner moved to SAP. In her most recent role at Big Blue, she is of interest in our solutions and value proposition and community for Hewlett Packard tasked with renewing the partner base around cognitive in the design and implementation of my role is to further develop the Forcepoint partner Enterprise. He inherited a partner technology: “We’re focused on enabling our partners a digital transformation strategy community in ANZ,” says Kounlavongsa. base that includes many of the most to take advantage of the opportunities that emerge.” successful infrastructure resellers in Australia at a time of great change for HPE and he is already receiving positive ESET Software Fortinet feedback from partners. “Partnering is Intel Australia Gerard Nunez Genevieve White in HPE’s DNA,” he says. “It’s at the centre VR Rajkumar National channel manager Channel sales director of everything we do. I see strong growth Channels director ANZ in the year ahead driven by a broad Slovakian security vendor ESET spent 2015 driving a White is focused on expanding the security vendor’s ecosystem of resellers, service providers, For a company that has long been an ingredient inside massive awareness campaign aimed at the Australian Australian channel, which includes well-known MSPs and ISVs.” the products of OEM partners, Intel has found itself channel, having parted ways with its long-time partners such as Fujitsu, The Missing Link and CDM. The needing to expand. For Raj’s team, this has meant Australian agent in a bid to focus more attention on the company’s sales are 100 percent indirect. “I develop our I see strong growth in the year identifying new categories – especially the internet of country. “ESET has rapidly made enormous progress channel strategy to underpin the wider regional plan and things – and verticals, such as retail, transport and smart with success in several industries and we are confi dent align objectives, which include growth and expansion of ahead driven by a broad ecosystem of buildings. “Our channel partners are willing to take risks 2017 will be a notable year for the business,” says Nunez. our channel ecosystem,” she says. resellers, service providers and MSPs with new technologies and this is great to see,” he says.

36 October 2016 www.crn.com.au www.crn.com.au October 2016 37

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Intel Security Konica Minolta Microsoft Netscout Luke Power Eric Holtsmark Philip Goldie Matt Foster Channel director General manager channel partners Director, partner business & development Channel account manager

For the company formerly known as McAfee, the future A veteran of the print and document channel, Holtsmark With more than 10,000 Australian partners, Goldie Foster joined Netscout earlier this year after a career represent a return to the past as Intel spins off its is well versed in working with print resellers and leads the local strategy for the world’s largest and oriented around the Australian networking and security arm and prepares to bring back an old name. managed print service providers. “Our team is dedicated deepest channel ecosystem. It is a channel undergoing telecommunications space. Massachusetts-based Power has worked his way up the rungs of the channel to supporting growth initiates and diversification in an rapid evolution. As the most high-profi le executive in information security vendor Netscout centres on career ladder from an 18-year-old selling in a PC store ever-changing market. Respect and mutual goals are Microsoft Australia’s 100-strong partner team, Goldie application and network performance management, to working for some of the biggest operations in the the foundation for our strong relationships with our has responsibility for partner capacity, partner incentives, and says it “invented the network performance enterprise IT world. channel partners. Their success is our success.” partner profi tability and digital engagement. monitoring space and the packet fl ow probe”.

Interactive Intelligence Lenovo MobileIron NetSuite Michelle Marlan Margrith Appleby Peter Athanasiou Graeme Burt Senior director, client & channel success, ANZ channel director Director, channels & alliances APAC Senior director, channel sales APJ ANZ & Japan Appleby had worked for Lenovo’s key rival, HP – as The biggest Australian channel move by the mobile When Burt joined midmarket-skewed ERP vendor Interactive Intelligence – which was acquired by rival well as DEC and Compaq – for three decades before device management leader in recent times has been NetSuite in mid-2015, he brought more than 25 years of Genesys for US$1.4 billion – recently refreshed its partner departing in 2014. She joined Lenovo earlier this year. to streamline its distribution under Distribution Central, experience at a who’s who of software vendors including program around the PureCloud platform, launched last “Lenovo is the only major technology company that can says Athanasiou, who runs the APJ channel with a strong BMC Software, Salesforce, Oracle, SAP and Trend year, and has grown partner sales to about 40 percent offer enterprises an end-to-end hardware portfolio of focus on Australia. “Our aim is to ensure our partners Micro. At the time NetSuite’s APJ boss, Lee Thompson, of business. “We’re in the final stages of development the industry’s best innovations, from PCs to mobile to are fully engaged, empowered and focused to grow and said: “We are investing heavily in the channel in APJ to of a new in-app tool for our channel,” says Marlan. servers and storage,” she says. thrive in this dynamic market.” better support our partners in the region.”

Juniper Networks Lexmark International NCR Corporation NextDC Darrin Iatrou Amin Kroll Shane Bedford Steve Martin Area partner director Manager, channel & alliances Channel sales director APJ Head of channels

Iatrou had only just stepped into Juniper’s channel chief As Lexmark undergoes a US$3.6 billion merger, Kroll says One of the world’s oldest companies, most of us Since joining from Adobe in 2014, Martin role as CRN went to press, but he already has firm ideas the printing machinery maker will continue to accelerate engage with NCR ever day when we use a card in an has led the co-location company’s shift about where he wants the organisation to go. “This year an already growing share of business done indirectly. ATM. Now NCR is expanding in the IT channel, signing a to a full-blown channel model. Soon Juniper will be redefining its top-tier channel partners “Lexmark is growing and we are very excited about our distributor deal with Synnex. Bedford says: “After several after his arrival NextDC launched its into five new categories. They will allow us to address future. We invite traditional and non-traditional dealers, introductions with partners across APAC, in particular own partner program – a fi rst for a co- new partner types within the software, services and system and IT integrators, or digital workflow providers south-east Asia and ANZ, we have found valuable lo, said Martin at the time. “Opportunity Xaas business models.” to get in touch.” connections and look forward to an exceptional 2017.” 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. Kaspersky Lab ANZ LiveTiles NetApp “NextDC operates a partner-centric, Rebecca Nguyen Owen Brandt Neville James go-to-market model. NextDC partners Enterprise sales manager Vice president APAC Director channel & enablement ANZ with over 300 organisations that deploy their own infrastructure or which After four years heading up Kaspersky’s channel, Nguyen LiveTiles is one of the standout examples of a reseller NetApp’s local partners, which include many of the support their customers’ infrastructure this year moved into a “blended role” that also oversees building its own intellectual property and spinning it out country’s most celebrated system integrators, have via co-location ož erings.” enterprise sales. “My ambition is to encourage our new into its own company. The Microsoft alliance vendor helped the vendor outpace the under-pressure storage sales team to achieve greater channel growth,” she says. started life in Melbourne under Sharepoint partner market in Australia. “Our partner community continues NextDC partners with over 300 “As an example, our partner, Globalnet Solutions, won nSynergy and last year listed on the Australian Securities to contribute to growth ahead of the market as we reseller of the year at Kaspersky’s recent annual partner Exchange. Brandt joined in 2016 out of Sitecore, where have done in the past two years,” says James. NetApp is organisations that deploy their own conference showing more than 400 percent growth.” he was most recently alliance director for Asia. working toward a 100 percent indirect model, he adds. infrastructure or support customers

Kemp Technologies Megaport Netgear Nimble Storage Luke Holland Gavin Smithen Domenic Torre Theo Hourmouzis Channel manager ANZ Ecosystem director Sales manager, commercial business unit Director of channel sales APJ

2016 has been the year of the cloud for Kemp’s The need for access to flexible, fast connections to the Predominantly known for its networking gear in The fl ash storage vendor recently increased its partner Australian business, having forged a distributor public cloud has driven the success of Megaport, which the smaller end of town, Torre is looking to grow power in Australia with the appointment of Cath Gentile relationship with Rhipe that opens up a new was established by entrepreneur Bevan Slattery in 2013. its partner community across the spectrum. He’s as senior channel development manager out of Citrix. community of MSPs for the application delivery Smithen says: “Our direct integration with AWS and looking for partners who can “deliver our portfolio of Hourmouzis says: “Today 100 percent of our revenue controller vendor. “With this partnership, we are able Azure sees us well placed to help our partners expand innovative networking products which includes storage, is fulfi lled through our channel. This is something our to reach a totally different market with cloud service their services in this area as their clients use our network switching and wireless technologies, into small and entire organisation believes in, from the executive team providers,” says Holland. to access the cloud from multiple locations across ANZ.” mid-enterprise businesses”. all the way to the fi eld sales organisation.”

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Nuance Pegasystems Nathan Taylor Nick Vince Director channel & OEM APAC Channel & alliance director

Speech recognition vendor Nuance, known for its Pegasystems, which focuses on CRM and business Dragon range of consumer-facing software, expanded process management software, held its first-ever its local channel footprint late last year with the Australian partner conference this year. Vince joined Channel Chief view appointment of Dicker Data as distributor, which from SAP in 2014, after working at Salesforce. also helped the Australian distributor expand its “Pegasystems has a vibrant local partner community, software practice. Taylor has worked for the company which we engage with to further develop their Pega since July 2013. knowledge and skills,” he says.

Nutanix Polycom Niall O’Gorman Mark Braxton Channel director ANZ ANZ channel director

Nutanix has been on a rapid growth path since Braxton was asked to head up Polycom’s ANZ channel launching in Australia in 2013 and now has two team in October 2014, having spent seven years with the distributors, Avnet and Exclusive Networks. “With unified communication vendor. In April 2015 Polycom the incredible customer adoption we’ve experienced, released its new program in the US, with the program Mo Kandeel, ANZ channel director for Emerson investment in our ANZ team, and strategic engagement launching in ANZ in 2016. “We’ve listened to our channel with select partners, we aim to expand our business partners and met requirements in areas that were Network Power, explains how channel partners aggressively this year,” says O’Gorman. responsive to the channel.” can capitalise on opportunities in the data centre

Ultimately What can you tell us about your company’s How does a channel partner stand out from Optus Progress we look at partner program? the crowd and get additional attention James Gully Trevor Rogers Our Network Solutions Partner Program is unique because and resources? Head of sales, Optus Wholesale Partner & alliance director ANZ matching of the wide variety of solutions we o er to the channel, Firstly by being committed and having a joint go-to- our partners’ from plug and play power and cooling, right up to complex market plan that refl ects a transparent partnership. For ISPs, telcos and managed services providers Newly announced partner boss Rogers took the role turnkey data centre solutions. Partners with a realistic expectation of growing market looking for carriage from Australia’s No.2 telco, Gully at Progress in June 2016, bringing with him channel go-to-market Being a solutions partner means partners can leverage share rather than shifting market share is defi nitely a is the guy to speak to. “We are always looking for new expertise at CA Technologies, Oracle and HP, most strategies with channel dedicated sales, pre-sales and technical green light for a strong partnership. partners who need access to mobile, data, IP and recently as software channel and alliance manager. our solution support resources when scoping complex data centre Technical training, marketing support and lead voice networks to serve customers based in Australia. “Partners are an integral component to the future solutions. The program’s gold and silver tiering options generation are all essential to partner resourcing. However, Optus continues to invest in the network on a path of growth and success of Progress as we enable companies relentless improvement.” to transform their businesses,” says Rogers. capabilities. provide partners with di erent levels of benefi ts like our key standout o ering is the co-selling opportunity our We are actively deal registration, MDF, rebates, training, certifi cation and partner managers o er to the channel. business planning. The market is demanding more complex solutions looking and we stand out with the level of resource we provide Oracle Pronto to recruit our partners engineering these solutions. It is no longer Have there been any changes to the Paul Schlawe Chad Gates realistic for vendors to expect partners to be as technically partners who program recently? Senior director, alliances & channels ANZ Managing director experienced across all their solutions. Firmly cementing our deal registration governance want to grow Oracle is widely known as a predominantly direct Gates stands out as the head of one of the few and rules of engagement are critical success factors in organisation, with less than a third of its sales via the Australian-owned vendors on this year’s channel chiefs their market our 2016 channel strategy. Our goal was to make our Can you call out any specifi c solutions that are channel (although it has made several allusions to list. Gates, who took over from long-time managing and share in deal registration process system of high integrity and top opportunities for partners? redressing this balance). “Oracle is looking for partners director David Jackman in July, says: “Our strong the converged transparency within our partner ecosystem. Listening The Smart Solution set is attracting a lot of attention in who want a customer-centric approach to deliver the collaboration with our key channel partnerships in to our channel customers’ challenges and developing the channel. One major advantage is how quickly it can be Oracle Cloud through our portfolio of IaaS, PaaS and Australia and overseas has been integral to advancing space. individual business plans has resulted in improving both deployed when compared to traditional brick and mortar SaaS solutions,” says Schlawe. and accelerating our growth opportunities.” businesses alignment and ultimately developing growth data centre builds Smart Solutions can be rolled out in strategies as opposed to shifting market share. 24 hours and are ideally suited to environments where dedicated IT room improvements are not practical or cost e ective. Palo Alto Networks Quantum Corporation What are some of your goals for the It is the perfect solution for spaces not designed to be Stephen Milthorpe Jon Tinberg Emerson channel? IT environments. And it can be placed unobtrusively into Director channels ANZ Regional channel manager ANZ Growing our partner community is critical to our growth work spaces. The simple, fully integrated designs include; strategy because we want the channel to represent a racks, dedicated cooling, management, fi re suppression, A major player in the network security arena, Palo Alto Storage vendor Quantum is 100 percent channel and signifi cant part of our overall revenue in ANZ over the next cable management and power distribution designed to updated its NextWave channel program earlier this committed to growing business with partners, Tinberg three years. Ultimately we look at matching our partners’ work together, saving time and money on installation year to focus on “differentiation and specialisation, says. “Quantum continues to develop industry-leading go-to-market strategies with our solution capabilities. profitability and loyalty”. Having already appointed new storage solutions that provide the highest capacity at and operation. We are actively looking to recruit partners who want to ANZ boss Simon Green in April, Milthorpe was fresh- the lowest overall cost. We will continue to work with grow their market, share in the converged space as well as faced to PAN as this issue went to press, having only our partners to develop their skills in delivering the best emersonnetworkpower.com specifi c verticals like retail, healthcare, education and BFSI. joined from NetApp in September. workflow storage in ANZ.”.

www.crn.com.au October 2016 41

040_OCT16_354_CHANNEL CHIEF VIEW_EMERSON.indd 40 9/30/16 5:12 PM 032-046_OCT16_354_CHANNEL CHIEFS INDEX_V3.indd 41 9/30/16 5:05 PM CRN Channel Chiefs Sponsored by Huawei

Rackspace Sage Stevie Walsh Michael Williamson Alliances manager Partner sales manager

Walsh manages the relationships with Rackspace’s two A career at successful homegrown technology companies major upstream partners, Amazon Web Services and Empired and Pronto led Williamson to accounting Microsoft Azure. The hosting and cloud infrastructure software maker Sage in July 2015. “FY2016 has been a provider has undergone a significant change in recent period of strong growth for Sage in Australia and during Channel Chief view years in the face of competition and now positions the year ahead we will introduce a new partner program itself as a managed service provider offering “fanatical” that will allow Sage to further develop its channel support for the AWS and Azure hyper-scale clouds. network to jointly reach revenue growth levels.” Leo Lynch, Channel Sales Director at Huawei Enterprise, Red Hat SailPoint discusses the support the vendor provides to help partners grow Colin Garro Beth Ryan Director, channel sales & development Manager, alliances & channels ANZ Please tell us about the program – what are its can identify new requirements across markets where benefi ts to channel partners? Huawei can integrate our technology to their o‹ ering to Red Hat has been moving the dial of direct vs indirect Don’t let her accent fool you, American-born Ryan has The principle of Huawei’s channel program is to work and help customers. Partners wishing to be disruptive in the business. Garro’s team has nudged channel sales from worked in the Australian tech industry for more than 20 collaborate with partners on a win-win basis. Our aim is to marketplace and be remunerated for that disruption should less than 30 percent four years ago to now approaching years, with 14 years at IBM and stints at CA Technologies maximize value for our channel partners and customers also get in touch. 50 percent. “My focus has been to build a channel that and SAP, before joining identity management vendor by motivating partners to explore technology and market helps Red Hat transition from what has historically SailPoint in April 2015. Channel is in the company’s DNA, opportunities and promote Huawei in the enterprise How does a channel partner stand out from the been a direct business model to one where an increased says Ryan. “In the coming year my primary objective is to business market. crowd and get additional attention and resources? amount of business transacts via the channel,” he says. increase SailPoint’s partner attach rate to 100 percent.” The key benefi ts of the program include direct access By working with Huawei, partners will be di‹ erentiated and to Huawei sales and support, dedicated portal access, stand out from their competitors. We are happy to focus our incentives and rebates, no charge pre-sales and post sales resources with partners wherever there is a business case to Riverbed Technology SanDisk We are looking accreditation training, deal registration, demo discounts support it. and access to worldwide research and development Charles de Jesus Simon Williams for partners and resources. What resources do you provide for channel partners? Channel director ANZ Country manager & channel director ANZ who can Huawei’s Enterprise Business Group sells via the channel. De Jesus recently made the move from a member of Significant change continues at SanDisk following identify new Would you like to mention your recent partner In Australia, more than 80 percent of our business is via the the NetApp channel team to leading the Australia and its US$19 billion acquisition by storage giant Western award winners? channel and our goal is to get this above 90 percent in the New Zealand strategy for network optimisation vendor Digital in October 2015. “SanDisk’s channel for SSD requirements 2016 Award Winners next 12 months. Wherever possible we want to work with Riverbed, under new ANZ boss Keith Buckley. “Partners and PCIe flash has been through the server OEMs. It’s across markets Sustained Revenue Award – Opticomm partners. Outside of our named accounts we also o‹ er a with strong services offerings have an opportunity to a great market,” says Williams. “The channel will start Integrated Solution Award – Southern Cross Huawei sales and/or technical support. capitalise on our strong market leadership and push into seeing more exciting SanDisk branded solutions this year, where Huawei Computer Systems Co-Sell We have 50 “named accounts” across strategic new market opportunities like SD WAN,” says de Jesus. particularly with the release of 3D NAND.” can integrate Solution Breakthrough Award – PDK verticals where there is a Huawei BDM. In these accounts our technology Solution Breakthrough Award – R-Group International we are looking for partners to co-sell with. to their Partner Growth Award – CT4 Solutions managers Huawei has a team of solution RSA SAP Industry Partner Award – Fujitsu managers across Australia covering our full technology Jonathan Christopher Sumal Karu o ering to help Capability Development Award – TECCO Technology portfolio. This team is available to work with partners for Head of channel & alliances ANZ General manager, global channels & general customers. Transport Vertical Partner Award – UGL both presales support and training. business ANZ Telecommunications Partner Award – Opticomm Accreditation Huawei does not charge for its training Now a subsidiary of the world’s largest tech company, Best Project delivery Partner Award – Empired and, provided partners pass the exam, will pay for the Dell Technologies, RSA has “seen huge progress While known mostly as a large-scale ERP provider examination fee. If partners also have pre-existing made with the ANZ channel community” in 2016, with deep reach into government and enterprise, SAP What have been the biggest changes to your certifi cations with other vendors we also provide says Christopher. “By aligning with RSA’s world-class has continued to push downwards into medium-sized “transition” courses. solutions, partners that have deep domain expertise customers – and that means channel. It wants to move partner program recently? Lead generation Huawei will run marketing programs on enable us to assist our customers in achieving their the needle from 70 percent to 100 percent indirect Investing in channel manager headcount, extension of behalf of the channel and pass leads to Huawei Certifi ed strategic objectives.” business in the midmarket, says Karu. our rebate program to support more partners and deeper demo discounts. Partners based on their vertical, solution and geographic competencies. Are you currently looking to grow your Joint marketing Huawei are always happy to fund case Ruckus Wireless Seagate Technology partner community? studies, video interviews and promotion for partners via David Fenner Mark Oh Huawei is building an ecosystem of partners that are social and other media channels. Partner account manager Channel manager complementary to each other. As long as our key customers, vertical, geographies and product sets are covered by Are there any specifi c products you would like to Long-time Motorola and Zebra executive Fenner Oh manages the LaCie and Seagate brands within this partners that are aligned with Huawei we are content. call as the top channel opportunities? has joined as Brocade completes the integration diverse storage multinational. The flash storage maker Gartner recognizes Huawei as one of the fastest growing of Ruckus Wireless. “As two recognised disruptive recently underwent a rebrand and marketing push with What kinds of partners is your organisation vendors world-wide across networking, server and storage brands, we are always looking for new partners that the ‘Guardian’ series aimed at three different market looking for? and these are key product areas for partners to grow. challenge the status quo and deliver solutions that segments: desktop and gaming, NAS and surveillance. Partners who want to o‹ er a credible alternative in Just recently, Huawei also introduced a range of network create unique value propositions for enterprises and Oh has been with the vendor for almost six years, having the market and want to di‹ erentiate themselves from energy products such as UPS, modular data centres and institutions,” he says. joined from Ingram Micro in 2011. huawei.com/au their competition. We are also looking for partners who containerised data centres.

42 October 2016 www.crn.com.au

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ShoreTel Symantec TPG VMware Jamie Romanin Tom Gower Kyle Bunting Kerrie-Anne Turner Managing director ANZ Head of channel sales Head of alliances & dealers Head of channels & general business The communications sector has been disrupted over Symantec separated from its information management Bunting joined TPG in 2015 after more than a decade at Dell. The publicly listed recent years by the arrival of cloud, including Microsoft side, Veritas, in 2015 and this year acquired Blue Coat. telecommunication provider has spent that past few years gobbling up smaller Turner had big shoes to fi ll when she Skype for Business. Shoretel has responded with the Gower stepped into the channel chief role in April 2016, ISPs to become on of the largest players in Australia. Not content with acquiring joined the software-defi ned vendor launch of ShoreTel Connect, a platform that unifies having spent the previous three years as the head of iiNet in 2015, TPG went on to snap up M2, creating a monolithic carrier with a in February, replacing well-known on-premise and cloud. “We introduced a cloud UC Symantec’s APJ service provider channel. He says the market capitalisation of about $10 billion. In its fi rst fi scal year since the iiNet deal, channel identity John Donovan. Now service earlier this year with tremendous early traction Blue Coat deal creates “an opportunity to enhance our TPG recorded a 69 percent boost in net profi t to almost $380 million and total that she has her feet under the desk, and growth,” says Romanin. cybersecurity pedigree”. underlying EBITDA of $775.3 million. she tells CRN her ambitions for the year ahead centre on “proactive, purposeful and predictable engagement with our partners, underpinned Simplivity Tableau Unify by delivering next-generation Peter Hill Sean Guillemot Luke Taylor technologies and go-to-market ANZ channels & alliances director ANZ channel manager Channel account manager models that deliver reinvention for their business and allow our partners Simplivity has ridden the global hyper-converged wave Business intelligence vendor Tableau counts highly Unify expanded its distribution roster last year, to deliver technology innovation and with great success, and that includes Australian channel specialised providers MIP Australia and RXP as some adding Distribution Central to long-standing partner transformation for their customers.” expansion. “Locally we have seen steady growth in both of its closet partners. Guillemot says Tableau’s “global CommsPlus. Since landing the role in June 2015, partner recruitment with more than 50 signed partners channel strategy is to help people in new markets and Taylor says: “My biggest achievement is onboarding My ambition for the year ahead in ANZ, as well as strong growth in sales in the region industries see and understand their data. We continue and launching our cloud voice solution Open Scape with close to 130 percent growth in bookings,” says Hill. growing our channel ecosystem to help organisations Voice as a wholesale model through our platinum is proactive, purposeful and predictable “Our goal is to maintain a profitable channel.” foster a data-driven analytical culture.” cloud partner, CloudWave.” engagement with partners

Solarwinds MSP Telstra Veeam Vocus Communications Kris Hansen Charlotte Schraa Don Williams Dan Whitford MAX regional manager Head of specialist partner channel Vice president ANZ GM wholesale

Change has been a fact of life for Hansen. First, GFI Australia’s largest carrier treads the line The backup and DR vendor has had a change of partner Earlier this year Vocus opened its partner program to all spun off its MSP management platform as LogicNow in between channel-centric vendor and personnel as CRN went to press, with well-known Australian states for the fi rst time (the program has been 2014. Then, in June this year, the company was acquired ICT services provider. Telstra has long executive Peter Harper stepping into the alliances team. running in its home state of Western Australia for six by Solarwinds, which merged its remote monitoring had a channel play in the telco space, For the time being Williams has taken responsibility for years). Whitford says the company’s two main goals are business N-able with LogicNow. “We focus on MSPs to selling voice and data via Telstra dealers the Australian channel. “I want to continue to accelerate “to become the world’s most-loved telco and to be one provide easy-to-use and powerful cloud hosted tools and phone shops. the cloud business and sustain growth in the enterprise of the top 10 best places to work. We believe we have an to automate and enhance their offerings to customers.” Over the past two years, it has segment of Veeam,” he says. ethos that sets us aside from your average telco.” made a concerted effort to increase its relevance to IT solution providers in the field that it dubs ‘network applications Sophos and services’ (NAS). Schraa, who was Veritas Technologies Xirrus Jon Fox appointed channel chief in September, Janet Docherty Phil Tarbox Channel director ANZ says the team’s biggest achievement Director of channels Regional director ANZ has been launching an accreditation Fox is a familiar face to many of CRN’s readers after program. “We want to double channel Docherty brings weighty experience to the storage and Tarbox, who has been with the company since 2012, spending seven years at Ingram Micro, most recently as sales within four years.” backup vendor. Her resumé includes years of experience says: “Xirrus sees the market going in two directions and general manager of its advanced solutions group. He at each tier of the channel, including Symantec, Data#3 has partner programs for each. MSPs are using Xirrus joined security vendor Sophos in July. “We’re 100 percent We want to double and distributor Tech Pacifi c. “We’re actively growing our Command Center to remotely confi gure and monitor channel first, so our success is completely tied to our channel with a focus on high-value add and technically multiple customer networks from a single pane of partners’. I’m building a profitable, solid and structured channel sales within four years capable partners that live and breath a particular glass.” Meanwhile, Xirrus EasyPass is an opportunity for partner model to drive mutual success,” says Fox. specialisation,” she says. “traditional resellers”.

StorageCraft Tenable Network Security Verizon Yellowfi n Marina Yelutas Peter Raven Sharmilla Gosai Luke Knowles Senior marketing manager Channel sales manager ANZ Channel lead Channel manager APAC

StorageCraft – and its flagship product, ShadowProtect Raven moved across from Samsung in June, and tells As the US-owned carrier’s fi rst channel manager in Another homegrown success story, Yellowfi n is a global – are well-known among resellers. For the vendor, CRN that “this is an important time for Tenable as we Australia, Gosai brought years of experience with business intelligence vendor with its headquarters this year has been about driving a move to business increase our focus on addressing the evolving security Microsoft and IBM when she joined in April 2016. in Melbourne. “We are growing fast and the partner continuity-as-a-service. “Making the transition from a needs of organisations in Australia and New Zealand”. Speaking to CRN after the appointment, she said: “We channel manager role is a new one,” Knowles says. VAR to an MSP is not a small undertaking, so partnering “The relationship between resellers and security vendors are exploring local partnerships with resellers, systems “I am looking for partners that know business with the right vendor will have a big influence on how is critical in ensuring customers are equipped with the integrators and value-added resellers to broaden our intelligence and how to talk to companies about successful a business may become,” she says. right security tools that meet their unique needs.” solutions and reach in the market.” decision-making processes around their data.”

www.crn.com.au October 2016 45 46 October 2016 www.crn.com.au

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Chris Hewlett commercial and enterprise. This support isn’t just in sales, Country Business Manager, Commercial Channel but also in all elements of their business strategy and enablement, including marketing and training. Chris is a seasoned sales leader and business executive The IT industry is very broad and many of our partners with a wide range of experience in business planning and have developed key di‚ erentiators within their business go-to-market strategy. He joined the company in May 2000, model, focusing on key verticals, horizontals, specialisations and has 23 years IT sales and management experience and go-to-market o‚ erings. both locally and internationally under his belt, Chris brings a wealth of knowledge to his current role leading the What are your main aims for 2017? Australian commercial channel. Chris A key aim for us will be to continue to amplify the voice of our partner community. The establishment of Chelsea Rossney our Partner Advisory Council gives us the opportunity to Chris Hewlett National Distribution and Supplies Manager connect with our partners to discuss how we can continue to Over the past 22 years, Chelsea’s progression in channel partner seamlessly. Pairing our technology with our partner’s and distribution roles have been impressive, refl ecting her capability to deliver a fantastic outcome for our collective deep desire to make a di‚ erence to customers. Beginning customers is a fundamental focus for us in 2017. her journey in the independent reseller community, Chelsea Chelsea I’m looking forward to refi ning the HP value joined HP in April 2004 and has progressed through the proposition and working with our key distribution partners rankings. Chelsea’s role requires interpretation and adaption in order to grow and service the broad-base market. of the global PC and print strategy for the Australian market. Adrian I see a need for the HP channel team to work more closely with our partner community to ensure we have a Adrian Thake greater alignment with our joint strategy. To deliver value to National Commercial Channel Sales Manager our channel, we need to align with our key partners on the Adrian has spent 18 years in various channel management opportunities and capabilities that each of our businesses roles in the IT&T industry, and has worked with some can bring to the table. Chelsea Rossney of the industry’s biggest hitters. Having joined HP in February 2010, Adrian says the key to his success has What do channel partners want? been the focus on developing strong relationships Chris Specialisation and collaboration. As the channel with strategic business partners. continues to expand, being aligned is fundamental to the success of our partners and to HP overall. What excites you about working with Chelsea First and foremost, they want their feedback channel partners? to be heard and considered. Our partners are looking Chris The partner community is a diverse group that at both front-end and back-end profi tability from a continues to revolutionise the way we think. What excites vendor partnership. me about working with channel partners is the wide Adrian The channel has always been straight on what they range of knowledge and understanding we receive from require from HP as their key vendor. They want specialised our partners. o‚ erings and programs from HP that support their diversity Chelsea Many channel partners have an independent and capability with easy to understand rebate programs. Adrian Thake structure, allowing directors to execute quickly in varying market conditions and verticals. Today’s workforce is continuing to evolve in the way in Adrian Channel brings a great amount of diversity, which we do business. Ensuring that we are armed with capability and scale. The diversity of the channel in Australia state-of-the-art technology is fundamental to HP. means we need to understand how best to support businesses that focus on SMB, education, government, 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 The ‘new HP’ has emerged as that amaze through cutting-edge technology. If you would like to fi nd out more about HP, please contact a nimbler, forward-thinking an eligible HP reseller or distributor using the code hp.com/au I T company ‘CRNChannelChiefs’.

047_OCT16_354_CHANNEL CHIEF VIEW_HP.indd 47 9/30/16 5:18 PM Table CRN Channel Chiefs

COMPANY NAME JOB TITLE STATE PAST EMPLOYERS CATEGORY COMPANY NAME / JOB TITLE STATE PAST EMPLOYERS CATEGORY

Acronis Rose Old Manager, channel business ANZ NSW Veeam, Ingram Micro Australia, Express Data Backup & DR Lexmark International Amin Kroll Manager, channel & alliances NSW Hostway Corporation, Netregistry Printing

Adobe Brent Irwin Senior manager, partner sales & SMB NSW Express Data Software LiveTiles Owen Brandt Vice president, APAC NSW Sitecore, OpenText Software

Alcatel-Lucent Enterprise Chris Downes Channel sales director NSW Verizon Networking Megaport Gavin Smithen Ecosystem director NSW Dell, Lenovo, ReachLocal Telecommunications

APC by Schneider Electric Muralee Kanagaratnam GM, channel & alliances, Pacific NSW Adobe, Express Data, Synnex, Casio, Compaq Critical infrastructure Microsoft Philip Goldie Director, partner business & development NSW Nortel, Alteon Websystems Cloud // Software

Apple Richard Wylie Specialist channel manager ANZ NSW Devices MobileIron Peter Athanasiou Director, channels & alliances APAC NSW Telstra, Nortel Networks, OKI Security

Aruba David Elliott ANZ channel sales director NSW Avaya, McAfee, EMC, Nortel Networking NCR Corporation Shane Bedford Channel sales director APJ QLD Vodoke, Docomo Intertouch, Konica Minolta, Ingram Micro Enterprise hardware

Autodesk Clare Wharrier Channel sales senior manager ANZ NSW Software NetApp Neville James Director channel & enablement ANZ NSW Citrix, Nortel Storage

Autotask Adam Ross Director, APAC NSW Software Netgear Domenic Torre Sales manager, commercial business unit Yes D-Link, SMC, Logical Solutions Networking

Avaya Peter Chidiac MD ANZ NSW Truphone, Veridian Solutions, eLoyalty, Nuance Collaboration Netscout Matt Foster Channel account manager VIC CommsForce, Celemetrix, NetTest Security

AWS Stefan Jansen Head of channels and alliances NSW Microsoft, EDS, Unisys Cloud NetSuite Graeme Burt Senior director, channel sales APJ NSW Software

Belkin Damian Commane Head of channel, distribution & partners NSW Cisco, Ingram Micro, Samsung Consumer electronics NextDC Steve Martin Head of channels NSW Adobe, Symantec, Veritas, Novell, WordPerfect Data centre

BMC Software Matt Lowe Senior partner manager NSW Software Nimble Storage Theo Hourmouzis Director of channel sales APJ VIC NetApp Storage

Brocade Paul Barge ANZ manager of channels/alliances NSW NEC, Cisco, Red Hat, Microsoft Networking Nuance Nathan Taylor Director channel & OEM APAC NSW Dematic, Nettest Software

Brother International Julie Woodward National sales manager, B2B channel NSW Samsung, Cisco, Belkin, Ingram Micro Printing Nutanix Niall O'Gorman Channel director ANZ NSW VMware, Avnet Technology Solutions, ITX Group Enterprise hardware

CA Technologies Kevin Van Gils Director, partners & alliances VIC Attachmate, NetIQ, Macquarie Telecom Software Optus James Gully Head of sales, Optus Wholesale NSW Mobil Oil Australia Telecommunications

Check Point Craig McGregor Director, channel sales NSW Symantec, Adobe, Microsoft, Sun Microsystems, Oracle Security Oracle Paul Schlawe Senior director, alliances & channels ANZ NSW Borak Montoro, Goyen Controls, Kaizen Management, KPMG Cloud // Software

Cisco Jason Brouwers Director, partner business group ANZ NSW Enterprise hardware & software Palo Alto Networks Stephen Milthorpe Director channels ANZ NSW NetApp, Sun Microsystems Networking

Citrix Belinda Jurisic Channel sales manager ANZ VIC Hewlett-Packard Software Pegasystems Nick Vince Channel & alliance director NSW SAP, Salesforce, VMware Software

Commvault Mark Velthuis VP indirect business APJ SING EMC, BT Global Services Backup & DR Polycom Mark Braxton ANZ channel director NSW Collaboration

Concur Technologies Murray Warner Director, channel partnerships ANZ NSW Seeker Software Software Progress Trevor Rogers Partner & alliance director ANZ VIC CA Technologies, Oracle, HP Software

CyberPower Systems Shannon Dowden Regional sales manager QLD Belkin, Samsung, Microsoft Critical infrastructure Pronto Chad Gates Managing director VIC Software

Datto James Bergl Sales director ANZ NSW N-able Technologies Backup & DR Quantum Jon Tinberg Regional channel manager ANZ NSW Valorem Systems, Crosscut Bay, The Digital Marketing Agency Storage

Dell-EMC Mark Fioretto GM service providers, systems integrators & alliances NSW Citrix, Nortel Networks Devices // Ent. hardware & software Rackspace Stevie Walsh Alliances manager NSW Dimension Data, BMC Software Cloud

Dell-EMC Geoff Wright GM ANZ channels & alliances NSW Channel Enablers, Microsoft Devices // Ent. hardware & software Red Hat Colin Garro Director, channel sales & development VIC Microsoft, Ceedata Systems, Adacel Communications Software

Dropbox Greg Kieser ANZ head of partner sales NSW Infor, AWS, IBM, Novell, Express Data Cloud Riverbed Technology Charles de Jesus Channel director ANZ NSW NetApp, Avaya, Westcon, Optus, Nortel Networking

Eaton Gordon Makryllos MD & chief channel officer NSW Orange, Schneider Electric, Telstra, Polycom, IBM Critical infrastructure RSA Jonathan Christopher Head of channel & alliances ANZ NSW Azlan, Enterasys Networks Security

Emerson Network Power Mo Kandeel Channel director ANZ NSW Lexmark, Dell, Targus, Acer Critical infrastructure Ruckus Wireless David Fenner Partner account manager NSW Azlan, Enterasys Networks Networking

Equinix Glen Hastings Channel director Australia NSW NextDC, Access Networks & Communications Data centre Sage Michael Williamson Partner sales manager NSW Empired, Pronto Software, Ernst & Young, QAD Software

ESET Softwate Gerard Nunez National channel manager NSW WhiteStone Technology Security SailPoint Beth Ryan Manager, alliances & channels ANZ VIC IBM, CA Technologies, SAP Security

Extreme Networks Yvette McEnearney Channel accounts sales manager ANZ NSW Avaya, Frontrange, NEC Networking SanDisk Simon Williams Country manager & channel director ANZ VIC PernixData, Fusion-io Storage

F5 Rodney Thorne Senior sales manager ANZ, partners & alliances NSW Motorola Solutions, Ingram Micro Security SAP Sumal Karu GM, global channels & general business ANZ NSW ForgeRock, CA Technologies, NetSuite Software

FireEye Sean Kopelke Director, channel & commercial sales ANZ NSW Symantec, Veritas Security Seagate Technology Mark Oh Channel manager NSW Ingram Micro, Dick Smith Storage

Forcepoint Phon Kounlavongsa Channel account manager NSW Juniper Security ShoreTel Jamie Romanin MD ANZ NSW Avaya, Zultys, Matrium Technologies, Telstra Collaboration

Fortinet Genevieve White Channel sales director NSW F5 Networks, IBM, Lexmark, DEC Security Simplivity Peter Hill ANZ channels & alliances director QLD Hitachi Data Systems, Cellnet, Tech Pacific Enterprise hardware

Fuji Xerox Printers David Borg GM channels, Asia Pacific operations NSW IBM Australia Printing Solarwinds MSP Kris Hansen MAX regional manager SA GFI Software, 3CX, Optus Software

Fujitsu Bert Noah National sales manager, Fujitsu products NSW Acer, Dell Devices // Enterprise hardware Sophos Jon Fox Channel director ANZ NSW Ingram Micro Security

Gigamon Mark Spencer Channel account manager ANZ NSW Trend Micro, RSA,, Websense, Symantec, Express Data Security StorageCraft Marina Yelutas Senior marketing manager No Express Data, Ingram Micro Backup & DR

Hewlett Packard Enterprise Christopher Trevitt Director, partner sales NSW EMC, IBM Enterprise hardware & software Symantec Tom Gower Head of channel sales NSW Verizon, MessageLabs Security

Hitachi Data Systems Phil Teague Director, industry & alliances solutions ANZ NSW RSA, EMC Enterprise hardware Tableau Sean Guillemot ANZ channel manager NSW Advent One, Perceptive Software/Lexmark, Autonomy, IBM Software

HP Australia Chris Hewlett Business manager, commercial channel VIC Leading Solutions, Microarts Devices // Printing Telstra Charlotte Schraa Head of specialist partner channel VIC PwC, Sky Telecommunications

Huawei Technolgies Leo Lynch Channel sales director, enterprise business group NSW IBM, EMC, HP Networking // Ent. hardware Tenable Network Security Peter Raven Channel sales manager ANZ NSW Samsung, Cisco (Sourcefire) Security

IBM Rhody Burton Director of global business partners NSW SAP, VMware, Business Objects Cloud // Software TPG Kyle Bunting Head of alliances & dealers NSW Dell Telecommunications

Intel VR Rajkumar Channels director ANZ NSW Devices // Microprocessors Unify Luke Taylor Channel account manager NSW British Telecom, Optus, Worldcom Collaboration

Intel Security Luke Power Channel director NSW Microsoft, Cisco, Nortel Networks, Avaya Security Veeam Don Williams Vice president ANZ NSW Quest Software Backup & DR

Interactive Intelligence Michelle Marlan Senior director, client & channel success, ANZ/Japan VIC CallTime Solutions, Spirit Telecom Collaboration Veritas Technologies Janet Docherty Senior manager, channels QLD Symantec, Data#3, Tech Pacific Backup & DR

Juniper Networks Darrin Iatrou Area partner director VIC Avnet Technology Solutions Networking Verizon Sharmilla Gosai Channel lead NSW IBM, Microsoft Telecommunications

Kaspersky Lab Rebecca Nguyen Enterprise sales manager VIC WiseTech Global, VTech, Optus Security VMware Kerrie-Anne Turner Head of channels & general business NSW StayinFront, MessageLabs, Symantec Software

Kemp Technologies Luke Holland Channel manager ANZ NSW Webroot, Applaud IT, Insight Networking Vocus Communications Dan Whitford GM wholesale NSW Optus Telecommunications

Konica Minolta Eric Holtsmark GM channel partners NSW EFI, Fuji Xerox, Xerox Corporation Printing Xirrus Phil Tarbox Regional director ANZ NSW Netgear, Samsung, Tecksel Networking

Lenovo Margrith Appleby ANZ channel director NSW HP, DEC, Compaq Devices // Enterprise hardware Yellowfin Luke Knowles Channel manager APAC NSW Ingram Micro, Nokia, Cygnett, Hitachi Software

48 October 2016 www.crn.com.au www.crn.com.au October 2016 49

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