2023 CHANNEL CHIEFS

Conceal

Phil Labas

Sr. Director, Global Channels, Alliances Labas launched the Conceal Allies Partner Program that encompasses resale, integration, distribution and MSP offerings. He also recruited the top partners in each area and helped build joint go-to-market strategies for each.

Corelight

Rick Beattie VP, Sales

Beattie led the way as Corelight makes it its mission to train every partner under contract and roll out a specific testing program for them. This enables the company to work more closely with channel partners and help identify opportunities.

Cradlepoint

Eric Purcell SVP, Global Partner Sales Purcell’s investments in the Global Partner Program have impacted Cradlepoint’s continued success and record revenue. Some areas of investment include the managed services program, which is seeing record growth.

Critical Start

Dwayne Myers VP, Channel, Alliances Myers developed a process for identifying partners that fit an ideal profile, which allows teams to align within a particular territory and drive business focus. He also launched a rewards program unique to industry partners.

Congruity360

Morgan Hartley Director, Global Channels

Hartley vetted, identified and activated key channel partners, created a tiered volume pricing model with builtin rebate incentives and developed a hands-on instructor-led partner enablement boot camp.

Coupa

Sally Stephens SVP, Alliances Programs

Stephens focused on up-leveling Coupa’s relationships with partners. Giving them resources, support and trust, the company accomplished record-breaking results. She also expanded her team to drive go-tomarket, partner marketing and channel operations.

Cradlepoint

Lisa Wight VP, Global Partner Programs, Worldwide Distribution Wight boosted the impact her team has by adding top talent to future-proof and enhance the partner program and global distribution ecosystem. She also established a robust engagement model.

CrowdStrike

Michael Rogers VP, Global Alliances, Channel Chief Rogers accelerated the launch of the new CrowdStrike Powered Service Provider, designed specifically for service providers. He also established a new Alliances Program Management Office team dedicated to updating CrowdStrike’s Partner Program.

ConnectWise

Andre Gilmore Director, IT Nation Programs

Gilmore built a team that will enable ConnectWise’s programs to grow for years to come. He expanded the private equity peer group offering and launched peer groups focused on sales and security.

John Muscarella VP, Channel Sales

Muscarella is responsible for the overall readiness strategy for the indirect business sales channels. His team develops, implements and sells offerings utilizing the Cox Communications network throughout the country.

Creatio

Alex Donchuk SVP, Global Channels

Donchuk led the way as Creatio achieved the following results: 52 percent of revenue was generated from partners, 97 percent of pipeline opportunities had a partner attached to them and 16 partners reached the highest levels of the program.

Ctera

Donald Wales SVP, North America

Wales grew the partner program to support partners’ success. Ctera has inked a strategic partnership with Wasabi to deliver secure cloud services and launched the newest version of Ctera Enterprise File Services exclusively via the channel network.

ConnectWise

Raffael Marty EVP, GM, Cybersecurity

Marty led efforts to expand the company’s cybersecurity offerings, including expanding the ecosystem through a new cyber insurance partnership between ConnectWise, ControlCase and Fifthwall Solutions.

Cradlepoint

Steve Benvenuto VP, Americas Partner Sales

Benvenuto expanded his team, adding new partner account managers and channel leaders. He also has accelerated engagement with some of the largest VARs in the Americas and has seen success partnering with a new set of ecosystem partners.

Crewhu

Stephen Spiegel CEO

Spiegel hired executives for his leadership team, increased investment with marketing partners in the channel and boosted investment in customer success, all of which contributed to over 40 percent growth in year-over-year recurring revenue.

CyberArk

Chris Moore SVP, Global Channels

CyberArk has focused on partners that are capable and committed and that will grow with it to drive value. Moore led several initiatives that drive constant communications, ensuring that each solution presented to a customer adds value and reduces pain points.