2023 CHANNEL CHIEFS

WatchGuard

Michelle Welch CMO

Welch oversaw the expansion and modernization of WatchGuard’s approach to cooperative and vendorled demand generation activities, including the integration and rollout of buying-intent technology for WatchGuard and its partners.

Xcitium

Michael Costantino VP, Strategic Partnerships

Constantino built out a channel program at Xcitium in under eight months, including staffing, marketing, enablement and execution. He is responsible for most of the key strategic partners on-boarded over this time.

Zerto

Eric Barnhart VP, Global Cloud, Channel Sales

Barnhart established a Partner Advisory Board and launched bi-directional communication to improve effectiveness. He also improved field seller engagement with the MSP community and implemented a deal registration plan for enterprise sellers.

Workday

Sam Alkharrat Chief Partner Officer

Since joining Workday in April 2022, Alkharrat has spearheaded a new vision for the partner ecosystem. This vision will enable faster time to value for customers across industries and create greater collaboration and alignment.

Xerox

Karl Boissonneault Leader, North America Channels

Xerox created teams focused on both the customer and the partner experience under Boissonneault’s leadership. He adjusted programs to protect partners against supply chain constraints and launched a new North American channel organization.

Zoom Video Communications

Todd Surdey Head of Global Channels, Business Development Surdey launched the Zoom Up Partner Program that makes it simple for partners to outline their path and growth with Zoom, which serves a network of thousands of partners in over 150 countries and territories.

WorkFusion

Os Haque SVP, Head of Global Channels, Alliances

The channel program was dissolved two years before Haque joined WorkFusion. He focused on “turning the ship” and convinced partners that the future couldn’t be successful without them and he was investing in them to join the journey.

Zebra Technologies

Bill Cate VP, Global Channels, Alliances

Cate built a channel development strategy focused on designing new routes to market for new acquisitions—fixed-industrial scanning, machine vision, robotics, task and workforce management software—as well as new organic technologies.

Zscaler

Todd Meister SVP, Global Partners, Alliances

Meister helped introduce new elements to Zscaler’s fiscal year 2023 internal policy and partner program to increase partner profitability and also enhanced discounts for sourced and teaming deal registrations.

Wrike Archie Sharma VP, Partnerships, Business, Corporate Development Sharma grew channel sales by 42 percent year over year. He also built a partnership team, a highvelocity recruitment and enablement engine and a solutions partners program where partners are able to OEM Wrike into their platforms with minimal effort.

Zendesk

Peter Lorant

Global SVP, Partner, Channel Sales Lorant pivoted the channel sales team to a new primary metric around partners sourcing incremental revenue. When partners source opportunities, Zendesk has seen an increase in both average deal size as well as average win rate.

Zyxel Networks

David Soares EVP, Channel Sales, Marketing, North America

Soares increased the number of Zyxel active partners year on year. He also increased sales despite cost increases and shortages and drove significant growth in cloud services.

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To take advantage of these opportunities contact, Adam Dennison, VP of Midsize Enterprise Services, at adennison@thechannelcompany.com