Monday Morning Impact – July 20

By Ken Presti, Senior Consultant, Channel Impact

Cisco Names Wendy Bahr to Lead Worldwide Partner Organization

Cisco has named a long-time company insider to lead its Worldwide Partner Organization under incoming CEO Chuck Robbins.

Wendy Bahr will become the company’s new senior vice president of the Worldwide Partner Organization, replacing Bruce Klein who has filled the role for the past three of his eleven years with Cisco. Klein reportedly resigned the position in order to pursue other opportunities.

Bahr has served in a variety of channel-focused roles during her 15 year tenure with Cisco, and becomes the first woman to lead the company’s partner organization. She most recently led the Americas partner organization.

The transition is scheduled to take place on June 27th.

Channel Impact
As a long-time Cisco veteran, Bahr comes to the table with three qualities that will be crucial for success. She is highly experienced and knowledgeable with regard to indirect sales programs and practices; she has extensive knowledge of the Cisco culture and modes of doing business; and she has the internal and external relationships necessary to thrive in this role. She is well known to many of the key partners, and has worked with incoming CEO Chuck Robbins for a long time.

WestconGroup Launches Vendor Incubation Program

New York-based distributor WestconGroup has kicked off a new incubation program designed to identify emerging technology vendors in high-growth areas and develop global distribution relationships. The program specifically targets vendors that may not have previously used or considered distribution as a route to market.

“We see this as an important investment for our future,” said Anthony D’Angelo, vice president of global partner management, emerging vendors and incubation, at WestconGroup. “It helps create the next generation of top vendors, who have an opportunity to develop and showcase innovations to a global audience of solution providers.”

The program includes initiatives aimed at increasing scalability, entering new markets, properly segmenting and targeting the partner base and helping the vendors better understand, and plan for, industry trends. An undefined investment by participating vendors is required.

“A lot of vendors we’re talking with don’t have a lot of channel resources or the channel experience of a larger vendor,” DeAngelo added. “We’ll work with them on execution and enablement in order to accelerate their success, and in turn our success and that of our customers.”

Channel Impact
This can be a great opportunity for security vendors and other companies compatible with Westcon to deepen their expertise in working with go-to-market strategies. Many such companies come to the table with solid technology expertise, but have not yet developed a deep bench on the go-to-market side of the house.

StorMagic Announces New Global Partner Program

StorMagic, a Hopkinton, Mass.-based provider of enterprise-class software-defined storage for virtual server environments, has rolled out is new Preferred Partner Program.

Benefits include online sales and technical training, pre- and post-sales support, access to eval/testing software, market development funds and other resources. The company is also adding a Champions Program that provides resellers with significantly increased margin and deal protection.

“StorMagic recognizes that an engaging channel program, backed up by strong leadership and support are essential pillars of a successful go-to market strategy,” said CEO Hans O’Sullivan. “Further strategic channel and partnership announcements are planned for 2015, and will be confirmed later in the year.”

Channel Impact
The company is upgrading from an earlier introductory partner program, and has already developed a partner base commensurate with the vendor’s size.