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MELISSA ABREU, CUSTOMER SUCCESS MANAGER, INTRONIS
As a member of the Intronis customer success management team, Melissa educates partners on all aspects of the software and provides them with marketing, branding and sales support for quick and successful starts. Her responsibilities have spanned technical support,
on-boarding and community development since joining the company in 2010. Melissa graduated from Emmanuel College in Boston with a Bachelor of Fine Arts in English communications.
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J.J. ANTEQUINO, PARTNER TECHNOLOGY ADVISOR, MICROSOFT
J.J. Antequino is a Partner Technology Advisor with the TS2 Team and is based in Orlando, FL. The TS2 Team enables partners to convey the value of Microsoft’s solutions and participates in partner readiness and learning activities throughout the channel. J.J. has been with Microsoft for 10 years as a Product Support Specialist, Team Manager, and Partner Solutions Advisor. He holds a bachelor’s degree from the University of Central Florida and an MBA from Southern Methodist University.
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SCOTT BARLOW, VICE PRESIDENT OF SALES AND PRODUCT MANAGEMENT, REFLEXION
Scott is currently the Vice President of Sales and Product Management at Reflexion, providing hosted email security, archiving and encryption services exclusively through the channel. Scott has an extensive record of achievement in channel sales and business development, and strong technical expertise and domain knowledge in the rapidly evolving hosted services (SaaS) markets, including email and Web security, archiving, encryption and compliance. Scott currently serves on the IT Executive Security Forum (SIG) at CompTIA and has been named a CRN Channel Chief the past three years, a 2010 Distinguished Nominee for Channel Insider’s Channel Executive of the Year, and one of MSP Mentor’s 250 executives, entrepreneurs and experts shaping the global managed services market. Scott holds an MBA and MS in Geophysics from Boston College.
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CHARLES "CHIP" BIELER, SALES MANAGER, GFI MAX
Chip has over 15 years’ experience in IT sales and marketing and he currently manages GFI’s fastest growing sales division - GFIMAX. Joining GFI Software in 2005 as a Channel Account Manager, Chip has learned the challenges facing IT experts who support the SMB space and has a clear understanding of how to measure success in the market. Prior to GFI, Chip started his career as District Sales Manager for USAToday newspapers but soon caught the technology bug. He’s held marketing and sales roles for start-up consulting practices (LogicSpan) as well as publicly traded software companies (DSET). Chip is a graduate of the College of Wooster in Ohio.
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LARRY BRIDWELL, GLOBAL STRATEGIST, AVG TECHNOLOGIES
As Global Security Strategist, Larry reports to the Office of the Chief Scientist and works closely with the AVG research group to determine current and future malware trends and then develop and promote best practices and protection strategies using AVG security products. Prior to joining AVG, Larry was Program Manager for Content Security Programs at ICSA Labs, the independent testing division of Verizon Business. He is an active member of several national and international information security working groups, serves on the Board of Directors for Anti-Virus Asia Researchers (AVAR), IEEE’s ICSG executive committee, and participates in security conferences, roundtables and workshops internationally.
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GILBERT CARGILL, SALES ACCELERATION COACH, CARGILL CONSULTING GROUP, INC.
After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead-last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill’s outstanding sales results at IBM.
Gil Cargill has spent the past 33 years as a consultant, speaker and trainer helping thousands of businesses achieve dramatic and permanent improvements in sales pro-ductivity. Cargill has taught salespeople across diverse indus¬tries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.
Thirty-three years of success in both sales consulting and sales training is proof that Cargill’s style of delivering information and defining proven sales processes has helped his audiences understand that there are better, more profitable ways to perform their sales tasks.
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GINGER CLAY, CO-OWNER, IALLIANZE
Ginger Clay co-owns iallianze and has developed iMPRINT, a marketing as a solution program designed to help VARs transition from little to no-marketing to full marketing strategies that help you build prospect awareness in their market space, establish credibility and convert prospects to paying customers for life. Unlike other marketing programs that provide information and content with little time to implement; iMPRINT targets the unique challenges of a VAR and provides tangible, profit-bearing strategies that scale with your business while creating demand for your product and services and helping you achieve new profits.
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JOE DANNER, CO-OWNER, IALLIANZE
Joe Danner has more than 30 years of experience developing and implementing business applications that improve operational efficiencies in sales, marketing, service, transaction processing, ERP, and backoffice operations. He has consulted on numerous successful business transformation projects across multiple verticals and technologies worldwide. As co-founder of iAlliance he continues to offer solutions that focus on the business first and the technology that makes these business successful.
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STEPHEN DEMING, MICROSOFT PARTNER SOLUTION ADVISOR, US SMALL, MEDIUM BUSINESS & DISTRIBUTION
My background is in hardware design and engineering, but through my work I quickly progressed to software sales and training. With almost thirty years of professional computer experience, I’ve spent most of my career working with organizations to identify and implement effective solutions.Since joining Microsoft over nine years ago, I’ve worked with our partner team helping customers and partners understand the benefits of our technology, where that technology is heading in the future, and how to take advantage of the available Microsoft partner programs. My passion is helping people understand technology better so they can make educated decisions.
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LEN DICOSTANZO, SENIOR VICE PRESIDENT, BUSINESS DEVELOPMENT, DEAN OF AUTOTASK ACADEMY, AUTOTASK
As Senior Vice President of Business Development for Autotask Corporation, Len is responsible for identifying, building and nurturing the company's strategic industry alliances around the world. As Dean of Autotask Academy, Len is also responsible for leading the development and delivery of a wide range of education offerings designed to enhance the overall Autotask customer experience and increase the efficiency and profitability of all solution providers in the IT channel.
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LEONARD DIMICELI, DIRECTOR OF CHANNEL SALES-COMMUNITY DEVELOPMENT, SPAM SOAP
Leonard Dimiceli brings nearly 17 years of technical sales experience to the Spam Soap Channel. Prior to joining Spam Soap, Leonard worked at Sage Software as a Channel Manager for one of the largest ERP Resellers in the nation. He is a dynamic leader who has demonstrated success with a proven record in obtaining new business, channel development & management, and mergers & acquisitions. Leonard continues to speak publicly and coaches companies (both in the enterprise and SMB space), on best practices for customer acquisition, community development & brand identity.
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PAT DOLAN, VARVID
Patrick Dolan has over 30 years of experience in the IT industry in various positions including consulting, software development and computer support. He has worked for companies of all sizes from Fortune 500 to the SMB space. For the past 4 years he has focused on delivering managed services to SMB clients.
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TOM GALL, DIRECTOR OF VALUE CHANNEL MARKETING, XEROX
In Tom’s current and previous positions at Xerox, Tom is focused on the success of the Xerox channel business through programs, promotions, support and tools. Prior to Xerox, he was a National Channel Account Manager at Tektronix calling on Distributors, Direct Marketing Resellers and Corporate Resellers. Tom has an undergraduate degree from Southern Methodist University and an MBA from Willamette University – the Atkinson Graduate School of Management.
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DREW GRAHAM, BUSINESS DEVELOPMENT DIRECTOR, VARVID
Drew Graham is the Business Development Director at Varvid. No stranger to the worlds of media and customer relations, Drew spent more than a decade behind the microphone at various radio stations, involvement with chamber of commerce membership development and operating a thriving event facilitation business. His real-world experience is a valuable asset to Varvid and their clients.
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TODD HAUGLAND, SALES ENGINEER AND TECHNICAL TRAINING CONSULT, GFIMAX
A 20 year industry veteran, Todd Haugland has served as a client, consultant, administrator and now vendor for IT in the SMB market space. Todd currently serves as Sales Engineer and Technical Training Consult for GFIMAX Software. Immediately prior to coming to GFI, he worked with a local Gold Partner providing solutions to small businesses. This unique perspective has allowed him to be an effective trainer, communicator, and advocate for anyone trying to make the most of their IT budget.
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AMY HODGE, SENIOR COMMUNITY SPECIALIST, CONNECTWISE
Amy contributes to the development and management of ConnectWise’s community relationships from both the partner and vendor perspective. The Community team’s charter is to identify and provide conduits for ConnectWise partners to connect and collaborate with each other and with ConnectWise. With ten years of channel experience in the technology industry, Amy’s experience spans channel management, channel program development, and business development. Before joining ConnectWise, Amy worked in channel sales for various document management and network security vendors.
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CHRIS IBURG, DIRECTOR, PAGEPACK SERVICES
Chris Iburg is Director of PagePack Services for the North American Reseller Group within Xerox Corporation. He was named to this position July 2010 and is responsible for the overall PagePack Program including strategy, operations, training, program design and implementation. Chris joined Xerox in January 2000 as part of the acquisition of the Tektronix color printing business. He started his career in the printing & imaging industry with Tektronix in May 1988 and over the past 22 years has held a variety of management positions including Partner Relations, Channel Marketing, Printer Marketing, Marketing Operations, and Post Sale Marketing. Many of the Xerox channel partner programs in place today trace their original roots to his watch as the leader of the Channel Marketing Organization for both Tektronix and ultimately Xerox.
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LANE JESSEPH, PRODUCT MANAGER, LENOVO
As a product manager at Lenovo, Lane is responsible for promoting and educating those inside and outside the organization on products within the ThinkPad Classic portfolio including the company’s well-known T series and the recently introduced ThinkPad Tablet. With Lenovo for five years, Lane covers both the United States and Canada. Prior to joining the Think team he was a member of the enterprise sales team and the global sales team managing accounts such as Intel, Cadbury and Halliburton. He attended NC State and College of Charleston studying environmental sciences and marine biology where he always maintained a passion for technology which led him to his current position at Lenovo.
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PETE KEANE, PRESIDENT, OUTREACH TECHNOLOGY
Pete Keane is the founder of Outreach Technology LLC. Outreach is a national Managed Services Provider of Information Technology and Telecommunications equipment and services. Outreach is also an authorized Independent Software Vendor and Consulting Partner for Salesforce.com. Mr. Keane has over 23 years of experience in the telecommunications and IT industries. Under Keane, Outreach has been named for the second year in a row to the prestigious Inc. 5000 list of the fastest growing private companies in America. Mr. Keane is a graduate of the State University of New York and is a PADI Master SCUBA Diving Instructor.
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SHANNON KOHN, DIRECTOR OF MARKETING & CHANNEL RELATIONS, DATTO
Along with her unofficial title as the Datto "Trade Show Warrior", Shannon leads company initiatives in channel program development, creation and implementation of integrated marketing campaigns and also works to cultivate meaningful relationships with IT solution providers, partners and vendors in the channel. Shannon played a crucial role in the launch of Datto's flagship business continuity solution, SIRIS, and continues to take an active role in building the Datto brand and generating awareness. Prior to Datto, Shannon worked for a number of prestigious advertising agencies and also in corporate marketing environments. She has a BA in Strategic and Organizational Communication from Temple University and is currently pursuing a MBA in Marketing from the University of Connecticut.
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JAMES LII, MANAGER of STRATEGIC ACCOUNTS, AXCIENT
James Lii joined Axcient in January of 2009. Prior to Axcient, he worked with the VAR and Reseller channel at Barracuda Networks. Before dabbling in the IT world, James served as a project manager and sales representative for a Taiwan based company focused on active and passive cooling solutions for the GPU market. He received a bachelor’s degree in marketing from San Jose State University. He enjoys fishing at local lakes and reservoirs, track days at Thunderhill Raceway in Northern California, and snowboarding down the slopes of Lake Tahoe.
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HEATHER LOGAN, MICROSOFT
Heather Logan has been working at Microsoft since 2000. She has had the opportunity to work across legal and sales excellence programs, with global customers and small businesses, across partners of all types. For the past three years she has been specifically focused on supporting value added resellers in the NY Metro area by building their business through Microsoft Services and Open Licensing.
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BENNY MADRID, WEST REGIONAL GENERAL MANGER SMB&D, MICROSOFT
Benny Madrid is the West Region General Manager for the Small and Medium Business and Distribution (SMB&D) segment. In this role, he manages the regional channel sales strategy, planning and execution for the West Region. Benny has been with Microsoft over ten years and has held a variety of sales and sales leadership roles across multiple customer segments including Microsoft’s enterprise and SMS&P business. Benny joined Microsoft from a managed services Gold partner and brings over 15 years of sales experience in the information technology industry. Benny has a long standing track record for delivering business results and driving improvements in customer and partner satisfaction.
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AUSTIN MCCHORD, PRESIDENT & CEO, DATTO
Austin McChord is an entrepreneur whose mission is to bring the highest level of product and service to his customers. He brings a strong technology background to his role as founder and CEO of Datto Inc. The company grew over 300% in 2011 and is a leading vendor of backup, disaster recovery and business continuity solutions, sold exclusively through the channel. His continued work and success at Datto has enabled IT Resellers to provide enterprise class BDR offerings for their clients at a SMB price point. He routinely speaks to audiences at industry trade events and participates as an advising panel member at trade association meetings. Prior to founding Datto, Austin worked for several years successfully developing and implementing software systems for both large and small organizations. He has a B.S. in Bioinformatics from Rochester Institute of Technology (RIT) and holds several pending patents.
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GREG MCHUGH, SAAS SYSTEMS ENGINEER, MCAFEE
Greg McHugh brings over 12 years of technical and business experience to the McAfee SaaS division. Prior to joining McAfee, Greg served as a senior level infrastructure consultant specializing in cloud security and virtualization technologies. Greg actively speaks publicly and coaches companies large and small on SaaS security solutions and best practices.
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GARY MELLO, SYSTEMS ENGINEER, SaaS
Gary Mello brings over 12 years of technical and business experience to the McAfee SaaS division. Prior to joining McAfee, Gary served senior level technical roles with vendors such as Juniper Networks and Imprivata, Inc., and also with Value Added Resellers in the security space. Gary actively speaks publicly and coaches companies large and small on security solutions and best practices.
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ROB MERKLINGER, VICE PRESIDENT, SALES, INTRONIS
Rob is an experienced software sales leader with proven track record of driving success and developing sales talent. Rob joins Intronis from Gomez, Inc., a web optimization platform provider for SMBs, where he was the director of sales. While at Gomez, Rob doubled the company’s annual revenue and managed a team of 40 representatives. He also pioneered the SaaS (software as a service) sales process at Gomez and developed a comprehensive go-to-market strategy. Rob graduated from the University of New Hampshire with a B.A. in Business Administration.
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TOM MURPHY, VP OF TECHNICAL SERVICES, BRADFORD NETWORKS
Tom Murphy leverages over 25 years in the IT industry to define and deliver network security solutions for Bradford Networks. Prior to Bradford Networks, he has held leadership positions at numerous infrastructure management companies such as Symantec, Veritas, BMC Software, and Bit9 where he aligned demand with solution delivery. While at Bit9, Tom was named the Massachusetts Technology Leadership Council’s CXO of the year.
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KELLY O’BRAY, REGIONAL SALES MANGER, GFI SOFTWARE
A seasoned IT channel professional with 20 years of experience in sales and marketing of IT services to the SMB market, Kelly has been working with GFI Max and its predecessor, Hounddog technologies for over 4 years. While at GFI, Kelly has been working with channel partners to roll out services based on the GFI Max Remote Management platform, helping them build profitable recurring revenue streams. Because of his work with the IT channel, Kelly has gained significant insight on the pitfalls of business transformation strategies, and provides a common sense approach to building your business. Kelly has presented GFI Max and the Building blocks program to IT Groups throughout the country and participated on Industry panels discussing trends in the IT industry, such as the commoditization of the MSP business model at last year’s ASCII events.
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NATAN OVADIA, CHANNEL DEVELOPMENT, QUEST SOFTWARE/PACKET TRAP
Natan Ovadia has years of experience working in a post-sales atmosphere helping IT Consulting shops and MSPs solidify and break down what services they provide out to their small business customers. He has played a crucial role in assisting in the sales and execution of selling contracted agreements to maximize profits and grow service-based offerings.
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RICH PAPAIOANNOU, SMB MARKETING MANAGER, HP
Within HP’s Solution Partner Organization, Rich is responsible for growing HP’s share in the SMB market segment by increasing sales to channel partners & their customers. By developing the right strategies, sales enablement tools, and incentive programs, Rich is focused on simplifying and optimizing partner engagement while complimenting their efforts in capturing new market opportunities.
Over the last 14+ years, Rich has worked in several organizations inside HP including SMB Strategy & Programs, Partner Sales & Marketing, and PartnerONE Program Management.
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JOE PANETTIERI, EDITORIAL DIRECTOR, NINE LIVES MEDIA
Joe is co-founder of Nine Lives Media Inc., where he oversees content, community and search engine optimization for the leading blogs in the IT channel: MSPmentor, The VAR Guy and TalkinCloud. Since launching in 2008, Nine Lives Media Inc. has generated consistent profitable, debt-free growth. Panettieri previously was VP/editorial director at Ziff Davis Media, where he moderated more than 100 CIO events annually. He has also held senior-level editorial positions at InformationWeek, earning exclusive interviews with Bill Gates, John Chambers, Eric Schmidt and other technology vanguards.
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ROB RAE, DIRECTOR OF PARTNER DEVELOPMENT AND OPERATIONS, LEVEL PLATFORMS
With over 20 years of sales and B2B activities, Rob Rae has extensive experience in IT hardware and software sales. Rob has industry expertise working with 100% channel focused organizations and directly with Channel VAR’s and Solution Providers in achieving their goals. 3 years running Rob was named as one of MSP Mentors Top 250 people shaping the global managed services market.
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ALEX ROGERS, CEO & FOUNDER, CHARTEC
Alex Rogers is a revolutionary thinker who has significantly contributed to the IT Channel. He is founder and President of CharTec, a “Beyond HaaS” provider that helps technology companies transition to the next level of annuity-based profitability as Managed Service Providers (MSPs). CharTec evolved from Rogers’ experience as CEO of ARRC Technology, his award-winning, multi-million dollar MSP practice which he founded in 1992 with a $300 investment.
CharTec was developed exclusively for IT service providers who support small to medium-sized businesses. The company designed and built the largest MSP training facility in North America as well as creating a “HaaS” program intended to provide custom hardware at no upfront cost to its Partner base of nearly 1000 companies.
CharTec is continually recognized for its innovation by leaders in the IT Channel. Recent awards include a “Best Channel Vendor” for 2012 and 2011, as well as “Best Channel Product” for 2011 by Business Solutions Magazine. In addition, the company received 3 Bull’s Eye Awards from Channel Insider and “Best Hardware Product Award” from CompTIA in 2010.
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TED ROLLER, VICE PRESIDENT OF CHANNEL DEVELOPMENT, INTRONIS
Roller leads channel development for Intronis and is the leading advocate driving the company’s focus on behalf of MSPs. Prior to Intronis, Ted was vice president of channel development for itControl Solutions, where he helped more closely align the company's goals with the objectives of its reseller partners. In 1990, Roller founded Ohio-based Oxford Systems Integration, which operates today as Quanexus, and served as its president until 2006.
Ted is active within CompTIA, having served on its Board of Directors from 2004 until 2007 and is currently Chairman of the CompTIA Managed IT Services Forum. He was named a "Channel Chief" twice by Everything Channel's CRN and has been included in the MSPmentor 250 in 2009 and 2010. Ted received his bachelor’s degree in English literature at Miami University.
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MIKE SEMEL, VICE PRESIDENT OF BUSINESS CONTINUITY & COMPLIANCE SERVICES, BUSINESS CONTINUITY TECHNOLOGIES
Mike Semel is the Vice President of Business Continuity & Compliance Services at Business Continuity Technologies in Las Vegas. He is a Certified Business Continuity Professional and a Certified HIPAA Administrator. He is also a member of the FBI’s Infragard program. Mike served on the committee that designed the criteria for the computing industry association’s Security Trustmark, and co-wrote the Quick Reference Guide for the Security Trustmark. As Director of IT at Schuyler Hospital, he reduced computer downtime to zero and cut the IT operating budget by 32%. During his tenure he helped the hospital achieve compliance with HIPAA and the Joint Commission on Accreditation of Healthcare Organizations (JCAHO.)
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TANIA SHEPPARD, REGIONAL SALES MANAGER, AXCIENT
Tania Sheppard is a passionate channel executive with 15 years of experience in IT distribution. A career start at MicroAge in Tempe, AZ, allowed Ms. Sheppard to work within the reseller community during the transition from reseller-distributor to distributor (Pinacor), and encounter the reality of channel conflict. She took this experience to Symantec to successfully develop the reseller channel throughout the western region. Ms. Sheppard was then recruited to develop the channel for a local start-up in network optimization, Opnix. Similarly, another start-up, Karlnet, recruited her and she worked to develop their channel in 802.11 wireless technology. A move back into more mainstream distribution, Ms. Sheppard worked at a Phoenix cloud-focused VAR, IT Partners, before her move to Silicon Valley. Ms. Sheppard’s position at Mountain View-based Axcient allows her to pursue her passion for building the channel, while evangelizing the newest technology in back up, disaster recovery, and business continuity. During her time off, Ms. Sheppard enjoys spending time with her family of husband, Sean, children, Emma and Aidan, and 3 dogs, Oscar, Daffodil, and Tamale. She also appreciates the challenge of golf, cooking and fine dining, and has a love of music, reading and writing short stories.
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MICHAEL SIGGINS, FOUNDER, CHANNELPRO NETWORK
Since March 2007 the network has been providing targeted business and technology information for the IT channel. Via its print and online properties, the network delivers expert opinion, analysis, news, product reviews and advice vital to business success. Perspectives from vendors, distributors and analysts are spotlighted daily. Michael is also Editor and Publisher of ChannelPro: The Insider’s Guide to SMB. This is the only channel media property dedicated to the needs of channel professionals working in the SMB marketplace.
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DAVID SKEDDLE, SR. TECHNICAL ACCOUNT MANAGER, CONTINUUM MANAGED SERVICES
David Skeddle leverages over 15 years in the IT industry combining technical and business experience to assist channel partners with identifying current and emerging systems technologies that produce additional revenue streams at the lowest possible cost. As an entrepreneur, David obtained invaluable sales experience as an owner of a recruiting agency that focused on the placement of sales professionals. He has been an IT Consultant, Project Manager, Sr. Systems Analyst and Regional Network Administrator at several Fortune 100 companies prior to joining Continuum. David looks forward to sharing his expert knowledge and helping the channel embrace Continuum’s entrance into the BDR market with their partnership with Datto. He has a B.S. in Computer Science from Duquesne University and a Masters in Information Technology from Carnegie Mellon University.
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WOODY WALTON, PARTNER TECHNOLOGY ADVISOR, SMALL, MEDIUM BUSINESS & DISTRIBUTION GROUP, MICROSOFT
Woody Walton joined Microsoft in 1998. Starting in the retail products division, he supported the launch of Windows 98 before moving to Microsoft’s small business division where he educated businesses across the U.S. on the benefits of the Microsoft product stack. Later, he worked both in Microsoft Consulting Services and in the Windows product group. In 2001 he joined the Microsoft Across America team where he delivered channel partner readiness events across the U.S. until 2009. Woody now works as a Partner Technology Advisor in the Small, Medium Business & Distribution Group (SMB&D) where he supports the sales and technical readiness of Microsoft’s distribution and channel partners.
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Speakers
