Technology is evolving rapidly with the advent of the Internet of Things, Big Data and Cloud Computing. Technology consumption is increasingly moving to a services-oriented model. Talent for implementing and operating technology infrastructure and systems is in scant supply. And expectations for technology investments are skyrocketing. All of these factors are having a profound impact on the channel, and will dramatically reshape the partner landscape.
In this special ASAP panel moderated by The 2112 Group, the discussion will address the above topic and answer the following questions:
- What will the channel look like in 2021?
- What models will vendors and channel partners need to employ to stay relevant?
- What will the new class of partners look like?
- What should partners today do to prepare for this next evolution?
Vice President, Americas Partner Organization
Frank Rauch is Vice President of VMware's Americas Partner Organization. In this role, he is responsible for indirect routes to market for the Americas which include, Solution Providers, Corporate Resellers, Public Sector Partners, OEMs (Cisco, Dell, EMC, HP, IBM, Lenovo, Net App, VCE), System Integrators / System Outsourcers, and Distributors.
Prior to VMware Frank was HP's Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. Frank started his career with IBM in sales and executive staff roles.
He and his teams have been recognized with over 40 channel awards. Frank has been personally recognized with 5 Channel Chief awards and has been ranked in the top 25 Channel Executives.
Frank is a graduate of Drexel University with degrees in Marketing and Computer Systems Management. He lives in the Philadelphia area and is active with youth ice hockey and on several non-profit boards.
Vice President, Global Head of Channel Sales Strategy
Thomas Jensen is a seasoned sales leader and business executive with a wide range of experience in business planning and go-to-market strategy.
Thomas is the vice president, head of worldwide channel sales strategy for HP Inc. In this role, he is responsible for leading the worldwide channel organization for HP, including sales and channel strategy and execution across retail, commercial partners, and distributors. In addition, Thomas leads the worldwide sales training organization across HP.
Since the announcement of the HP separation, Thomas has been responsible for leading the separation efforts for the WW Printing and Personal Systems (PPS) channel organization at HP, which includes strategy definition and day-to-day activities. He is also responsible for defining the future go-to-market and channel structure, strategy and programs for HP Inc.
Thomas previously led the Worldwide Channel Sales organization for HP PPS, and was responsible for the global strategy and initiatives across the PPS Commercial and Consumer Channel businesses as well as the business planning process with HP's Partner community.
Prior to his role with PPS, Thomas was Director & General Manager for the PPS organization in Denmark. In this role, Thomas led the transformation of the organization following the combination of HP's printer and PC divisions in 2012.
Prior to HP, Thomas held leadership roles with e.g. Vestas Wind Systems and A.P. Moller–Maersk in Denmark. In addition, Thomas is a certified Facilitator for Storewars, which is one of the worlds' most acknowledged programs for retail industries.
From 1999-2006, Thomas held sales and marketing leadership roles at HP EMEA in the SMB and Commercial business where Thomas successfully drove HP's go-to-market efforts, growing both revenue and operating profit.
Thomas is a Danish national currently residing in Palo Alto, California, and holds a Master of Science degree in International Business Economics from Aalborg University in Denmark and has joined the Executive Board Programme at INSEAD in France.
CEO and Chief Analyst
The 2112 Group
Lawrence M. Walsh is CEO and chief analyst of The 2112 Group, a business strategy firm focused on improving the performance of technology companies' direct and indirect channels. Mr. Walsh specializes in the development and execution of channel programs, disruptive sales models, and growth strategies for companies of all sizes, from start-ups to Fortune 500 organizations. A seasoned journalist, analyst, author, industry commentator, and founder of Channelnomics, Walsh previously served as editor of Information Security, VARBusiness, and Ziff Davis Enterprise's Channel Insider and Baseline Magazine. Follow him on Twitter, LinkedIn and Facebook @lmwalsh2112.