Sponsor: HP
Featured Analyst Firm: Gartner
Speakers: Tiffani Bova, Mark Lewis, Jonathan Martin
Type: Video (20 minutes)
Mid-sized enterprises today face many of the same challenges that larger enterprises do when it comes to growing their businesses and optimizing their costs. And they are increasingly looking to their partners and vendors to be more strategic and creative in the delivery of IT solutions that simplify their IT value chain. As a partner, if the mid-size enterprise is important to your business, are you making the necessary changes to meet these specific needs and have you chosen the right vendor to work with?
In this webcast, thought leaders from featured analyst firm, Gartner, Inc., and opinion leaders from Orasi, and HP examine the market opportunity for the vendor/partner relationship in meeting the needs of mid-size enterprises and what it takes to build a successful partner/vendor relationship for this large, underserved market.
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About Jonathan Martin, VP & General Manager, Commercial & Information Management Solutions, HP
Jonathan Martin is worldwide vice president and general manager of HP's Information Management solutions business unit, part of HP Software & Solutions organization. HP Information Management comprises a portfolio of software and services to help organizations manage their information governance needs.
Previously, Jonathan was chief marketing officer of HP Information Management Software, where he was responsible for product management and worldwide marketing of the business unit's portfolio. Prior to joining HP, Jonathan was responsible for product marketing at software-as-a-service leader salesforce.com. Previous experience includes CMO at PortWise, a leading provider of mobile identity management software, and eight years in executive marketing positions in the U.S. and Europe at global storage giant VERITAS Software.
Jonathan holds a BSc (Honours) and MSc in Computer Science, and is a member of The Marketing Society, CMO Council and Forrester's CMO Group.
About Mark Lewis, VP of Sales & Co-Founder, Orasi Software
Mark Lewis is the Vice President of Sales for Orasi Software, and has more than 19 years of sales and sales management experience in information technology. Prior to Orasi, Mark was the VP of Professional Services at Starbase, where he helped customers successfully implement the Starbase product suite. Mark also held the VP of Sales and Services position at Technology Builders, Inc. (TBI), where he developed strong customer relationships, structured deals, formed strategic vendor alliances and interpreted key market trends.
Prior to TBI, Mark was a Senior Account Executive for KnowledgeWare Corporation, where he successfully exceeded sales objectives and developed the channel sales organization in the Southeast United States. Mark holds a BS in Finance from East Tennessee State University.
About Tiffani Bova, Research VP, Gartner
Tiffani Bova is a vice president with Gartner Research, where she works in the IT Marketing and Channel Strategies group covering the topics of indirect channel programs and go-to-market and sales strategies worldwide. Ms. Bova's area of specialization includes the development of comprehensive indirect channel programs (recruitment, enablement, tools), go-to-market sales coverage models, the impact of alternative models on the traditional channel, and trends in IT distribution. In addition, Ms. Bova conducts significant public speaking and publishing in leading industry periodicals on these topics.
She spends a significant amount of time with IT vendors (large and small) that are looking to launch or enhance an existing program, improve the leverage of their distribution partners, and expand their reach in the global market. Her job would not be complete without significant interaction with the channel partners to ensure she understands what they need and expect from their vendor partners to be successful in today's market.
Ms. Bova has 15 years of experience in the IT industry. Prior to joining Gartner, she was responsible for the strategy and execution of indirect channel programs and sales revenue for Gateway's Professional Business Unit. Previously, she held management roles in companies such as Interland, Affinity Internet, Inacom/Vanstar, and Sprint.
