Top Gun 51 recognizes a new generation of channel executives, those who build and execute programs in a way that drives partner, customer and supplier success.

The difference between a profitable channel program and one that gets bogged down in conflict, inertia and spreadsheet complexity hell is leadership. And these next-gen execs are leading the flight away from an increasingly stagnant, traditional and transactional IT business model and linear supply chain to one that is persistent, fluid and non-transactional, at velocity never before experienced.

Channel Futures asks distributors, master agents and industry analysts to each nominate executives who they think excel in the following three areas:

1. Advocates for the channel model with internal leadership. Proof points: Few or no house or named accounts. Product or service has “channel friendly” features and meets advertised claims for end-user functionality. Few operational roadblocks to success within partner program.
2. Is committed to partners’ business success. Proof points: Has increased the percentage of revenue coming through partners during tenure. Can show data to support innovative programs for, for example, use of MDF funds, training and certification. Provides effective enablement.
3. Works to earn trust. Proof points: Considered ethical and honest by partners. Is transparent about direction of company and limitations of product or service. Minimizes risk of engagement.

Three special award winners — Channel Innovator (thought leadership, innovation), Lifetime Achievement and Rising Star — are also presented.

Top Gun 51