Battle of the channel chiefs

Check out our interviews with channel chiefs from each major networking vendor about their respective partner programs.

By Elaine J. Hom, Associate Editor

For our Channel Chat news podcast series, we've interviewed channel chief executives from some of the big names in the business. They've quelled rumors, explained company news and talked up partner programs, and they even came clean about competition from other vendors. But whose answers rang the truest for you? More importantly, whose answers did you care the most about?

We've pitted the channel chiefs' answers against one another in our Battle of the Channel Chiefs: ProCurve vs. Cisco vs. Juniper vs. Brocade. Let us know who you think reigned in this battle. Are there any questions you want answered? Send them into us at and we'll ask them and post them in follow-up interviews.

Channel Chat: Brocade channel chief speaks out

With Brocade's networking channel program launch last week, questions about its future abound. How will Brocade deliver on its end-to-end portfolio promise? How will Brocade partners take on Cisco partners -- or must they? Barbara Spicek answers these questions and more in this edition of Channel Chat.




Channel Chat: Juniper channel chief talks up J-Partner program changes

Juniper Networks unveiled a major redesign of its J-Partner channel program this year. Changes include three new product specializations and rewards for service offerings. In this edition of Channel Chat, Juniper worldwide channel chief Frank Vitagliano explains the program enhancements and the motivation for change. Let us know what you think of what Frank has to say.


Channel Chat: HP ProCurve channel chief on Cisco competition

In this edition of Channel Chat, Kevin Kabat, HP ProCurve Americas director of channel sales, discusses getting partners ready for the data center, competition with Cisco and dealing with the slumping economy. Take a listen to this edition of Channel Chat and see what you think of his answers.

Channel Chat: Cisco channel chief Wendy Bahr talks transition


 Cisco partners have a lot on their collective plate. Sales are slumping for the entire IT sector. Meanwhile, partners must quickly prepare to follow Cisco into network virtualization and the server market. In this edition of Channel Chat, Bahr talks about helping partners through a rough transition.

Channel Chat: Aruba channel chief Bob Bruce talks 2010


 Bob Bruce sits down with to talk about what differentiates Aruba's partners from other vendors' partners, as well as the changes that partners can expect through 2010. Bruce also discusses 802.11n wireless technologies and how Aruba influences the market.

Channel Chat: Mitel president Rick Dell discusses Mitel partner program


 Rick Dell sits down with to discuss Mitel's vendor-agnostic products and the importance of mobility and communication across the workplace. Dell also discusses other partnerships, including one with Oracle, and other additions to the Mitel partner program, including enhanced professional services.

Channel Chat: Julie Parrish discusses NetApp networking partner potential


 Discussion topics with NetApp's Julie Parrish include how networking solution providers have begun to partner with the storage vendor, and what NetApp has to offer its variety of partners. Parrish also discusses storage and data network convergence, as well as what NetApp can do for its new networking partners, including training and benefits.

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