Compaq Channel Chief Pushing Simplicity
With Programs
Wants to increase training support, lead generation and
solutions selling
By T.C. Doyle, VARBusiness
5:17 PM EST Fri., Jan. 26, 2001
Two weeks into his new position, Compaq's vice president
for North America Partner sales and marketing is crafting
long-term plans for simplifying and improving Compaq
channel programs.
Earlier this month, Dan Vertrees, a Compaq and Digital
Equipment veteran, was named to the new position, taking
over for Bob Gregerson, who left the company. In his first
interview with VARBusiness, Vertrees, who most recently
served as vice president of Compaq's SMB for North
America, says he plans on concentrating on helping to
create new solution sets and address channel basics such
as lead generation and training support.
One thing Vertrees says is already happening is that
partners are coming to him inquiring about additional
education and training opportunities. Compaq will
respond, he says, by doubling courses and classes. He
says the goal is to build "an industrial strength model"
training model.
Vertrees professes to be a longtime channel advocate. Before running the SMB initiative, for
example, he served as the vice president of the Eastern region reseller and channel sales
effort and as vice president of northern region channel sales.
"My most pressing challenge," he says, "is to keep the programs and initiatives simple
despite pressure to expand everything. We have to say 'no' to complexity." On thing he has
already done is tell his team to craft plans that last at least half a year, not just a quarter.
On a more pragmatic side, Vertrees is keen on seeing Compaq improve the attachment rates
of Compaq products and technology. That means crafting programs and solutions that all
but guarantee that whenever a Compaq box ships, with it goes a Compaq-branded storage
and software component. One way Compaq can help with that is share with partners the
same information that its own services business unit has accumulated with regards to
integrating Compaq branded solutions. That could mean statements of work and even
details for putting together SLAs with customers.
Another thing Vertrees vows Compaq will do is better communicate with partners. One way
is through expanded reliance on advisory councils. Vertrees says he's a big fan of councils
and will rely on them to help validate whatever Compaq wants to do next. |
