Working with partners often presents the most effective way for companies to enter new markets and to expand sales. In this Crash Course, two long-time channel veterans, Bill Mooz and Doug Smith, will discuss how to find a partner, how to structure a winning partner program that boosts sales, and how to mitigate the risks of operating through channels.
Speaker: Bill Mooz
Bill Mooz was formerly Associate General Counsel at Vmware, Inc. where his team provides legal support for the company’s licensing models, channels programs and services businesses. Previously, Bill worked at Sun Microsystems in a variety of legal and business capacities, including running the company’s utility computing services business, providing legal support to the company’s channels businesses, and establishing joint ventures in emerging markets. Bill started his legal career at the law firm of Holland & Hart where he served as the firm’s lawyer in residence in Mexico City and as the founding and managing partner of the firm’s Boulder, Colorado office.
Bill graduated from the University of Colorado in 1985 and was a judicial clerk for the honorable Stephen F. Williams of the U.S. Court of Appeals for the D.C. Circuit. He holds a BA in political economics from Colorado College. Bill has written and spoken on a variety of topics including antitrust law, utility computing, and the use of automation and process in the practice of law.
Speaker: Douglas Smith
Doug Smith is a Sales & Business Development Executive with 20+ years of executive selling, relationship management, and experience creating OEM, Channel, and Alliance Sales Partnership Strategies with Tier 1 technology industry leaders including Dell, Microsoft, Oracle, Ingram Micro, and CDW.
He brings to the table a talent for building and implementing innovative business plans that generate exponential revenue growth, increase investment ROI and partner satisfaction, as well as international management experience across major markets including APAC, EMEA, and Latin America.
Leveraging global sales, partner strategies, ecosystem development, and relationship management leadership talents – Smith’s plans drive account planning, marketing communications, product launches, and partner development.
Smith recently joined a late stage start up, Virtual Instruments. A fast growing company in the IPM space (Infrastructure Performance Management). Smith is in charge of Global Alliances and Channels. Close to 90% of Virtual Instruments business goes through Alliances and Channels.
As Vmware’s VP of Global Partner Strategy & Operations, Smith managed a global team that tripled its partner base and increased channel sales five-fold via follow-the-sun and multilingual partner communications, support, training, operations, and solutions.
He optimized the company’s $300M channel investment strategy that grew its revenues from $438M to $1.3B in four years – earning Smith numerous CRN Magazine Channel Sales and Channel Chief accolades.
Other noteworthy achievements include the launch of the company’s first comprehensive outreach campaign strategy across diverse social media outlets as well as a partner portal servicing 35K channel partners and 400K worldwide users, strategic offshoring that reduced costs and increased SLAs during period of 20% growth, and supply chain collaboration that doubled web store revenues.
During his tenure at EMC Corp., Smith held multiple leadership roles including Alliances/OEM Sales, Software & Volume Channel Sales, and Business Development. During this period, he forged alliance work with Microsoft, Cisco, Oracle, and SAP, played a key role in closing $MM deals and achieving field-level OEM penetration. He also supported M&A efforts via IT channel due diligence and strategy analysis.
Smith cultivated a foundation in Channel and National Account Sales during earlier VP- and Director-level roles at Tecmar, Exabyte, Maynard Electronics (now Symantec), and Elgar Corps.
Smith is a sought-after speaker for numerous industry engagements including the Baptie Conference,
COMPTIA BreakAway, and Social Innovation Summit 2012 held at the United Nations, and serves on CompTIA’s Vendor Advisory Board. He earned his M.B.A. in Business Administration from the University of California – Irvine, and his B.S. in Business Administration and Marketing from the University of Colorado.