Common Cause: Channel Leader awardees hail from different types of firms but face similar challenges in their quest for success
Washington Technology
By Nick Wakeman
August 20, 2007
Diversity is the most apparent hallmark of this year's 17 Channel Leaders; they come from a range of companies serving the government market.
Large traditional prime contractors such as Harris Corp. and General Dynamics Corp. are represented, down to small information technology services companies, such as STG International. and Ace Info Solutions Inc.
There are also representatives from product companies such as EMC Corp. Red Hat Inc. and Symantec Corp.
The Channel Leaders drawn from their ranks share many traits in common. Chief among these traits is knowing and understanding the customer.
Someone like Michael Byrd, director of government sales at Red Hat, has two sets of customers. One is the user at various government agencies and the other is Red Hat's business partners.
Although the company would not name its customer because it was an intelligence agency, Byrd worked with Dell Inc. and BAE Systems Inc. to build a data collection and analysis system. He created a structure that simplified the purchasing process allowing the intelligence agency and BAE to concentrate on the mission of tracking sensitive data, not figuring out how to buy the products and services for the system.
Beth Gorko, a project manager at General Dynamics, knew her customer, the Coast Guard well enough to bring together different offices at that service with related offices at the Navy and the Defense Information Systems Agency. Together they are improving intelligence-sharing capabilities to enhance maritime domain awareness and port security.
Peter Anderson, chief technology officer at Computer Systems Center Inc., spent two years collecting user requirements to build a trusted information infrastructure for classified information at the Defense Department.
Man of the Channel Leaders share that kind of dedication to the customer. But these people work in the private sector, so they must serve their customers and their companies.
Will Jones created an intelligence solutions team at Carahsoft Technology Corp., and subsequently, revenue from intelligence customers increased five-fold. His work also brought new technology companies into the government market for the first time.
Jim McIntosh, a director at Censeo Consulting Group was the project manager for the Army-Air Force Wireless Strategic Sourcing Initiative, which applied the services' buying power for wireless devices. The projects' success led to work with other agencies.
For some Channel Leaders, their recognition also is a testament to their companies.
DLT Solutions Inc. gives Dennis Kappeler, a program manager the flexibility he needs to meet family obligations, such as caring for his 6-year-old twins. He regularly puts his children to bed and then goes back to work in his home office. No matter what hours they keep, this year's Channel Leaders teach lessons of dedication, resourcefulness and initiative that we can all learn from.
How we found our leaders
This year's Channel Leaders were nominated by customers, co-workers and supervisors. They were evaluated on three criteria.
- How the person helped a federal, state or local government agency fulfill its mission.
- How the person helped his or her company meet growth, positioning and profitability goals.
- How the person showed creativity, leadership and good partnerships in the delivery of products or services to a government customer.
With this award program, we wanted to recognize the people in the trenches working directly with customers. In short, these are the people who are making a difference for their customers and their companies.
The 2007 Channel Leaders
Peter Anderson
Computer Systems Center Inc.
Greg Brewer
SecureInfo Corp.
Mike Brokaw
VMD Systems Integrators Inc.
Michael Byrd
Red Hat Inc.
Natalie Jackson Cannady
EMC Corp.
Josh Furrer
PacStar Communications
Beth Gorko
General Dynamics Corp.
Alex Hart
Symantec Corp.
Robert Hull
General Dynamics Corp.
Will Jones
Carahsoft Technology Corp.
Dennis Kappeler
DLT Solutions Inc.
Vikki Kestell
Echota Technologies Corp.
Jim McIntosh
Censeo Consulting Group
Bahar Niakan
STG International Inc.
John O'Sullivan
Harris Corp.
Douglas Shorter
Harris Corp.
Frank Truslow
Ace Info Solutions Inc.
