Meet the Chiefs: Dror Friedman, Kaminario
Meet the Chiefs shines the spotlight on the channel’s head honchos and offers an opportunity to learn a little bit about their real thoughts on the state of the channel.
![Meet the Chiefs: Dror Friedman, Kaminario Meet the Chiefs: Dror Friedman, Kaminario](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/bltaff8e70a12c8a7cc/6524659a24235eca982d1da1/Handshake_Abstract_Thinkstock_3_0.jpg?width=700&auto=webp&quality=80&disable=upscale)
Number of channel partners: 2300
Age of partner program: 4 years
Percentage of revenue driven through channel: 72%
New partners building solutions and pushing the boundaries. Anyone can run a program, but striving to incorporate new solutions multiple partners and technology makes it repeatable and drives you toward the next challenge.
The market has shifted as companies pursue digital transformation and if you are not a key player with a seat at the table you won’t be a channel chief. Our roles need to evolve more than ever, and we must use technology to our advantage. We can’t be afraid to speak up and ask for what we want for our partners and our programs. Remember, we are our partners’ biggest advocates. We must have a voice.
Dror has been leading Kaminario's strategy and sales efforts in the channel for nearly three years. For two years, he was the Director of Channel Sales in North America, where he developed and launched the Kaminario Accelerate Partner Program to recruit and develop channel partner organizations to grow revenue and market share in North America. In October of last year, Dror assumed the role of Senior Director of Global Channels, expanding his purview from North American to worldwide sales.
Dror has worked in the IT channel for the last 15 years and held positions at EMC and NetApp. His career in global channel development has taken him to Russia, Eastern Europe, the Mediterranean and Africa.
Number of channel partners: 200+
Age of partner program: 1.5 years
Percentage of revenue driven through channel: undisclosed
Once our partners understand Kaminario’s value proposition and believe in our all-flash storage technology, they start building their business around our brand and product strengths – and that’s when I get the most excited about working with partners.
I see more and more manufacturers understand the value of channel partners as a way to scale their business. Which means, almost every company should have a Channel Chief who is highly skilled and experienced in developing a healthy channel business that significantly impacts the bottom-line.
The Kaminario Accelerate Partner Program is strategic and straightforward. “Keep it simple” is our mantra – whether it’s our technology, the way we reward our partners or empower them to be profitable.
When manufacturers micromanage the partners. I believe that partners should run their own business and develop strong relationships with their customers. After all, they are the trusted advisors to their customers, and should be seen as vendor-agnostic while suggesting solutions to a customer’s problems.
When manufacturers micromanage the partners. I believe that partners should run their own business and develop strong relationships with their customers. After all, they are the trusted advisors to their customers, and should be seen as vendor-agnostic while suggesting solutions to a customer’s problems.
What is Meet the Chiefs?
Meet the Chiefs shines the spotlight on the channel’s head honchos and offers an opportunity to learn a little bit about the person's real thoughts on the state of the channel. Click on each photo to learn more about the channel chief you’re viewing.
Want to be included in an upcoming Meet the Chiefs? Send an email to The VAR Guy Editor-in-Chief Kris Blackmon at [email protected] for more information.
About the Author(s)
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