Results and experience

Strategy proven through execution.

Real programs, credible partner relationships, and measurable outcomes across successive technology transitions.

20% → nearly 80%Channel-driven pipeline

50 partnersRecruited in one year

2× revenueExisting mail-order business

20+ MSSPsCloud security ecosystem

SMS PASSCODE

Launching a North American cybersecurity channel

Challenge

Establish the company’s first North American channel presence and create partner confidence in a new market.

Actions

As the first North American employee, built the indirect strategy and recruited, onboarded, and trained more than 40 resellers, VARs, MSPs, and systems integrators.

Results

Generated 50%+ quarter-over-quarter channel revenue growth and exceeded a $1 million quota.

Spirit Technologies

Turning mail order into a productive reseller channel

Challenge

Create a scalable indirect route to market for external SCSI hard drives serving Macintosh customers.

Actions

Designed the program, hired manufacturers’ representatives across eight North American territories, and recruited 50 resellers and VARs.

Results

Within one year, channel-generated business doubled the company’s existing mail-order revenue.

Blue Coat Systems

Building a cloud security MSSP ecosystem

Challenge

Expand the company’s cloud route to market through managed security providers.

Actions

Recruited and developed more than 20 MSSPs and rebuilt cloud channel positioning.

Results

Created a productive MSSP ecosystem and exceeded growth objectives.

Additional experience

Building and transforming partner ecosystems.

Experience includes reseller channels, hybrid technology ecosystems, MSSP programs, distribution, and strategic alliances.

Octel · Lucent · Avaya

Mentored IT VARs in telecom and telecom VARs in IT, creating a hybrid ecosystem capable of selling unified communications and emerging VoIP solutions.

Juniper Networks

Built partnerships with complementary technology vendors to create differentiated combined solutions and new channel opportunities.

GoGrid

Negotiated an Ingram Micro agreement and launched a global indirect cloud channel.

What channel leaders say

Trusted to turn strategy into execution.

Selected recommendations from executives and channel colleagues who worked directly with Reid.

“Our pipeline went from 20% channel driven to nearly 80% channel driven. Reid was a must-have resource.”— Stephen MintonSales Leader · KACE / Quest · LinkedIn recommendation

“Reid was able to quickly assess the Channel Partner coverage and execute a territory business plan.”— Junelle SwanChannel Executive · Quest / Dell Software Group · LinkedIn recommendation

“Reid reported to me at Splashtop and was instrumental in creating and executing our channel strategy.”— Jeff TonkelSenior Vice President, Sales & Marketing · Splashtop · LinkedIn recommendation

“Reid knows how to build a successful channel program. He is strategically minded, but willing and able to handle the tactical details.”— James MabieTerritory Manager, SMB · Check Point Software Technologies · LinkedIn recommendation

“Reid is very knowledgeable about channel planning, recruitment and management.”— Denny RileyVice President, Sales · Cloudmark · LinkedIn recommendation

Discuss the result you need