10 Channel Advocates: Patrick Lo, Netgear
“They have really been there every time I need resources,” Desai said.
Advocate Accolade: All sales flow through the company’s 7,000 channel partners
Not many vendors can claim to be 100 percent channel, but Lo also gets a nod for driving the vendor’s furious pace of innovation.
Netgear, Santa Clara, Calif., offers up everything from wireless LANs and wireless firewalls to VoIP to its wireless digital music player, giving its solution providers a one-stop location for convergence technologies. And not only has it proved to be a pioneer in developing the home networking channel, it also has aimed to support its VARs with SMB-priced products to help customers migrate to Gigabit networking at the desktop.
P.J. Desai, vice president of sales at Axcelerate Networks, a Santa Clara-based solution provider that shipped roughly 250 Netgear Gigabit switches in the fourth quarter, said channel support stretches from Lo, who personally helped him resolve a client issue, down to product managers, who return his phone calls quickly.
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