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Kodak Executive Named 2009 Channel Chief by CRN Magazine for Focus on Industry Education and Growth of Reseller Network


Rochester, N.Y. -- Kodak continues to help its channel partners deliver high value solutions to customers, tripling the number of active partners in its value added reseller (VAR) community, training more than 1,000 new partners and growing its new business segment by more than 200 percent.

The force behind this initiative is Don McMahan, Vice President of Sales, United States and Canada, Document Imaging, Business Solutions and Services, Kodak. Honored for his steadfast, innovative approach to solutions based marketing and sales, McMahan was recently selected as a 2009 Channel Chief by CRN magazine. McMahan and his team’s efforts have helped bring new revenue opportunities to Kodak’s partners and alliances across the channel through customer focused applications and services.

“Effective channel executives consistently ensure that the Channel’s voice is heard when strategic decisions are being made and continually nurture mutually profitable relationships,” said Robert C. DeMarzo, SVP/Editorial Director, Everything Channel. “This year’s Channel Chiefs are strong channel advocates and we applaud them for their successful partner programs and strategies.”

In 2008, McMahan led Kodak with significant new business developments in the areas of capture software, network scanning and distributed scanning. His key initiatives included growing marketing expertise in Kodak’s software and solutions, appointing a business development manager to better serve the needs of Kodak’s channel partners, increasing the amount of Kodak owned evaluation equipment with its resellers in the field, and investing in channel management tools for Kodak’s field team.

“Kodak consistently provides support for its resellers in order to meet the needs of the growing small to medium sized business (SMB) marketplace,” said Mike Erwin, director, vendor management for Ingram Micro U.S. “Don vigorously works with Ingram Micro’s VentureTech Network (VTN) in the SMB space, serving as an advocate for growth and enabling us to have a broader reach across a wide range of geographies and markets.”

“Kodak’s dedicated support of the channel goes beyond simply promoting products or technology components,” said Scott Slack, Vice President of Marketing for Cranel. "Don and his team consistently provide Cranel with valuable industry insights, and are always interested in working jointly with us to market solutions and services to our VAR partners.”

In a competitive, changing VAR landscape, businesses can no longer rely solely on product based approaches in their sales and marketing. Kodak works with industry partners to package collaborative solutions that offer marketing tactics, training, technical support and equipment investments. McMahan’s efforts have enabled Kodak to offer its resellers a comprehensive, solutions based system that drives total solutions through educational programs, guided marketing strategies, and the diversification into various vertical markets.

“High value is created for customers through the expansion of choice,” said Dolores K. Kruchten, General Manager and Vice President, Business Solutions and Services, Eastman Kodak Company. “Don’s recognition by CRN exemplifies Kodak’s dedication to the channel through numerous options. With the broadest portfolio of products and services and a dedicated sales team, Kodak’s channel strategy offers customers focused solutions that bring high value through improved efficiency and increased ROI.”

Widely recognized by industry partners, McMahan has served as Chair of the AIIM Board and has won recognition four times as a Top 100 Channel Executive by CRN’s sister publication, VARBusiness. CRN’s annual Channel Chiefaward for top channel executives in the U.S. will appear in the Channel Chief feature report on February 23. This is the seventh consecutive year that CRN has developed the Channel Chief list. Top Channel Chiefs were chosen based on criteria including policy and program innovations made during the past year, the amount of revenue their company generates through partners, their willingness to speak out publicly on behalf of the channel, and the number of years they have dedicated to channel activities.

“Don McMahan serves as a strong leader to the VAR community,” said David Ruschel, Vice President, Sales & Marketing, Datamation Imaging. With a commitment to developing strategic relationships across new markets, he has helped to improve the overall channel, setting a high standard for others in the industry as they look to enhance their own sales and marketing initiatives.”

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