Steve Andrews Email & Phone Number

Sf Bay Area

Work with clients of The Channel Company as a senior consultant in their IPED division, helping technology vendors develop channel strategy and go-to-market programs for their products, channels and alliances. While I work across the ecosystem of technologies and types of channels, focus areas include solutions and services enablement, as well as emerging best practices to build routes-to-market and enable sales channels to sell, architect and deliver cloud services that run in AWS, Azure and GCP environments..

San Francisco Bay Area

Led Category GTM for Networking and Security partner ecosystem and work with leading partners like Cisco, Trend Micro, and F5 to help them build marketing and sales programs that drive revenue for their offerings on AWS Marketplace and increase adoption of AWS Services.

Los Altos, Ca

The Andrews Consulting Group was founded with the mission of helping technology vendors “Unleash the Revenue Potential of Their Products and Partnerships”. Our offerings pull together more than 25 years of experiences in Alliances AND Channels, Sales AND Marketing, Strategy AND Execution, into an integrated, customized and flexible set of "outside of the box" practices and approaches that help our clients drive revenue from their products and partnerships. Clients include VMware, Symantec, VCE, Mitel, EMC, Veeam, VERITAS, and early stage startups such as Gale Technologies (acquired by Dell) and Uila. Our offerings help clients drive revenue by developing “outside of the box” GTM programs practices into an integrated, customized and flexible set of approaches and tools that allow our clients to accelerate their revenue for:- Channels – Define and execute GTM programs that drive product/solution revenue with Resellers, System Integrators, Service Providers, Cloud SIs, Alliances and “Direct” sales- Alliances – Turn “technology” alliances into sales partnerships by creating well-defined solutions and messaging that connects to customers, and sales-focused GTM programs- Solutions – Extend “product” marketing with solutions that resonate with customers and integrated GTM programs that connect with sales channels

Drove Palo Alto Networks global partner programs, demand generation and partner enablement activities.

Palo Alto, Ca

Built channel programs, enablement, and marketing teams, with foundational GTM programs, as the company grew from 450 to 9,000 employees. Over first few years, created strategy, built team and developed core elements of the VMware channel program, including partner value proposition, distribution and reseller margins, deal registration, incentives, partner marketing, baseline sales enablement, and professional services elements. Build partner intelligence programs, including setting up/running Partner Advisory Councils (PACs) for the US, Europe, and Asia-Pacific, annual global Partner Satisfaction Survey, Partner Segmentation and "influenced revenue" research, and initiating the Technical Advisory Board (PTAB).Over the next few years, focused on building and running "solutions go-to-market programs" that aligned channel, consulting services and technology partners to solve customer business problems, and accelerate VMware revenue. Programs included; "SolutionTrack" Whiteboarding program, that enabled the channel to position VMware as part of complex solutions such as Disaster Recovery and End-User Computing and was delivered to 10,000 partners in 6 languages, Solution Enablement Toolkits (SETs), to enable channel partners to market, sell and deliver solutions that included VMware products and their consulting services, and the "Alliance Affiliate" program, to enable and incent the channel to sell VMware products with offerings from compute, networking, security, storage, and systems management technology alliance partners.

Mountain View, Ca

Built a sales and marketing team to drive revenue for VeriSign's security and payment solutions, through a network of ISP/ASP and payment processing partners. Developed partner value proposition, worked with engineering on packaging and pricing for solutions, set up sales teams, defined processes, and systems, developed partner enablement programs and owned the revenue number for the channel.

Menlo Park, Ca And Chicago, Il

First 5 years: Maintained direct sales relationships with key accounts and set up/ran channels in 12 Midwestern states. Achieved 4-year sales growth of 60%. Built a new sales channel in the territory by profiling and hiring new representatives in 5 states. Grew first-year sales in these territories by 100%. Second 5 years: Relocated to corporate HQ in SF Bay Area to act as Product Marketing Manager and later Market Development Manager for the products that I had been selling. Expanded new channel by hiring new partners in 60% of the US. Built structured recruitment and onboarding efforts led to 100% first year sales growth in these territories.

Master'S Degree

Be

Master Of Business Administration - Mba