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New Gigamon Channel Chief to Improve on ‘Foundationally Sound’ Partner Program

Flexing Muscles

**Editor’s Note: Click here to see which channel people were on the move in March.**

Gigamon‘s new channel chief says no big changes are needed in the company’s partner program, but various enhancements could make it even more effective and beneficial to partners.

Michelle Hodges has joined the network traffic visibility and security company as its vice president of worldwide partner sales. In this role, she will be responsible for evolving the partner program by deepening relationships with existing VARs and distributors, building the security capabilities of its channel and adding new partner segments to support the company’s next phase of growth.

Hodges will report to Burney Barker, Gigamon’s senior vice president of worldwide sales.

Gigamon's Michelle Hodges

Gigamon’s Michelle Hodges

“We are thrilled to have Michelle join Gigamon to lead the next phase of our partner sales efforts,” Barker said. “Her background helping leading technology vendors design, build and manage partner and alliances sales teams and programs around the world makes her an ideal fit for Gigamon. As we work to bring together the historically separate worlds of networking and security operations, having partners who can bridge that divide is imperative. Under her leadership, we have an opportunity to grow our relationships with world-class partners to help customers increase the efficiency and effectiveness of their security stack, whether in cloud, virtual or on-premises environments.”

Hodges most recently led Riverbed Technology‘s global channel strategy, programs, communications and enablement, leading to bookings growth through focused partners. Prior to Riverbed, she led global channels and alliances at Apptio, a provider of business management systems for hybrid IT. Throughout her career, she has held senior channel positions at leading technology companies such as Microsoft, SAP and VMware.

In a Q&A with Channel Partners, Hodges talks about what partners can expect from her, and how she plans to do improve Gigamon’s channel strategy and partner program.

Channel Partners: Why did you want take this role?

Michelle Hodges: When I’ve looked for new opportunities, I have something I call the three Ps: people, product and partner opportunity. From the people perspective, I have partnered with Gigamon a couple of times in the past and found the people to be just great, transparent and truly interested, and as I went through the interview process I found that that is just who they are. No politics and a great, innovative place to be. So that really just struck me as I went through that process. In terms of product, I think we all know it’s great technology, with existing and growing market leadership in the net-ops space, but this momentum and phenomenal opportunity moving into the security space, there’s such a great opportunity for the partners. [That] leads me to the partners; It’s a channel-led business, really committed to the channel with 96 percent of the business running through the channel, a very sticky opportunity for the channel in that something like 60 percent of customers come back for more technology, and there is up to seven times the opportunity for …

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