| Bios |
Pam Jarvie Bio
With more than 20 years of channel development and marketing experience at
Fortune 500 high technology companies, Channel Navigator founder Pam Jarvie
consistently delivers results. Pam possesses an in-depth knowledge of developing
worldwide sales channels, building first class sales teams, and implementing
partner programs and promotions guaranteed to increase your company’s sales
and profitability.
With more than 20 years of channel development and marketing experience at
Fortune 500 high technology companies, Channel Navigator founder Pam Jarvie
consistently delivers results. Pam possesses an in-depth knowledge of developing
worldwide sales channels, building first class sales teams, and implementing
partner programs and promotions guaranteed to increase your company’s sales
and profitability.
Prior to founding Channel Navigator, Pam was Director of
Americas Channel Marketing for Juniper Networks. At Juniper,
she is recognized for launching the company’s J-Partner
Program, and education, ERATE, Federal, Public Sector
partner programs in the U.S., Canada and LATAM. The
Juniper Networks J-Partner Program won the VAR Business 5
Star Award in 2004 and 2005 and the Gartner Best
Government Channel Program in 2005. The programs
resulted in an 85% increase in the number of partners selling
Juniper products; a 55% increase of active revenue generating
partners and an increase of average revenue/active by partner
of 49% year/year.
Americas Channel Marketing for Juniper Networks. At Juniper,
she is recognized for launching the company’s J-Partner
Program, and education, ERATE, Federal, Public Sector
partner programs in the U.S., Canada and LATAM. The
Juniper Networks J-Partner Program won the VAR Business 5
Star Award in 2004 and 2005 and the Gartner Best
Government Channel Program in 2005. The programs
resulted in an 85% increase in the number of partners selling
Juniper products; a 55% increase of active revenue generating
partners and an increase of average revenue/active by partner
of 49% year/year.
Previously, Pam was Senior Manager of Channel Marketing for Cisco Systems,
responsible for marketing programs and promotions in support of $1.82B in
revenues in FY02. Pam managed channel marketing, and marketing
communication teams and annual budgets of over $40M. In addition, she managed
15 incentive promotions targeting sales and SEs of 2-tier resellers which resulted in
incremental revenues upwards of $480M on a program cost of $50M, ROI of $21/$1.
responsible for marketing programs and promotions in support of $1.82B in
revenues in FY02. Pam managed channel marketing, and marketing
communication teams and annual budgets of over $40M. In addition, she managed
15 incentive promotions targeting sales and SEs of 2-tier resellers which resulted in
incremental revenues upwards of $480M on a program cost of $50M, ROI of $21/$1.
At Cisco-Linksys Pam designed and launched a worldwide VAR program resulting in
over 2,800 qualified VARs invited to participate within first 90 days after launch. She
was also responsible for reducing distribution marketing spending in US by over
$650K (~50% savings) by rationalizing with existing Cisco programs.
Prior to joining Cisco Systems, Pam was National Semiconductor’s Senior
Marketing Manager for their Fast Ethernet silicon business which grew to over
$100M. She developed customer-driven product definition for integrated single chip
solution and established product forecasting and allocation strategy to insure
customer satisfaction.
Before moving to National, Pam was Director of Marketing at Optimem where she
developed a VAR channel for Optimem’s optical disk subsystems generating $2.5M.
She also has experience in retail and consumer channels as well as DMR channel
from her work for Kensington as Director of Business Development helping to
increased revenue by 30% for Kensington’s line of Mac and PC computer
peripherals with effective matching of products to reseller’s customer base, and
growth oriented end user and reseller promotions and improved customer
profitability (improved product mix, reduced returns and control price protection).
over 2,800 qualified VARs invited to participate within first 90 days after launch. She
was also responsible for reducing distribution marketing spending in US by over
$650K (~50% savings) by rationalizing with existing Cisco programs.
Prior to joining Cisco Systems, Pam was National Semiconductor’s Senior
Marketing Manager for their Fast Ethernet silicon business which grew to over
$100M. She developed customer-driven product definition for integrated single chip
solution and established product forecasting and allocation strategy to insure
customer satisfaction.
Before moving to National, Pam was Director of Marketing at Optimem where she
developed a VAR channel for Optimem’s optical disk subsystems generating $2.5M.
She also has experience in retail and consumer channels as well as DMR channel
from her work for Kensington as Director of Business Development helping to
increased revenue by 30% for Kensington’s line of Mac and PC computer
peripherals with effective matching of products to reseller’s customer base, and
growth oriented end user and reseller promotions and improved customer
profitability (improved product mix, reduced returns and control price protection).
In 2001, Pam was part of the team that revamped Cisco’s
original Partner Program to help partners create a sustainable,
profitable business model including focus on value-added
services, enhancing technology-specific expertise, providing a
balanced approach to technical staffing and improving
customer satisfaction. Changes included new guidelines for
Premier, Silver and Gold based channel partner's ability to
fulfill a minimum set of requirements: core requirements
(personnel, support infrastructure and customer satisfaction);
specialization requirements, and extra credit requirements,
exceeding the minimum requirements. The program also
included two new introductions:
original Partner Program to help partners create a sustainable,
profitable business model including focus on value-added
services, enhancing technology-specific expertise, providing a
balanced approach to technical staffing and improving
customer satisfaction. Changes included new guidelines for
Premier, Silver and Gold based channel partner's ability to
fulfill a minimum set of requirements: core requirements
(personnel, support infrastructure and customer satisfaction);
specialization requirements, and extra credit requirements,
exceeding the minimum requirements. The program also
included two new introductions:
- specializations to encourage partners to focus their
expertise around a specific technology and have the
expertise to plan, design, implement and support that
technology. - customer satisfaction measurement for partners thus
enabling channel partners to improve customer
satisfaction and break away from the competition.
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