Ted Milkovich - Professional

"Ted was a pleasure to work for. He was goal oriented and numbers focused. He had the ability to

rally and motivate the team when the team needed it most. He was very good at leading by

example. Ted is very good at assessing a sales situation, breaking it down to core components and

developing a creative strategy on how to address it. I learned a great deal from Ted. I would

definitely recommend Ted, he would be a valued asset to any organization."

- Shawn Landrigan, Federal Account Manager, Novell, reported to Ted at Novell, Inc.

"Ted is a great manager and gets everything out of his employees. He has an extremely positive

attitude and a pleasure to work with day in and day out. Ted is a manager that is valued, as he has

knowledge and experience that are solid-with a winning attitude. Bottom Line-Ted has all the

experience needed in today's complex business world and the tools to make a major impact on the

business."

- Chris Celani, Director, Sales, Indirect Channels, North America, Novell, worked directly with Ted at Novell, Inc.

"Ted is a strategic thinker. He and I worked together on the IBM -Novell Strategic Alliance to

develop the go-to-market execution for SUSE Linux in the Americas. Mature in his approach, Ted

would very often redirect a difficult or faltering partnering discussion onto a constructive and

productive path. An excellent communicator, Ted can stay positive while asking the tough, but

necessary questions of his partners. Very good partnering executive to work with."

- Dave Getzin, Linux Sales and Business Development, IBM, was with another company when working with Ted at Novell, Inc.

"Ted is a seasoned, high-energy fellow who helped HP and Novell strengthen its joint GTM efforts

that helped grow business for both of us."

- Dave McDonnell, Open Source, Linux & HPC Bus Dev Mgr, HP, was with another company when working with Ted at Novell, Inc.

"Ted is the consummate professional. He is driven, action and outcome oriented. On joint projects,

he focused on getting results and getting them as quickly as possible. Ted is a senior leader with a

breadth of knowledge and experience that will always be a valuable asset to any team."

- John Beuchert, Global Director, Novell Inc., worked with Ted at Novell, Inc.

"Ted is a highly accomplished sales leader. He is very aggressive and results-oriented yet always

optimistic, inspiring, and leads by example. Ted has an amazing way of managing up, down, and

across an organization. He is a class act that everyone seems to want to work with or work for. I

would recommend Ted for any sales or leadership position. He is a proven leader that simply

makes the people around him better."

- Marc Chambless, Partner Sales Representative, Novell, reported to Ted at Novell, Inc.

"Ted's accomplishments speak for themselves. In every role, Ted goes above and beyond what is

required. Having had the pleasure of working with Ted in a number of roles, I saw first-hand his

professionalism and determination to not only "get the job done" but to do everything he does

thoroughly and professionally. Ted is a tremendous asset with extreme integrity and true

professionalism."

- John Pugh, Director of Technology Specialists, Novell, worked directly with Ted at Novell, Inc.

"Ted, is a forward thinking innovative leader who is excels in every position he has held. I would

highly recommend Ted and would consider him a valuable addition to any organization who is lucky

enough to recognize his talents."

- Lee Love, National Marketing Manager, Novell, worked with Ted at Novell

"Ted is a model leader for sales teams. As Director he balanced motivating and mentoring his sales

team with driving results. He is always optimistic with a focus on what can and will be done. His

results oriented attitude along with his extensive sales experience resulted in our team consistently

exceeding our goals under his direction. I would readily work under Ted's direction again given the

opportunity."

- Bruce Esposito, Identity Management Specialist, Novell, reported to Ted at Novell, Inc.

"Ted is a clear sales leader that is well-connected with a methodical and aggressive approach to

winning opportunities. Ted is a well respected professional that can close business. With Ted's

leadership and assistance, we closed a $900K software license deal in under 30 days. I would

highly recommend Ted to any organization for sales and marketing."

- David Averett, Territory & Partner Sales Manager, Novell, Inc., worked directly with Ted at Novell, Inc.

"Ted is nothing short of class act in sales and management. Everyone that has worked with and for

Ted holds him in the highest regards. He makes his numbers, and does it in such a way that you

feel good about yourself in the morning. Success with Ted is all based on good client and partner

relationships, and smart work. Ted is even-keeled, and doesn't get flustered and is not prone to

outbursts, as is so common in the fast-paced high-tech world. Anyone that is able to work with Ted

will count it a fortunate professional experience... I did."

- Kevan Kjar, Regional Mktg Mgr, Novell, reported to Ted at Novell, Inc.

"Ted is the rare combination of expertise and ethics that makes him extremely successful in his

many roles at Novell. He is someone you can count on, and his ability to quickly distill information

and embark on an action plan makes him and his organization one of the most effective you will

encounter. Ted's ability to motivate, inspire and work with all levels in an organization makes him

part of anyone's "A Team". I would without hesitation recommend Ted to anyone."

- Jack Melnikoff, Client Executive, Novell, Inc., reported to Ted at Novell, Inc.

"While working with Ted, I came to respect both his management and interpersonal qualities. Ted

always greeted you with a smile and a "hello". He was genuinely interested in your current situation,

congratulating you on your successes or consoling you in your lower times. He managed and

motivated his team based upon mutual respect and communicated with direct, concise

expectations. Ted was more than a "make plan" manager. He strove to always encourage and

motivate his team to be better than the rest. Indeed his team of account managers were both

successful and highly motivated. It was not easy representing a "dying company", as it was often

referred to by the press and competitors, but Ted seemed to know how to help his people

overcome objections and drive new business. It is with the greatest respect and admiration that I

whole-heartedly endorse and recommend my friend and collegue Ted Milkovich."

- Joe Packard, Director, Systems Engineering, Novell, Inc., worked with Ted at Novell, Inc.

"It was a privilege to work with Ted at Novell where his leadership provided a disciplined sales

strategy and a strong sense of customer service for a large team of sales professionals that served

both public and private sector customers."

- Cindy Dye, Area Managing Partner, Novell, worked directly with Ted at Novell, Inc.

"Ted is the combination of a sincere and genuine person and the consummate professional. He is

generous with his words of encouragement and praise and looks for win-win opportunities where

many did not. He always has an interest in how my career progressed and on more than one

occasion offered advice and consul that was most welcome. --Dudley Smith"

- Dudley Smith, Consultant, Novell, Inc, worked indirectly for Ted at Novell, Inc.

"I worked for Ted in the Mid Atlantic district at Novell. This district covered six states including

Washington, DC. Ted provided tremendous leadership and guidance not only to me but to the

whole district team. He motivated the sales team while managing the technical and business

aspects of the district producing a high functioning and profitable group. This despite the wide

spread and remote nature of many of the district personnel. Ted could be counted on to provide

great insight into any sales situation. He was always there to support us and rolled up his sleeves to

get the job done. His can do attitude was an inspiration to all of us and we counted ourselves lucky

to have a leader of his caliber."

- Peter Griffen, CISSP, Account Executive, Novell, Inc, reported to Ted at Novell, Inc.

"I would like to provide a recommendation for Ted Milkovich. I worked with Ted at Novell. In his role

as Director of Sales in the MidAtlantic District, he was instrumental in driving professional services

sales and directing his team accordingly. My success in the MidAtlantic District was directly linked

to his mentoring, teaming and professional sales expertise. I would with Ted again without any

hesitation."

- Alexis Kane, Vice President, Novell Inc, worked directly with Ted at Novell, Inc.

"Ted is one of the most professional and competent individuals I have had the pleasure to work

with. His attention to every phase of product launch and execution were exemplary. I highly

recommend him for his professional conduct and outstanding business acumen."

- Brian Hardbarger, Linux Certification / Preload Testing, Lenovo, was with another company when working with Ted at Novell

"Ted Milkovich is a very personable, capable and intelligent individual with a talent for laterally

approaching business situations - always with great success. I've worked with Ted in rthe past year

and would certainly extend that given the opportunity. Ted delivers the results needed, when they

are needed and is a highly professional Business Development Manager who has gain the respect

of his peers, direct reports, managers, partners and customers."

- Ricardo Antuna, VP of Business Development & OEM Sales, WYSE Technology, was with another company when working with Ted at Novell

"Ted is a real pro. Novell has a growing SI, IHV and ISV presence due in large part to Ted's

contributions and trusting relationships. Personally, I very much appreciate Ted's positive demeanor

and outlook on life; and willingness to contribute and help close Strategic business."

- Jeff Hendricks, Strategic Client Executive, Novell, worked with Ted at Novell, Inc.

"I have worked with Ted in different roles for over 6 years. Sometimes he was senior to me and

others in peer positions. However, at anytime I found Ted's experience and wisdom to be insightful,

helpful and welcomed. I would recommend Ted whether in a peer role or senior role. He will do a

great job in the next endeavor he choses."

- Lawrence Vigil, Director, Sales, Novell, worked directly with Ted at Novell, Inc.

"Ted's a true professional. Through a combination of leadership, diligence and client-centric effort,

Ted successfully builds and manages effective teams, nurtures long-term client relationships,

serves as trusted advisor with many top government officials and C-level executives, and

demonstrates loyalty and persistence in all his business pursuits."

- Tom Harding, Northeast District Director, Novell, worked directly with Ted at Novell, Inc.

"Ted and I were directors managing Sales for the Eastern region of Novell. Ted's character in

dealing with his company, his team, and his customers was never questioned. Ted aggressively

took on each challenge and was successful each fiscal year in helping his team meet and greatly

exceed their goals while controlling expenses and maximizing the satisfaction of his customers. Ted

follows the book but he's also creative enough to know when to write a new chapter - I'd go into war

with Ted any day of the week - I trust him."

- Steve Ewald, Director, Novell, worked directly with Ted at Novell, Inc.

"I worked directly for Ted for over 15 years where he ran the Herndon office, at times including both

Federal and Commerical Sales, Major Accounts, Channel Sales, and Marketing in addition to

general office operations. Ted was responsible for sales in the $ millions and he was succesful in

meeting our numbers on a consistent basis. In addition to being a sharp businessman, Ted is a

person of the highest integrity and is trustworthy. Ted manages by building confidence in those

around him. Ted has an amazing ability to form trustworthy relationships with customers, from the

CIO level down. Ted is skillful in understanding technical content and translating it into messages

that are succint and understandable by the particular audience he is targeting. No matter what the

pressures, Ted handles all challenges with aplomb. Ted was also awesome in the realm of HR

responsibilities. Ted had many direct reports and like myself, we all felt Ted was probably the best

manager we've ever worked for."

- Anne Modest, Account Executive, Novell, reported to Ted at Novell, Inc.

"Ted is a top-notch leader. Ted was responsible for defining the Go to Market plans which I used in

the field. Ted had the vision, articulated the goal and delivered the materials necessary for the field

to be successful. Linux and open source were new to Ted, but he quickly learned the value and

assisted the field in understanding and delivering the message."

- Greg Pryzby, Technology Specialist in Open Platform Systems, Novell, Inc, worked directly with Ted at Novell, Inc.

"I have known Ted over the course of my current 14 years at Novell, and had the good fortune of

working for Ted during his tenture as the Director of Federal Sales. During that time, Ted stepped

into running the Federal sales team after many years of successfully running a large commercial

district (Mid-Atlantic) here at Novell. Ted immediately recognized the challenges the Federal sales

team faced and quickly turned around the business and stabilized the revenue. He is quick to grasp

the business climate and has a keen ability to transform and motiviate sales people into a cohesive

high performing team. I think that is one of Ted's key characteristics. He turns a group of individuals

into a team. He generates the spirit of working together to achive more than the individual results. I

highly recommend Ted for leading any sales team."

- Drew Nowak, Federal Partner Executive, Novell, reported to Ted at Novell, Inc.

"I appreciated the opportunity to report to Ted. Ted is a conscientious manager and actively worked

to eliminate barriers for me during my sales activities. Ted is a very professional individual and I

never hesitated to bring Ted into my sales activities as he always helped to move the deals further

down the pipeline. Ted and I had regular conversations around my objectives and he held me

accountable to my objectives. His activity with by business resulted in me closing significant

business during the fiscal year. I highly recommend Ted."

- Bill Sears, Partner Executive, Strategic Partners, Novell, Inc., reported to Ted at Novell, Inc.

"I've had the pleasure to work with Ted during the past two years while we managed a major, global

partnership. Ted is laser-focused on getting the job done the right way. He has great

communication skills and is dedicated to customer/partner satisfaction."

- Phillip Cockrell, Partner Technology Strategist, Novell, worked directly with Ted at Novell, Inc.

"Ted is a highly dedicated Project Manager. He has tremendous business knowledge and uses this

to create opportunities for business growth. He is very well suited to working in a partner role as his

interpersonal skills are exceptional which is vital to build and maintain strong relationships. I'd

strongly recommend Ted to any employer, as well as the skills mentioned, he is also honest, loyal

and caring and in today's climate, these types of qualities are invaluable and hard to find."

- Charis Jamieson, EMEA Strategic Alliances Manager, Lenovo, was with another company when working with Ted at Novell

"Ted is a detail-oriented manager who consistently proved to be a role model and mentor. His

professionalism and astuteness resulted in consistently delivering win-win relationships in all

aspects of strategic alliances"

- Catherine Lumsden, Senior Segment Marketing Manager, Public Sector, Lenovo, was with another company when working with Ted at Novell

"I worked with Ted Milkovich for over 18 years at Novell and beleive that Ted is one of the "class

acts" in the industry. While challenged many times by Novell's ever-changing business landscape,

Ted has not only adopted exceptionally well to the changes but flourished in his ability to

accomplish the next mission given to him. He is an astute business professional who has earned

the highest respect of his subordinates, peers, leaders, and customers alike. I personnally saw Ted

manage some of the toughest business problems facing his sales team with great dexterity. He is a

true people leader and would be the greatest asset to any organization."

- Richard Carlson, Director, Global Bid Management, Novell, worked with Ted at Novell

"Ted and I have worked together for several months, and he has been an instrumental force in

driving our relationships with Lenovo, Wyse, and Acer. With the relationships in their early stages,

Ted has really brought things to a new level. He has done a fantastic job building trust with them,

leading a team to bring new ideas for joint revenue opportunities, and expanding our partnership

across new product lines and geographies. Through Ted's hard work with our partners, we have

been able to drive awareness, demand generation, and enablement across Novell's SUSE Linux

Enterpirse and our partner's hardware platforms. Ted working style is one of frankness, teamwork,

and honesty, and I would be happy to work with him in any engagement."

- Grant Ho, Sr. Product Marketing Manager, Novell, worked with Ted at Novell

"Ted is a phenomenal leader and an extremely diplomatic sales executive. Ted is someone who is

able to instantly build rapport with customers, partners, and employees with his positive attitude. I

was most impressed with the fact that although he was senior to me at Novell, he never took a

condescending tone and always welcomed my perspective."

- Spencer Topham, Channel Manager, WingateWeb, worked indirectly for Ted at Novell, Inc.

"Ted brings a great deal of knowledge and perspective to his postition. He is creative and effective

at building new teams."

- John Jamieson, Director, SMB and Channels, Southeast, Novell, worked with Ted at Novell,Inc.

"Ted has been a joy to work with. He is a great leader and everyone that has ever worked for him

can only say good things. I would love to work with Ted again."

- Eddie Carter, Global Account Executive & Sr. Financial Account Executive, Novell, worked withTed at Novell, Inc.

"Ted is the ultimate professional and "good person". His achievements were always above goal and

his ability to relate to his co-workers and customers made him a trusted individual to many. He

understands how to translate technical solutions into business ROIs and this is how he sold. As

importantly, he knew how to inspire his colleagues at MicroWholesalers and is quite a team player."

- Joe Drimer, managed Ted at MicroWholesalers, Inc.