Power 100: The Most Powerful Women Of The Channel (Part 1)
Padma Allen
President and CFO, TechnoDyne
Years At Current Position: 11
Years In Channel: 5
Allen highlights the launch of TechnoDyne University to provide thought leadership in security and IT governance. She plans to enhance the IT services offered to the U.S. government and grow revenue 20 percent.
Connie Jean Arentson
President, Heartland Technology Solutions
Years At Current Position: 1
Years In Channel: 15
HTS consolidated last year, which helped on the expense side, Arentson says, and the promotion to president was a surprise. HTS aims to grow managed services revenue and cloud offerings.
Tricia Broyles Atchison
Senior Director,Channel Marketing Americas, Symantec
Years At Current Position: 5
Years In Channel: 16
Atchison has been a strong channel advocate, leveraging feedback from partners to enhance programs and communications. In the coming year, she plans to develop more tools, incentives and training.
Wendy Bahr
Senior Vice President U.S. and Canada Partner Organization, Cisco
Years At Current Position: 2.5
Years In Channel: 5
Bahr has overseen the launch of Webex Connect, Partner Connect, Partner Communities and Partner Space. She aims to drive the value proposition through architectural plays.
Heidi Ann Baker
VP Sales, Bell Techlogix
Years At Current Position: 1
Years In Channel: 12
With a prior focus on Microsoft in education, Baker used Bell Techlogix's skills in data centers and networks to build a regional expertise. She aims to grow the company into a regional expert on converged systems and unified computing.
Tracy Marie Balent-Hamrac
VP, Channel Sales -- Americas, CA Technologies
Years At Current Position: 2
Years In Channel: 22
Balent-Hamrac has aligned CA sales teams and introduced lead referral programs. Her focus next year will be on enabling partners, product innovation and managed services offerings.
Lori Barrington
Global Director Channel Program Operations, APC by Schneider Electric
Years At Current Position: 4
Years In Channel: 13
Barrington implemented an improved partner rewards program over the past year and revamped APC's partner portal. She is now focused on a global rollout of an enhanced channel program.
Cindy Bates
Vice President of Microsoft's US Partner Strategy, Marketing and Programs Group, Microsoft
Years At Current Position: 2
Years In Channel: 15
Bates connected with thousands of partners through her speaking engagements, soliciting feedback and sharing strategies. She will lead the activation of the partner ecosystem as the cloud takes off.
Kristie Andrea Bell
Vice President, GTS Channels, Alliances, Mid-Market, IBM
Years At Current Position: 2
Years In Channel: 6
Bell strengthened the global business partner program in GTS and expanded IBM's services portfolio. She aims to continue to deepen the company's execution through business partners to drive growth.
Valerie Belli
Vice President, Canon Business Solutions
Years At Current Position: 13
Years In Channel: 13
Belli says Canon has zeroed in on blending design, people and technology, allowing clients to focus on their core business. She aims to dig deeper into document solutions that will have financial and environmental impacts.
Julie Anne Bennani
General Manager, Microsoft Partner Network, Worldwide Partner Group, Microsoft
Years At Current Position: 3
Years In Channel: 14
Bennani led partner-readiness for Windows 7, Windows Server 2008 (and R2), and helped transform online service and support relationships with partners. Next up is the cloud.
Madeleine Biskintaoui
Manager, North America Channels and Alliances, Talend
Years At Current Position: 1
Years In Channel: 12
Biskintaoui expanded the channel team and established an OEM/ISV program. She will keep refining the channel program and processes to accommodate a fast-growing indirect business.
Debra Ducote Bowers
CEO, Barrister Global Services Network
Years At Current Position: 3
Years In Channel: 2
Barrister on-boarded and serviced $6 million in federal contract opportunities, achieving top-line revenue growth of 40 percent over the past year. Bowers aims to add 50 to 75 new jobs through upcoming awarded contracts.
Johnna Bowley
Senior Director, Worldwide Channels, Partner and Field Marketing, Riverbed Technology
Years At Current Position: 3
Years In Channel: 19
Bowley has spent the past 12 months designing Riverbed's channel evolution. She now sees 90-plus percent of Riverbed's revenue come through the channel.
Karen Tatem Braswell
Owner/CEO, Alphanumeric Systems
Years At Current Position: 1
Years In Channel: 1
Since she bought the company in April 2009, Braswell has refined its vision and value statements. Next year she aims to strengthen its position as a provider of IT services and expand its reach.
Sharon Therese Brindley
Vice President North America Sales, Zebra Technologies
Years At Current Position: 1
Years In Channel: 15+
Brindley restructured Zebra's sales organization to be more efficient and accountable, bringing reps much closer to their partners. Her stated goal for next year is promoting women in sales leadership positions.
Linda Catrett Brotherton
Chief Technology Officer, ConnectWise
Years At Current Position: 12
Years In Channel: 12
Brotherton continued the development of ConnectWise PSA, gathering feedback from the channel to create new features. She aims to expand the ability to provide vendors with the tools they need to integrate with the product.
Laura Gail Buckley
President and COO, STORServer.
Years At Current Position: 10
Years In Channel: 20
StorServer's new midmarket channel partner program was introduced in early 2010, rewarding existing resellers and attracting new ones to the fold. Next year Buckley hopes to grow StorServer's reseller base by 100 percent.
Caitlin Buxton
Director, Channel Sales and Inside Sales, AVG Technologies
Years At Current Position: 1.5
Years In Channel: 12
In 2009, AVG's channel revenue increased 30 percent vs. 2008. The active partner base grew 32%, and average revenue per reseller grew 15 percent. Next year, Buxton will focus on recruiting and retaining AVG resellers.
Jane Cage
COO, Heartland Technology Solutions
Years At Current Position: 8
Years In Channel: 25
Cage helped manage profitability by controlling overhead and expenses rather than layoffs. 2010 marks 25 years for Cage in the industry, and she hopes to continue to contribute to the channel through industry groups.
Mary Campbell
Vice President of Marketing, D&H Distributing
Years At Current Position: 2
Years In Channel: 12
Campbell helped deliver new ways for vendor partners to reach customers and added revenue generators for resellers. She will work to further ensure D&H is tops at bringing solution-selling information to the channel.
Kristen Capone
Vice President Channel Sales, North America, Kaspersky Lab
Years At Current Position: 1
Years In Channel: 15
The Americas partner program grew by more than 1,500 percent year over year. Capone says the company's mantra is All Channel. All the Time, and it is aiming to be No. 1 in the end-point security market within the next four years.
Theresa Marie Caragol
VP Global Alliances and Partners, Ciena
Years At Current Position: 3
Years In Channel: 17
Ciena's partner business has seen double-digit percentage growth for the past three years. Ciena recently completed the acquisition of Nortel's MEN business; Caragol will focus on integrated established partnerships.
Sandra Carter
Vice President, Software Business Partners, IBM
Years At Current Position: 1
Years In Channel: 10
Carter led the largest channel transformation in IBM, including the deployment of IBM Software Value Plus. She aims to invest in education and resources for emerging areas such as cloud computing and vertical solutions.
Min Cho
CEO, Nova Datacom
Years At Current Position: 2
Years In Channel: 3
Providing services to federal and private industries, Cho has ushered in a new era of growth, with revenue climbing 270 percent from 2008 to 2009. She hopes to guide her team to enjoy the successes but maintain key values.
Toni Clayton-Hine
VP, WW Marketing, Recovery Management and Data Modeling, CA Technologies
Years At Current Position: 1
Years In Channel: 15
Clayton-Hine saw ARCserve 12.5 win 30-plus accolades. She aims to back partners with quality products, managed services offerings.
Leslie S. Conway
VP, Global Marketing, Digium
Years At Current Position: 2
Years In Channel: 19
Conway introduced online training and channel certification, a new channel portal and increased the partner base by 50 percent. She will develop more sales tools to help educate partners on solutions, technologies and products.
Christina Marie Corley
President and COO, Zones
Years At Current Position: 4
Years In Channel: 16
In a tough economic climate, Corley invested for growth, stayed focused and delivered strong results. She aims to bring more value to clients through innovation and creativity and foster a great workplace environment.
Lori Cornmesser
Head of Worldwide Service Provider Channel and Managed Services, Juniper Networks , Juniper Networks
Years At Current Position: 1
Years In Channel: 16
Cornmesser established a managed services program, resulting in 35 unique offerings. She aims to assist MSPs with marketing and sales.
Carolyn Trindade Crandall
Vice President, Worldwide Marketing, Riverbed Technology
Years At Current Position: 1
Years In Channel: 24
The highlight for Crandall was joining Riverbed to oversee channel, corporate and field marketing. She plans to continue building the brand, seeing it as poised for even greater growth.
Julie Cullivan
SVP, Worldwide Field Operations, McAfee
Years At Current Position: 2
Years In Channel: 11
The McAfee channel organization has undergone a virtual 360 by executing on the SecurityAlliance partner program. Cullivan will drive partner cross-selling via training and enablement resources.
Kathleen Suzanne Curry
MSSI VP and Sr. Director, North America Channel Management, Motorola
Years At Current Position: 2
Years In Channel: 15
Curry realigned channel and sales goals, which included redefining field engagement guidelines. She is now launching a next-generation partner program.
Jeannine Marie Edwards
Director, ConnectWise Community, ConnectWise
Years At Current Position: 2
Years In Channel: 14
Edwards saw success in a regional user group, resulting in 1,200 partners collaborating with each other. She will continue creating ways for all to work together.
Karen C Falcone
Vice President Global Channel Development, SunGard Availability Services
Years At Current Position: 8
Years In Channel: 8
Falcone got channel-ready products to market, leveraged relationships with VCE members for an upcoming cloud services release. She aims to up transactional volume and revenue.
Annie Flaig
Vice President of Sales, OEM and Channel Sales, Americas Region, AMD
Years At Current Position: 2
Years In Channel: 18
The Fusion Partner Program launch ranks as the top highlight for 2009. Flaig's priorities now are to increase margins as companies navigate through the back end of a tough economy.
Jenni Flinders
Vice President of U.S. Partner Business Development and Sales, Microsoft
Years At Current Position: Less than 1
Years In Channel: 20
Flinders drove business performance across the managed partner community, increasing partner satisfaction and engagement. Her goal is to lead the activation of partners to embrace online offerings.
Stephanie Fohn
Chief Executive Officer, WhiteHat Security
Years At Current Position: 6
Years In Channel: 5
Fohn took WhiteHat from a primarily direct sales model to a 100 percent channel sales model. It saw 260% growth in channel bookings and 75 percent growth in new bookings. Fohn aims to continue her track record of strong quarterly revenue growth.
Patricia Gallup
Chairman and CEO, Cofounder, PC Connection
Years At Current Position: 28
Years In Channel: 28
PC Connection increased market share, retooling to meet customers' changing needs. Gallup will enhance the technical sales infrastructure and invest more in the professional services organization.
Nancy Ann Gapter
Vice President of Marketing, Enterprise Computing Solutions North America, Arrow Electronics
Years At Current Position: 1
Years In Channel: 20
Gapter managed the launch of a professional services business unit. She will work on other new initiatives as well as continue developing a business intelligence unit.
Catherine Hortensia Giordano
President and CEO, Knowledge Information Solutions (KIS)
Years At Current Position: 9
Years In Channel: 9
Giordano oversaw an all-in solutions delivery and support mission, enabling customers to focus on their operations. She aims to drive IT process modeling and management applications.
Tonia Gonsalves
Vice President, Partner Enablement, Hitachi Data Systems
Years At Current Position: 6
Years In Channel: 22
Gonsalves led a more focused global partner program that included new demo and incentive programs, service and certification training. She aims to broaden HDS' channel base with customization.
Lisa Graff
VP Intel Architecture Group, Intel
Years At Current Position: 2
Years In Channel: 2
Graff helped deliver the newest generation of Intel server processors and increased the Intel server boards and system products available to the channel by more than 30%. She has her eye on the growth in server sales driven by Internet-connected devices.
Regina Grieco
Regional Channel Director, Astaro
Years At Current Position: 3
Years In Channel: 8
Grieco took over the new business development team, which focuses on new sales opportunities for partners through the team initiating contact with prospects. She hopes to continue growing Astaro's install base.
Jana F. Grimes
CEO, Austin Ribbon and Computer
Years At Current Position: 26
Years In Channel: 26
Grimes was a finalist for the Ernst and Young Entrepreneur of the Year in Central Texas as well as being honored with a host of other company and women in business awards. She aims to continue evolving ARC into a more complete service provider.
Donna Grothjan
Vice President Global Channel Strategy and Operations at Juniper Networks
Years At Current Position: 6
Years In Channel: 22
Grothjan was integral in helping partners move from products to portfolio selling. She aims to develop more programs/processes that mutually benefit Juniper and its partners and develop a global support ecosystem.
Julie Ison Haley
CEO, Edge Solutions
Years At Current Position: 3
Years In Channel: 3
Haley completed the official Women's Business Enterprise National Council certification, a federal and local designation for women-owned businesses. Two of her top priorities are building out health care and government/education.
Hope Hayes
Managing Member, Alliance Technology Group
Years At Current Position: 13
Years In Channel: 27
2009 was Alliance Technology's best year yet and the new hires have been critical to the company's success. Hayes' goal is to learn from past experience to go forward.
Nancy K. Hedrick
President/CEO, Computer Software Innovations
Years At Current Position: 20
Years In Channel: 21
Innovations Hedrick weathered the economic storm and ended the year on a positive note. Several initiatives are under way now to introduce new solutions in 2010; her goal is to work closely with her team.
Julie Ann Hens
Vice President U.S./Canada Channels Distribution, Cisco
Years At Current Position: 2
Years In Channel: 10
Hens launched a Small Business Executive Exchange and added a data center specialty distributor, Avnet. Her goals include optimizing and measuring the value delivered to partners.
Elise Hernandez
President, Ideal System Solutions
Years At Current Position: 13
Years In Channel: 13
Hernandez acquired Excel Systems as its new Unified Communications Solutions Group and won several national and local women- and business-related awards. She aims to enhance managed and professional services.