Power 100: The Most Powerful Women Of The Channel (Part 2)
Jodi Honore
Vice President, Software, Vendor Management , Ingram Micro U.S.
Years At Current Position: 10
Years In Channel: 29
Honore grew vendor exclusives with Google, Citrix, CA and Websense and introduced the Symantec GSA Fulfillment Program. She will be an advocate for the move to SaaS and the cloud.
Kristi B. Houssiere
Director Worldwide Program Strategy and Americas Channel Operations, Websense
Years At Current Position: 3
Years In Channel: 18
Websense saw double-digit overall billing growth in partners in the fourth quarter. Houssiere aims to keep addressing the needs of Websense's growing channel communities.
Patricia Richmond Hume
Global SVP of Indirect Channel Sales , SAP
Years At Current Position: 2
Years In Channel: 16
The percentage of revenue from SAP partners dramatically increased; today more than 55,000 SAP customers come from the channel. Hume sees 2010 as a turning point as companies are investing in operations.
Kate Barnes Hunt
Educational Content Manager, MSP University
Years At Current Position: 1
Years In Channel: 7
Hunt coached hundreds of VAR business owners to become more efficient. She aims to develop and deliver 500 hours of online training covering all aspects of running a VAR or MSP business and quadruple Premium Partners.
Pam Johansen
Director, Worldwide Channel Operations, BMC Software
Years At Current Position: 5
Years In Channel: 8
Johansen built a value-added partner program with a slew of new incentives and rolled out BMC's first quota-based partner rebate program. With a motto of Getting Back To Basics, her goal is to fine-tune programs.
Colleen Courtney Kapase
Sr. Director, Global Partner Strategy and Solutions, VMware
Years At Current Position: 4
Years In Channel: 15
The highlight has been new solution competencies for partners. Kapase's mission is to make it clear that partners are trusted advisers as customers journey to the cloud.
Felise P. Katz
CEO, PKA Technologies
Years At Current Position: 8
Years In Channel: 12
PKA tripled its sales force and executive team, and Katz has expanded relationships with HP, Red Hat, Intel, VMware, Symantec and Oracle. Katz's objective is to double the size of the business and mentor junior employees.
Meaghan M. Kelly
Vice President, Channel Sales Development and Strategy, Solution Partners Organization -- Americas, Hewlett-Packard
Years At Current Position: 1
Years In Channel: 11
Kelly spearheaded the expansion of SMB Elite, giving more partners an opportunity to achieve its benefits. She will oversee SMB pipeline management and forecasting processses.
Kimberly King
VP Channels and Alliances, Compuware
Years At Current Position: 1
Years In Channel: 16
King overachieved net new incremental growth quota and signed two new strategic alliances. Her goal is to increase incremental revenue to 25 percent and grow the partner base around product specializations, markets and strategic partnerships.
Malissa King
Vice President, Data Robotics
Years At Current Position: 1
Years In Channel: 10
Data Robotics went from one product to offering five in the past year, garnering feedback from customers throughout the launches. King's objective is to expand the partner base worldwide and have a solid channel in place to serve customers.
Lauri Klaus
Executive Vice President, Worldwide Sales and Consulting, Epicor Software
Years At Current Position: 2
Years In Channel: 14
Klaus was instrumental in bringing Epicor sales and authorized consultants together in a joint approach to grow the channel. Her goal is to achieve partnerships with global system integration consultants.
Kendra Krause
Vice President Channel Sales, Fortinet
Years At Current Position: 2
Years In Channel: 12
Krause's team signed 700-plus new partners in the Americas and increased Americas channel revenue by 20 percent. She will implement innovative programs for VARs to take advantage of the rebounding
Lanie Kruger
VP, Business Development and Channel Sales, RELDATA
Years At Current Position: 1
Years In Channel: 10
Kruger revamped Reldata's Partner Program and developed its first partner sales/technical conference. She aims to launch a worldwide partner conference and give partners new tools.
Juliann S. Larimer
Vice President, North America Channel Sales, NCR
Years At Current Position: 2
Years In Channel: 15
Larimer oversaw a 400 percent funnel growth in the channel and led a new open distribution program that helped recruit new partners. She aims to revise NCR's ISV program and create better lead-gen programs.
Pam Lefkowitz
President, Core Computing Technologies
Years At Current Position: 14
Years In Channel: 14
Core Computing increased revenue and expanded its client base with customers ranging from $1 million to $20 million. Lefkowitz aims to build the level of partnerships and explore offering cloud solutions.
Jane Corinne Linder
Managing Director, NWN
Years At Current Position: 2
Years In Channel: 5
NWN added four offices and a new practice in custom application development. Linder intends to strengthen the customer focus in its sales force and deepen the engineering bench.
Selina Lo
President and CEO, Ruckus Wireless
Years At Current Position: 4
Years In Channel: 10
In its last fiscal year, Ruckus added more than 500 new channel partners and 1,000 unique customers. Lo's goal is to double revenue again this year and begin to position the company for a public offering in 2011.
Maureen Elizabeth Lonergan
Director, Partner Enablement, VMware
Years At Current Position: 2
Years In Channel: 10
Lonergan was behind the channel completing more than 70,000 accreditations and certifications. She plans to lead the charge in increasing the number of solution competency training programs.
Jean Lozano
Senior Director of U.S. Marketing, Trend Micro
Years At Current Position: 5
Years In Channel: 11
Lozano oversaw the alignment between marketing and sales and highlights the launch of Worry-Free Business Security Services. She will recruit new partners, support existing ones.
Erin Malone
Senior Director of Worldwide Channel Strategy and Operations, Websense
Years At Current Position: 1
Years In Channel: 13
Websense grew incremental business with North America partners by more than 50 percent. Malone aims to simplify global partner enablement training and certifications.
Jillian Mansolf
Vice President of Global Sales and Marketing, Overland Storage
Years At Current Position: 1
Years In Channel: 14
Mansolf transformed the Overland Storage brand, adding new solutions for the company's SnapServer, NEO lines. Her objective is to continue building partner-led, customer-centric resources and lead-gen programs.
Cecelia Latchford Marrese
VP Business Partner Sales, North America, IBM
Years At Current Position: 1
Years In Channel: 15
Marrese grew IBM channel revenue across hardware, software, services and financing. She helped implement a Destacked coverage model, moving more accountability to the channel. Her goal is the continued transformation of partner programs.
Julia Haynes McConaughy
Director, Channel Operations, Aruba Networks
Years At Current Position: 3
Years In Channel: 15
Aruba Networks trained and certified 400 partner engineers. McConaughy's objective next year is to introduce the PartnerEdge program globally and roll out a partner portal.
Denna L. Mensch
VP of Alliances and ISVs, Synnex
Years At Current Position: 1
Years In Channel: 16
Mensch introduced resellers to a program where they could partner with Synnex to sell more than 20 line-of-business applications in a SaaS model. She will further develop a SaaS offering and focus on ISVs.
Denise Messineo
Senior Vice President, Human Resources, Dimension Data
Years At Current Position: 10
Years In Channel: 10
Messineo highlighted the highest score for employee engagement in Dimension Data's Global Employee Survey. Her goal for the coming year is to be recognized as a finalist in the Great Place To Work survey.
Tamra Muir
Senior Director, Distribution and Alliances, Autodesk
Years At Current Position: 2
Years In Channel: 17
Muir's launch of Autodesk Learning Express, which offers e-learning for sales reps in Autodesk's volume channel, was the highlight. In 2010, Muir intends to add a channel development group to her team.
Ellie Nazemoff
CEO/ President, Acolyst
Years At Current Position: 26
Years In Channel: 26
Nazemoff's mission is to align people, process and technology to solve business problems, and Acolyst worked hard to make this possible last year. This year she aims to give even more value to customers and overdeliver what is expected on services.
Carol Giles Neslund
Vice President, U.S. Channels, Avaya
Years At Current Position: 2
Years In Channel: 6
Neslund's two mile-stones: the launch of Avaya Connect and laying the foundation for integrating Nortel's channel program and partners. Her goals: Have Avaya be a catalyst for growth as the company launches new products to market.
Sheila O'Neil
Vice President, Channel Sales, Panasonic Solutions Company
Years At Current Position: 3
Years In Channel: 20
One of ONeil's highlights was being named to CRN's 2009 Women of the Channel list. She points to excellent growth opportunities in education, hospitality, media and production services.
Julie Parrish
Vice President, Global Partner Sales, NetApp
Years At Current Position: 2
Years In Channel: 24
Parrish maintained and grew channel revenue through partners, focusing on partner margins and redirecting channel investments. She plans a partner-led channel strategy for delivering cloud-based solutions.
Wendy Petty
Vice President of North American Sales, FalconStor Software
Years At Current Position: 11
Years In Channel: 21
Petty has received numerous accolades for her work with the channel and under her direction FalconStor has garnered many awards as well. She aims to raise awareness of FalconStor within the channel.
Penny Susan Philpot
Group Vice President, WW Alliance and Channels, Oracle
Years At Current Position: 1
Years In Channel: 23
Philpot rolled out Oracle Partner Network Specialized, consolidated all OPN-related teams and integrated Sun's partners into OPN. She sets her sights on helping partners to become specialized.
Nancy Driver Reynolds
Senior Vice President, Corporate Sales and Support, Americas, Kaspersky Lab
Years At Current Position: 1
Years In Channel: 20
Kaspersky improved profitability and investments for partners, including financing options and easy deal registration. Reynolds has a plan to grow faster than the market.
Ilene Rosoff
CEO, The Launch Pad
Years At Current Position: 18
Years In Channel: 18
Rosoff launched the national managed IT services franchise and created the RevITup Greenback community recycling program to channel used electronics to local nonprofits. Her goal is to standardize a managed services delivery model to SMBs.
Sandy Salty
VP of Marketing and Bus Dev, Trace|3
Years At Current Position: 3
Years In Channel: 4
Trace|3 expanded its business, adding a professional services unit. Salty's goal is 100 net new clients and to continue developing relationships with manufacturers and CIOs.
Shannon Sbar
Vice President, Channels, North America, APC by Schneider Electric
Years At Current Position: 1
Years In Channel: 13
Sbar dedicated herself last year to driving supply chain quality initiatives, aiming to make it easier for partners to do business with APC. In her new role, she will gather feedback from partners.
Christine G.D. Schaefer
VP, Marketing, DLT Solutions
Years At Current Position: 9
Years In Channel: 9
Schaefer leads a team organized to support DLT's six sales divisions and has been the catalyst in a shift in how DLT positions itself in public sector. She plans to rely heavily on social media.
Corinne Maria Sklar
VP Marketing, Bluewolf
Years At Current Position: 4
Years In Channel: 6
Bluewolf was recognized as one of New York's Best Places To Work, last year. Sklar helped grow revenue 30 percent in a down economy and aims to continue that growth trajectory with innovative offerings for 2010 and beyond.
Colleen A Smith
Vice President, Software as a Service, Progress Software
Years At Current Position: 5
Years In Channel: 10
Smith gave the channel tools and technology to take advantage of the latest in cloud computing services and increased the number of new accounts in the SaaS Channel Program by 20 percent. Her goal is to grow the program worldwide.
Lydia Smyers
Vice President, Oracle
Years At Current Position: 2
Years In Channel: 8
Smyers was key to Oracle Partner Network Specialized, conducting a communications campaign to execute the launch, including traditional, online and social methhods. She will conduct a global survey on the partner experience.
Barbara Spicek
VP of Worldwide Channel Sales, Brocade Communications Systems
Years At Current Position: 1
Years In Channel: 19
Spicek continued to enhance the Alliance Partner Network programs. She will roll out new designations for partners that sell SAN and IP products.
Jan Spring
VP Channel Development, eFolder
Years At Current Position: 3
Years In Channel: 18
Spring attended 22 channel conferences and eFolder maintained 25 percent per quarter growth in partners, storage and revenue. On tap for eFolder is the launch of a channel-only, brandable, SaaS BDR product and giving partners the best channel experience.
Sonia St. Charles
Chief Executive Officer, Davenport Group
Years At Current Position: 8
Years In Channel: 8
Highlights include last year's Women of the Channel and the Fast Growth 100, in addition to being named to Compellent's Partner Advisory Council and Everything Channel's Board. She aims to double the customer footprint.
Brenda Stallings
President, Matrix Integration
Years At Current Position: 31
Years In Channel: 30
Matrix had its most profitable year since 1979, and Stallings implemented a Balanced Scorecard and a Performance Management Process. Next year is all about CRM--choosing the right tool and then implementing it.
Andrea Jeanne Thomas
Director, Channel Development, Enterprise Networks Division, ADTRAN
Years At Current Position: 3
Years In Channel: 11
Adtran won Everything Channel's 2009 ARC for SMB networking hardware. To begin 2010, Thomas worked with Everything Channel's IPED on enhanced partner management.
Luanne Tierney
Vice President, Worldwide Partner Marketing, Cisco
Years At Current Position: 2
Years In Channel: 14
Tierney launched Partner Marketing Central, a global co-marketing engine that lets partners easily engage with Cisco on co-marketing efforts. This year Cisco is investing in functionality and demand generation.
Angela Vicari
President / CEO, Phalanx Technology Group
Years At Current Position: 5
Years In Channel: 18
Phalanx continued to enhance its customer base with Fortune 500 corporate accounts, and Vicari was dedicated to personalized service. Next year, Vicari hopes to attract highly qualified salespeople.
Maryann Von Seggern
Director of World Wide Channels Development, Cisco Capital, Cisco
Years At Current Position: 5
Years In Channel: 10
Von Seggern led the build-out of extended terms financing program coverage to more than 142 countries. She is now developing support programs.
Anne Catherine Wilcox
Vice President Customer and Solutions Marketing, U.S., Ingram Micro
Years At Current Position: 4
Years In Channel: 12
Wilcox embedded business intelligence into annual marketing programs and developed sales tools and programs for partners. She will continue to train and educate channel partners.
Victoria Lynn Zona
Channel Sales Director, Raritan
Years At Current Position: 11
Years In Channel: 18
Zona launched a new product into the reseller channel, recruiting new partners and maximizing legacy partners' abilities to sell and support the more-technical product line. She will continue to increase Raritan's ecosystem and alliance engagement.