Power 100: The Most Powerful Women Of The Channel 2018
The 2018 Power 100
Each year, CRN honors women whose channel expertise and vision are deserving of recognition. Of those, an exceptional 100 executives were chosen by the CRN editorial staff to represent its Power 100 list. We are proud to honor their achievements.
Visit wotc.crn.com/awards to learn more about the women who made the list, including our Power 100 and Solution Provider 30 honorees.
By Company:
Kelly Hartman
Amazon Web Services
Global Head, AWS Partner Network
Years in Position: 3.5
Years in Channel: 19
Hartman has helped build programs that support partner-led innovation in such areas as serverless computing, blockchain, IoT/edge computing and machine learning/artificial intelligence. She also works with ISV partners that are building or converting software to offer SaaS solutions to their customers.
Darci Kleindl
Amazon Web Services
General Manager, AWS North American Partner Business
Years in Position: 1.5
Years in Channel: 5
The AWS North American channel team generated more than $2 billion in revenue in 2017. Kleindl oversaw efforts to bring more consistency and predictability to the company's processes and channel engagement model and invested in more than 40 new partner sales, technical and field marketing positions.
Shannon Sbar
APC by Schneider Electric
Vice President, Channels, North America
Years in Position: 8
Years in Channel: 21
Sbar managed the development and launch of innovative programs, products and tools designed to enable partner growth, including the Connected Smart-UPS with APC SmartConnect and Local Edge Configurator initiatives. She also played a role in the restructuring of the company's field sales coverage to boost partner support.
Leslie Vitrano
APC by Schneider Electric
Director, Marketing Global Strategy
Years in Position: 2
Years in Channel: 4
Vitrano and the marketing strategy team have focused on enhancing channel service opportunities through R&D and marketing programs in new areas like edge computing. She worked with line of business to ensure that the voice of the channel was included in the development of cloud-enabled and service-oriented offers for the channel.
Donna Grothjan
Aruba, a Hewlett Packard Enterprise company
Vice President, Worldwide Channels
Years in Position: 3
Years in Channel: 28
Under Grothjan, Aruba has been realizing the results of its new Partner Ready for Networking program, enabling partners to be recognized for their investments, sales and technical certification accomplishments and ensuring that the company continues to have a solid co-sell model that benefits partners. She also helped with the development of the overall SMB partnering strategy.
Anne Chow
AT&T
President, National Business
Years in Position: 1
Years in Channel: 11
Chow is responsible for AT&T's business-to-business indirect channel strategy and the teams that support the telecommunications company's thousands of indirect sellers across numerous market segments. In October, she led the strategic realignment of the company's indirect channel programs to continue driving growth.
Alicia Dietsch
AT&T
Vice President, Channel Marketing
Years in Position: 1
Years in Channel: 1
Dietsch leads a team focused on supporting and enabling solution providers. In 2017 she formed a Partner Advisory Council that has helped AT&T identify key opportunities to help grow the channel, leading to a number of improvements for solution providers this year including simplified and competitive compensation options, access to a majority of AT&T business accounts, and increased investment in platforms and tools for partners.
Carolyn Crandall
Attivo Networks
Chief Marketing Officer
Years in Position: 3
Years in Channel: 30
Crandall has built programs to drive customer and channel partner sales momentum. She developed the framework for Attivo Networks' channel program, partner profitability models and joint marketing programs. She also built out the integration partner program that makes it easier for channel partners to provide customers with an adaptive security defense.
Jenn Martin
BitTitan
Vice President, Worldwide Sales
Years in Position: 3
Years in Channel: 4
Martin spearheaded BitTitan's "Cloud 1-2-3" partner initiative that drove Microsoft partners to the company's best-of-breed migration solution, MigrationWiz, and its recently launched IT process automation platform, MSPComplete. This year she is driving a similar initiative on a global scale.
Pam Johansen
BMC Software
Senior Director, Sales Ecosystem, ISD, Renewals
Years in Position: 8
Years in Channel: 16
A BMC Software priority has been driving growth in focused product areas and increasing partner readiness in sales and pre-sales. Johansen has ensured that the company's ecosystem is trained like its field organization, including developing the Value- Based Selling program, and initiating a pre-sales certification program to ensure these individuals deliver high-quality services.
Tricia Atchison
CA Technologies
Vice President, Global Partner Marketing
Years in Position: 2
Years in Channel: 24
Over the past year, Atchinson emphasized developing deeper relationships with CA's focus partners across various routes to market, developing joint go-to-market plans that drive thought leadership, as well as helping them leverage tools and programs to generate demand and accelerate pipeline.
Leslie Bois
CA Veracode
Vice President, Global Channels, Alliances
Years in Position: 1.3
Years in Channel: 13
Bois has led efforts to enhance CA Veracode's partner program to support partner growth and make it easier for them to do business with the company. Her team worked with the internal sales team on engagement and doubled down on enablement programs to ensure partners could successfully drive their own sales campaigns.
Colleen Grounds
Carbon Black
Director, Channel Marketing
Years in Position: 1
Years in Channel: 12
Grounds has overseen a restructuring of the channel marketing team to support the Carbon Black partner strategy. That includes focusing channel marketing managers on all partners in the Carbon Black partner ecosystem and developing new processes that make it easier for partners to do business with Carbon Black.
Lisa Miller
CenturyLink
President, Wholesale, Indirect, Alliances
Years in Position: 1
Years in Channel: 5
Miller has played a significant role in educating senior leadership about the critical role the channel plays in the company's growth. That has resulted in improved alignment and support, leading to the ability to drive growth and scale in the channel. Her goal this year is to drive double-digit profitable revenue growth.
Sandra Cheek
Ciena
Vice President, Global Channels, Alliances
Years in Position: 1
Years in Channel: 20
Cheek joined Ciena with the goal of eliminating silos of Ciena partners (MSPs, solution providers, systems integrators, service providers, cloud companies, agents and others) and to unify the company's partner network with a new programmatic framework that recognizes partners' unique differences and makes partnering with Ciena more personal. The company is piloting programs and initiatives and plans to launch the new program in fall 2018.
Wendy Bahr
Cisco Systems
Senior Vice President, Global Partner Organization
Years in Position: 3
Years in Channel: 11
Bahr spearheaded three key areas to help partners grow profitably in 2017 including simplifying the partner value exchange, launching the distribution sales visibility initiative, and expanding investments around multi-partner selling. The efforts have led to nearly 12,000 new customers and more than $4 billion in incremental bookings.
Michelle Chiantera
Cisco Systems
Vice President, Global Partner Marketing
Years in Position: 2.5
Years in Channel: 22
Chiantera has overseen changes in how Cisco communicates with partners, taking an omnichannel/persona-based approach to effectively reach partners in a more personalized manner. The company has invested in technology to automate and streamline communications, leading to success in persona-based messaging through the recent Network Intuitive campaign.
Julie Hens
Cisco Systems
Vice President, Global Distribution Sales
Years in Position: 5
Years in Channel: 18
Under Hens' leadership, Cisco has focused its distribution strategy around growth, velocity and innovation. In growth, for example, the vendor has jointly invested with distributors in global security initiatives that provide partners with training and enablement. In innovation, Hens is focused on enabling new partners and entering new markets with distributor marketplaces and other initiatives.
Jennefer Power
Citrix Systems
Senior Director, Americas Partners
Years in Position: 1
Years in Channel: 5
Power and her team have refocused Citrix's distribution strategy in North America by rewarding distributors for value-added activities aligned with the company's strategic goals. That includes investing in rebates to focus distributors on strategies in the midmarket, networking and cloud, as well as creating programs for solution providers to align with distributors.
Dalyn Wertz
Comcast Business
Executive Director, Channel Management
Years in Position: 4
Years in Channel: 22
Wertz and her team built and launched the Channel Express marketing platform to help partners access Comcast content quickly to support their sales efforts and drive revenue. She also provided more dedicated operations support to top partners and assigned a field engagement manager to top-performing partners to drive more business through campaigns, marketing support and MDF.
Shirley Scarborough
Commvault
Director, Worldwide Channel Programs
Years in Position: 5
Years in Channel: 20
Scarborough has focused her efforts in the past year on further developing and expanding partner programs, including introducing Commvault's program for global systems integrators. She also led key initiatives in several operational areas, working with cross-functional teams to build global capabilities with localized attributes to meet regional partners' specific needs.
Didi Dayton
Cylance
Vice President, Worldwide Channels, Alliances
Years in Position: 2.5
Years in Channel: 14
Dayton has been assembling a top-notch channel team that has grown Cylance's partner base by 300 percent and created a global sales pipeline that is worth hundreds of millions of dollars in new business. She has also guided the design and cost modeling of channel programs to ensure maximum profitability for Cylance and its partners.
May Mitchell
Cylance
Vice President, Global Field, Channel Marketing
Years in Position: 1.5
Years in Channel: 20
Mitchell drives global awareness and demand programs by leading field marketing teams that plan and execute with the Cylance partner community. She and her team deliver campaign elements and incentives for demand creation and integrated marketing programs.
Mary Campbell
D&H Distributing
Vice President, Marketing
Years in Position: 9
Years in Channel: 14
Campbell and her department were particularly focused in 2017 on the creation of innovative resources to support sales strategies for virtual and augmented reality solutions for the K-12 marketplace, cybersecurity offerings, the HPE HERO support program, and enhancements to D&H's web-based Cloud Marketplace.
Tina Fisher
D&H Distributing
Executive Director, Vendor Management, Commercial Products
Years in Position: 1
Years in Channel: 25
Fisher and her organization oversaw the establishment of D&H's Vendor Management Team, launched in 2017. This group of vendor-specific personnel maintains relationships with D&H's manufacturer partners on a daily basis. The team works to integrate vendor programs and initiatives throughout the D&H organization to provide the best possible support to its VAR community.
Caroline Chapin
Datto
Director, Partner Marketing
Years in Position: 1
Years in Channel: 11
In the past year, Chapin led three critical business initiatives that helped advance Autotask's partner program prior to its merger with Datto. Those included developing the partner program for the new Endpoint Backup system, developing the PipelinePRO marketing resources platform to support partner growth initiatives, and launching a pilot market development fund program to help partners develop sales leads.
Julie Christiansen
Dell EMC
Vice President, Global Channel Marketing
Years in Position: 2
Years in Channel: 20
Christiansen played a key role in the 2017 launch of the Dell EMC Partner Program. She and her team co-developed the program's structure and strategy and developed its branding and messaging – all under the mantra of being simple, predictable and profitable for partners.
Cheryl Cook
Dell EMC
Senior Vice President, Global Channel Marketing
Years in Position: 2
Years in Channel: 20
Cook's channel team designed, built, branded and launched the new Dell EMC Partner Program, collaborating with partners throughout the process and providing unprecedented business opportunities for them. Within six months of launch, top accomplishments included delivering 20,000 net-new customers and increasing the profitability of 70 percent of partners.
Sheri Hedlund
Dell EMC
Vice President, U.S. Channel Sales
Years in Position: 1
Years in Channel: 14
Hedlund lists her key personal accomplishments for the year as building out the Dell EMC Partner Program to enable partners to grow and succeed, as well as building out the supporting organization to execute against the program and partners' strategic growth plans.
Joyce Mullen
Dell EMC
President, Global Channel, OEM, IoT Solutions
Years in Position: 0.5
Years in Channel: 6
Mullen emphasizes the need to listen to partners to make it easier for them to do business with Dell EMC. She cites the recent moves to help partners sell products from across the full Dell Technologies portfolio and to make it easier for partners to attach services with simplified services rebates, tools and training.
Mary Catherine Wilson
Dell EMC
Senior Director, Global Channel Marketing
Years in Position: 2
Years in Channel: 11
Under Wilson's leadership and guidance, Dell EMC global channels have made significant investments in partner enablement and marketing tools worldwide. That includes access to enhanced digital marketing resources and tools that accelerate demand generation. She also launched the Dell EMC Women's Partner Network, which has over 100 partner ambassadors.
Diane Genova
Docker
Director, Global System Integrators
Years in Position: 1
Years in Channel: 15
Genova has introduced new channel partners to Docker that open up revenue streams in regions where the company doesn't have a presence. She's also responsible for identifying new joint solutions with Docker's largest global partner.
Sommer Goodknecht
Eaton
Manager, Channel Marketing
Years in Position: 1
Years in Channel: 6
Goodknecht's goal this year is to move more partners up within Eaton's partner program so they can take full advantage of the opportunities available to drive revenue and increase margins. Her operation has placed special emphasis on providing unique digital marketing opportunities for certified partners.
Lisa Pope
Epicor Software
Executive Vice President, Sales, America
Years in Position: 1
Years in Channel: 25
Pope has led the charge at Epicor in rolling out a new price quote/configuration tool to help channel partners in the quoting and proposal process, increasing their ease in working with Epicor and helping them better determine their customers' needs. She also oversaw the addition of dedicated channel territory managers to provide partners with a single point of contact.
Jules Johnston
Equinix
Vice President, Americas Partner Sales
Years in Position: 3
Years in Channel: 23
Johnston takes pride in the channel sales team she is building, following the investments Equinix has made in partner-facing sales and support resources in the past two years. She's also been key in fostering a pro-partner environment in Equinix's sales culture so that it's commonplace for Equinix field sellers to co-sell with partners.
Paige Powers
Extreme Networks
Senior Director, Worldwide Distribution, Inside Sales
Years in Position: 3
Years in Channel: 15
Powers and her team set Extreme Networks' strategy for working with its 100-plus distributors worldwide, as they play a crucial role in extending the company's coverage model for partners. She's also been key in leveraging the company's distributor relationships to help partners from its Zebra, Avaya and Brocade acquisitions join the unified partner program.
Natalia Vianden
Extreme Networks
Director, Global Channel Programs
Years in Position: 2
Years in Channel: 17
Vianden has concentrated on building a smooth transition for new Extreme Networks partners following the company's acquisitions of Zebra, Avaya and Brocade. She's also overseen the development of a unified program that launched in January, emphasizing partner profitability, cross-selling opportunities and differentiation.
Lisa Citron
F5 Networks
Senior Director, Public Cloud Sales, Channels
Years in Position: 1
Years in Channel: 21
Citron has been involved with helping channel partners embrace F5 products as they move their customers into the public cloud. Those efforts include opening new channels, fostering areas of growth with existing partners, and developing programs that maintain profitability and loyalty in the new cloud economy.
Stacey Wu
Fortinet
Senior Vice President, Global Marketing
Years in Position: 1
Years in Channel: 21
Wu and her team have doubled down on Fortinet's channel marketing resources in the past year, increasing its channel marketing headcount by 100 percent. The emphasis is on "partner first" as demonstrated by the development of a best-practices center on the partner portal and other programs and tools that enhance partner business and make working with Fortinet easier and more profitable.
Mary Davis
Hewlett Packard Enterprise
Director, North America Channel Business Management, Programs
Years in Position: 3
Years in Channel: 6
Davis has devoted the past year to working on a program to radically simplify HPE's transactional pricing structure, an effort that resulted in the January launch of the Medallion pricing program to very positive reviews from partners.
Jas Sood
Hewlett Packard Enterprise
Vice President, Sales, U.S. SMB
Years in Position: 1
Years in Channel: 6
In Sood's current role, 100 percent of the SMB business is with the channel and she has implemented a streamlined partner program that drives more focus on the SMB segment with HPE's partner base. She's also improved the process through which channel partners get leads from HPE.
Cheri Wesinger
Hewlett Packard Enterprise
Director, Channels
Years in Position: 3
Years in Channel: 5
For this year, Wesinger's goals include delivering marketing excellence to, through and with HPE partners. She also aims to accelerate demand generation efforts and grow the HPE footprint through innovation and Partner First marketing programs.
Stephanie Dismore
HP Inc.
Vice President, General Manager, Americas Channels
Years in Position: 3
Years in Channel: 19
Dismore has continued to double down on HP’s partner strategy while bringing new offerings to market. In fiscal year 2017 HP expanded its printing product lines (including the A3 line), launched a 3-D printing partner program, and continued to show strength in the U.S. PC market. Dismore also oversaw the launch of the HP University partner offering that provides partners with education and sales training support services to help them succeed in the market.
Dorothy Copeland
IBM
Vice President, Global Business Partners, North America
Years in Position: 1
Years in Channel: 17
Copeland has fostered revenue growth among IBM's North American partners across all major IBM brands in the past year. One factor is Copeland's emphasis on partner engagement with the company's sales organization by creating an industry-focused partner development team to recruit, enable and grow partners focused on vertical markets.
Laurie Evans
IBM
Vice President, Worldwide Channels, Digital and Commercial, Cloud
Years in Position: 1.5
Years in Channel: 25
Evans has worked across IBM's business units and with the Global Business Partner team to develop next-generation partner programs for ISVs, managed service providers, communications service providers, and third-party marketplaces around digital transformation. Her efforts have led to a four-fold increase in the number of committed partners – those consistently transacting with IBM.
Jacqueline D. Woods
IBM
Chief Marketing Officer
Years in Position: 1
Years in Channel: 6
Woods has led efforts to simplify and transform IBM's co-marketing program and encouraged the adoption of modern and digital marketing best practices. And she has deployed a competency program to help partners understand the value of investing in the development of their marketing skills.
Enit Nichani
IGEL
Director, Marketing, North America
Years in Position: 2
Years in Channel: 8
IGEL is a 100 percent channel sales company and Nichani is responsible for elevating the company's message to partners and their customers through comprehensive marketing initiatives including event marketing, lead generation and demand generation programs.
Salena Butler
Infor
Vice President, Channel
Years in Position: 7.5
Years in Channel: 15
Butler, who leads Infor's North America Partner Council, is a big proponent of partner councils as a vehicle for listening to the partner community and making positive changes for them. The mission of Infor's partner council is to help prioritize the areas where improvement is needed.
Renee Bergeron
Ingram Micro
Senior Vice President, Global Cloud
Years in Position: 8
Years in Channel: 8
Bergeron has spearheaded Ingram Micro's cloud efforts as the distributor's global cloud organization has grown in terms of revenue and resources. More than 45,000 channel partners now sell through the Ingram Micro Cloud. A key initiative is helping partners sell and support Infrastructure-as-a-Service and develop recurring revenue streams.
Kelly Carter
Ingram Micro
Vice President, Finance
Years in Position: 2
Years in Channel: 22
Carter and her team work to bring new financial solutions and financial alliances to channel partners including creative financing alternatives under the "technology-as-a-service" umbrella. She has also helped launch education initiatives to assist partners in helping their customers convert IT spending from a capital expense to an operating expense – a major shift for the channel.
Michelle Watts
Intel
Chief of Staff, New Technology Group, Sales, Marketing
Years in Position: 2
Years in Channel: 19
The New Technology Group is all about finding new growth businesses for Intel, the industry and the channel. Watts led the group’ increased presence at Intel’s conferences with such products as RealSense Technology in devices like robots, AI at the edge with Saffron, and Movidius products such as Intel's Neural Compute Stick – providing solution providers with new growth opportunities.
Paula Wessells
Intel
North America Channel Marketing Manager
Years in Position: 1.5
Years in Channel: 12
Wessells has defined and led Intel's Americas channel engagement strategy that supports annual revenue of $6 billion through the Intel Technology Provider partner program. This included driving a tightly integrated worldwide plan into the Americas membership strategy for channel customer relationships.
Irina Shamkova
Intermedia.net
Senior Vice President, Product Management
Years in Position: 5
Years in Channel: 17
Shamkova leads a dedicated product team that's charged with developing highly customized products for the channel. And that means keeping a constant eye on what partners need to drive profitability and differentiate themselves. The majority of Intermedia's revenue – and its fastest-growing products – are from proprietary solutions in such areas as Unified Communications as a Service.
Helda Lopes
Juniper Networks
Vice President, Global Partner Programs
Years in Position: 1.5
Years in Channel: 15
Lopes led the redesign and launch of Juniper Networks' new partner program in 2017 with an emphasis on maximizing partner profitability and driving product specialization. New partner specializations, especially in such critical areas as cloud and security, were developed to provide partners with maximum opportunity.
Larissa Crandall
Kaspersky Lab
Senior Director, Channel Sales
Years in Position: 2
Years in Channel: 25
Kaspersky Lab is a 100 percent channel business company and Crandall has been instrumental in efforts to grow its channel team to provide better regional support across the company's partner community. Those efforts include aggressively making changes based on partner feedback to how the company trains, supports, communicates with and provides incentives for partners.
Regan Ogner
McAfee
Senior Director, Global Distribution Sales
Years in Position: 1
Years in Channel: 18
Ogner and her team developed and launched the Distribution Managed Partner Program that's designed to spur distributors to go beyond fulfillment and grow new business. The goal was to achieve double-digit growth and drive commercial bookings with an emphasis on net-new business from resellers supported exclusively by distributors. Bookings have grown by 13 percent and new business by 44 percent.
Gavriella Schuster
Microsoft
Corporate Vice President, Worldwide Channels, Programs
Years in Position: 0.5
Years in Channel: 22
Schuster has been instrumental in equipping Microsoft's 300,000 partners for digital transformation, providing them the business and technical tools they need through the Cloud Practice Partner Enablement program, the Azure Skills Initiative, Cloud Profitability Playbooks and more.
Gretchen O'Hara
Microsoft
Vice President, Go-to-Market Strategy, U.S. One Commercial Partner
Years in Position: 1
Years in Channel: 15
O'Hara created a partner-centric organization to focus on end-to-end partner success through readiness, co-selling and go-to-market strategies. She has launched go-to-market programs for all levels of engagement to support the launch and growth of partner practices and products and developed a lead-flow engine to support demand generation activities.
Tricia Jennett
NetApp
Director, Americas Channel Marketing
Years in Position: 3
Years in Channel: 20
Jennett's focus has been on constructing and operationalizing NetApp's first lead-passing-to-partners program for the Americas with the goal of driving incremental commercial opportunities to solution providers. She also was instrumental in enabling partners with the new Data Visionary campaign and in the creation and launch of the inaugural Americas partner event, the Channel Connect Conference.
Betsey Pashyan
NetApp
Director, Worldwide Channel Marketing
Years in Position: 3
Years in Channel: 13
Pashyan has focused on making it easier for partners to collaborate across the NetApp ecosystem and drive demand for the company's expanded product portfolio. Those efforts included optimizing launch and campaign packaging for partners, including building an integrated, standardized set of partner resources across multiple products.
Penny Philpot
Oracle
Group Vice President, Worldwide Alliance, Channels
Years in Position: 3
Years in Channel: 28
Philpot has spearheaded the development, rollout and execution of Oracle's Managed Service Provider partner program and delivered the Cloud Excellence program for implementers of Software-as-a-Service applications. She has recruited more than 4,000 new partners.
Kay Stewart
Panasonic Corporation of North America
Director, Distribution, Channel Operations
Years in Position: 2
Years in Channel: 5
Stewart has pursued a series of goals toward improving the ease of doing business with Panasonic's reseller community and distribution partners. Those included improving communications with key business partners, completing formal operations agreements, and aligning teams to jointly tackle and improve business processes, metrics and ROIs for budgetary spending.
Jennifer Bodell
Pax8
Vice President, Channel
Years in Position: 1
Years in Channel: 6
Bodell helped grow the Pax8 partner base by more than 291 percent in 2017 through a number of strategic field marketing and sales initiatives. She also helped provide more benefits to partners through the Pax8 partner program thanks to planning, development and a listening tour at conferences throughout the country.
Monique Rezaei
Polycom
Director, Channel Sales, North America Partners
Years in Position: 1
Years in Channel: 10
Rezaei has consistently grown Polycom's channel revenue over the past five years by developing strategic partner programs and enablement initiatives that align with both Polycom's and partners' market strategies. She devoted part of 2017 to working closely with two of Polycom's largest Platinum partners.
Kristina Onyon
Puppet
Senior Manager, Worldwide Partner Marketing
Years in Position: 1
Years in Channel: 20
Puppet has shifted to a partner-centric model and in the past year the company has grown its partner business by 45 percent. Onyon has led the expansion of partner marketing efforts including increasing MDF investments, offering deal registration and sales incentives, launching a partner webinar series, and building a technology alliance partner program.
Lisa Del Real
RingCentral
AVP, Global Channel Programs, Operations
Years in Position: 1
Years in Channel: 7
Del Real has advanced RingCentral's channel business by expanding its presence in the EMEA region, handling all programmatic and operational development aspects that helped the company gain partner mindshare and industry market share. The channel accounted for 35 percent of RingCentral's 2017 revenue, a substantial year-over-year increase.
Bridget Bisnette
Riverbed Technology
Vice President, Global Channels, Commercial Sales
Years in Position: 1
Years in Channel: 30
Bisnette was responsible for building a commercial sales operation in the Americas that integrates Riverbed's sales with partners, including establishing operational guidelines and consistency. She also rebuilt the America's Channel Sales operation and architected a new innovative partner program for the company named Riverbed Rise.
Christine Bufalini
RSA
Director, Global Channel Marketing
Years in Position: 3
Years in Channel: 14
Bufalini has held multiple positions within RSA's channel organization and has played a significant role in developing the company's channel strategy. In the past year, she managed the rollout of channel program updates that reward incremental growth with existing clients, incumbency renewal, and partners with strong marketing proposals.
Diane Guthmann
Ruckus Networks
Head, Global Channel Marketing
Years in Position: 2
Years in Channel: 20
Guthmann's focus has been on maintaining regular and consistent communications with partners through the acquisitions by Brocade, Broadcom and Arris to keep partners informed and ensure they continue to see the company's ongoing commitment to their success. She also led a major revamp of the Ruckus Partner Portal to update content and make it more user-friendly, and introduced several promotions to increase sales in targeted vertical markets and drive sales across the wired and wireless portfolios.
Leslie Tom
Salesforce
Senior Vice President, AppExchange Marketing, Programs
Years in Position: 4
Years in Channel: 12
Tom launched the AppExchange Partner Program for ISV partners in 2017, offering lower baseline pricing, new partner designations and the new AppExchange Trailblazer Scorecard -- a holistic view for partners to help improve their business with Salesforce.
Darci Evanish
Samsung Electronics America
Director, Demand Generation, Channel Marketing
Years in Position: 7
Years in Channel: 14
Evanish has played a key role in the development of business strategies that support business expansion with Samsung's mobile-first partners. That includes the successful launch of a mobile channel program in the U.S. and driving partner co-marketing and sales, with more planned enhancements heading into 2018.
Jennifer Pointer
Samsung Electronics America
Director, GTM Integrated Marketing
Years in Position: 1
Years in Channel: 15
Pointer has worked in the past year to develop an SMB strategy for use in joint planning with partners to reach SMB customers. The plan includes a messaging framework, as well as marketing and demand generation tools. The strategy leverages Samsung's mobility products that specifically address many of the big challenges small companies face.
Diane Fanelli
SAP
Senior Vice President, General Manager, Global Channels, Platform GTM
Years in Position: 1.5
Years in Channel: 4
Under Fanelli’s leadership, SAP has made huge strides in initiating change that will make it easier for partners to do business with the company and will help them along in their journey to success in the digital era. SAP is giving all of its partners, seasoned and startup, a path to success—they can choose their own engagement model with one contract, one program, and one set of rules and processes.
Meaghan Sullivan
SAP
Vice President, Global Channel Marketing, SME
Years in Position: 6
Years in Channel: 14
Sullivan and her team launched several industry-leading programs and initiatives for SAP partners and their SME customers including the Growth Matters Network, a collaborative social platform for SMEs to connect, learn and grow in business, as well as the Virtual Agency demand management platform for partners.
Dee Dee Acquista
SentinelOne
Vice President, Global Channels
Years in Position: 1
Years in Channel: 20
Acquista has worked to identify the right set of security partners for SentinelOne to focus on and established a team to support the company's channel efforts. She launched a margin enhancement initiative for North America partners called "Margin is King" and a training incentive program for North American partner systems engineers.
Stacy West
SolarWinds MSP
Vice President, Marketing
Years in Position: 3.5
Years in Channel: 4
West oversees SolarWinds MSP’s continued investments in the success of its MSP partners through the company's recently revamped MSP Business Bootcamp and Empower MSP events – four of which were held around the globe in 2017. She is also overseeing the development of a SolarWinds MSP Security Resource Center.
Michele Campbell
SonicWall
Senior Director, Global Channel Programs, Education Services
Years in Position: 2
Years in Channel: 21
Campbell spearheaded the launch of the SecureFirst Partner Program, which has had a significant impact on SonicWall in the past year with over 21,000 registered partners, 8,000 of which are new to SonicWall. She also oversaw the launch of SonicWall University, which resulted in widespread adoption of training and enablement with over 120,000 learning achievements passed, resulting in over 60,000 man-hours of training in 10 months.
Kendra Krause
Sophos
Vice President, Global Channels
Years in Position: 3
Years in Channel: 20
Krause led the rollout of Sophos' Synchronized Security accreditation to the company's partners worldwide over the past year, providing a simple and consistent accreditation program that enables partners to quickly and easily get certified. She also oversaw the announcement of the Cloud Security Provider program to bring cloud infrastructure to the channel.
Erin Malone
Sophos
Vice President. North America Channel Sales
Years in Position: 3
Years in Channel: 19
As the leader of Sophos' Partner Advisory Council, Malone plays an active role in the development and execution of innovative strategies to improve the council, which are largely driven by direct input from partners. Malone ensures channel partners have a strong voice in key decisions made on everything from Sophos' road map to its incentives and communications programs.
Caralyn Stern
Sophos
Senior Marketing Director, Global Channel and Americas
Years in Position: 4
Years in Channel: 20
Stern and her global channel marketing team provide Sophos partners with the programs and resources they need to achieve business growth, including certification and enablement incentives, MDF programs, concierge marketing services, partner briefings and road shows. She has also helped drive the expansion of Sophos' channel partnerships in the Americas.
CheryIn Chin
Splunk
Vice President, Global Partners
Years in Position: 2
Years in Channel: 5
Chin has overseen Splunk's investment of significant resources into its Partner+ Program in the past year with a renewed focus on growing global talent and introducing new programs and resources to support and enable the company's expanding global partner ecosystem. That included the launch of the new Partner+ Portal that gives partners access to deal registration, marketing tools, program guidelines, certification and other Splunk resources.
Brooke Cunningham
Splunk
Area Vice President, Global Partner Programs, Marketing, Operations
Years in Position: 2
Years in Channel: 20
In her role as area vice president of the Global Partner Program, Marketing and Operations, Cunningham and her team have led the growth and development of the Partner+ Program, driving continuous advancements, improving the partner experience and expanding Splunk's partner-listening initiatives. She played a key role in the introduction of the Partner+ Managed Service Provider Program to streamline the partnership process for MSPs, supported by global Splunk Authorized Distributors to recruit, on board and manage MSP partners.
Michelle Accardi
Star2Star Communications
President, Chief Revenue Officer
Years in Position: 1
Years in Channel: 15
Accardi championed the launch of the company's StarSystem Hosted product line and its rollout for partners and customers. She is leading the charge on making improvements to Star2Star's Channel Partner Program with more training options, a better ordering process, and new and improved pricing strategies.
Janet O'Sullivan
StorageCraft
Channel Marketing Manager
Years in Position: 3.5
Years in Channel: 4
O'Sullivan has focused on working with channel partners, particularly MSPs, to maximize their opportunities. She has led initiatives such as the sales/marketing boot camps designed to maximize disaster recovery revenue and the Trailblazer webinar series in which leading-edge MSPs share their experiences.
Michelle LeVan
Sungard Availability Services
Vice President, Global Channel Strategy
Years in Position: 4
Years in Channel: 5
LeVan and a small team of channel strategy directors have focused on alignment between Sungard Availability Services' corporate objectives and product strategy, and go-to-market activities with strategic channel partners. That includes developing joint service offerings that combine partner technology and capabilities with the vendor's products.
Melissa McCoy
Sungard Availability Services
Vice President, Global Channel GTM, Programs
Years in Position: 9.5
Years in Channel: 18
McCoy has devoted a significant amount of time to developing and executing joint go-to-market strategies with several key alliance/technology partners including Dell EMC and AT&T. The GTM campaigns, combined with new partner messaging, resulted in significant channel pipeline growth.
Muffin Mott
Symantec
Head, Global Channel Marketing
Years in Position: 1.5
Years in Channel: 23
Mott oversaw the launch of the Secure One channel program that supports security solutions from both Symantec and Blue Coat. She and her team developed a newly integrated partner portal, new digital marketing campaigns, and a redesign of syndication offerings to help partners drive demand.
Jana O'Connor
Symantec
Senior Director, AMS Channel, Midmarket Marketing
Years in Position: 1
Years in Channel: 20
O'Connor develops marketing strategy, plans and programs to support Symantec's channel partners, including finding unique ways to communicate with the partner base and extend the vendor's message to new partners. She also drives Partner Advisory Councils and the company’s annual Partner Conference.
Reyna Thompson
Synnex
Vice President, Product Management
Years in Position: 11
Years in Channel: 26
Customers require higher levels of innovation, knowledge and specialized resources in this era of digital transformation. And that means tight collaboration between the channel, distributors and vendors, according to Thompson, who is head of the newly combined Synnex/Westcon Secure Networking Group.
Liz Barnhart
Talari Networks
Director, Channels
Years in Position: 1
Years in Channel: 20
Barnhart led Talari's new distribution partnership with Tech Data in an effort to reach a broader SD-WAN channel market. She also designed, implemented and launched Talari's new Channel Partner Portal and has worked to amplify the company's social media presence.
Angie McCourt
Tech Data
Vice President, Cisco Solutions
Years in Position: 8.5
Years in Channel: 18
McCourt's strategic focus and leadership have helped Tech Data create a best-in-class Cisco customer enablement program and leadership in the marketplace. McCourt also took on the role of change leadership executive during Tech Data's integration with Avnet Technology Solutions.
Dangvy Keller
Veeam
Vice President, Distribution Sales, Americas
Years in Position: 1
Years in Channel: 16
Keller focuses her time and efforts on executing and building out the right operating models to support Veeam's go-to-market strategy. In 2017 the focus was on ensuring the company had the right distribution coverage plans to support partners and meet the vendor's growth goals.
Barbara Spicek
Veritas Technologies
Vice President, Global Channels, Alliances
Years in Position: 1
Years in Channel: 25
Veritas is transitioning to becoming a supplier of multi-cloud data management technology. Spicek has been working to enable partners, from both the sales and technical perspectives, to work with the Veritas platform and help customers adopt the vendor's multi-cloud data management software.
Anna Dorcey
VMware
Vice President, Americas Marketing
Years in Position: 1
Years in Channel: 26
Dorcey has built a team of marketing professionals that can work with VMware's partners in the field, helping to drive demand-generation and product awareness at the solution level.
Colleen Kapase
VMware
Vice President, Partner Go-to-Market, Incentives, Programs
Years in Position: 4
Years in Channel: 20
Kapase has led efforts in the past year to streamline partner programs, optimize the partner incentive portfolio and enhance channel tools to accelerate growth. Her 2018 goals include growing partner-led bookings through aligned investments and integrated demand generation, and scaling partner-led service engagements by investing in channel capacity and deployment capability.
Coletta Vigh
WatchGuard Technologies
Director, Global Channel Programs
Years in Position: 3.5
Years in Channel: 14
Vigh in 2017 focused primarily on ensuring that WatchGuard had the market readiness, resources and back-end systems in place to best support its channel partners. She led the rollout of a new renewals system that provides partners with visibility and flexibility by proactively addressing upcoming subscription renewals.
Patty Gray
Westcon International
Vice President, Global Vendor Management
Years in Position: 8
Years in Channel: 31
Gray was the project lead on Westcon International's vendor global integration initiative with Synnex, which acquired Westcon in 2017. She also played a role in the creation of the Vendor Executive Advisory Council that helps Westcon collaborate with vendors to respond to key challenges facing their mutual customers.
Julie Dzubay
WTG
Vice President, Sales Operations
Years in Position: 1
Years in Channel: 14
In 2017, Dzubay launched a decentralized regional channel management model, hiring resources in the U.S. East, central and West regions to support the business operations of top partners. The plan is to extend the model to a wider range of the company's partner community.
Amy Belcher
Xerox
Vice President, Global Channel Marketing, Enablement
Years in Position: 1
Years in Channel: 19
Since joining Xerox in late 2017, Belcher and her team have focused on simplifying the structure of the company's Global Partner Program, making it easier for partners to understand the program's requirements and benefits. They also improved operational effectiveness through partner reporting and partner portal enhancements.
Mariah West
Zerto
Director, Global Partner Marketing
Years in Position: 6
Years in Channel: 9
West oversaw the introduction of a suite of partner enablement tools aimed at assisting partners through key stages of the buyer's journey, from initial demand generation, through product validation, to providing customers with a comprehensive business case to move forward with a purchase. She also spearheaded the expansion of Zerto's learning and enablement team, which helps partners get trained and certified on Zerto products.