CRN June 2022 - Issue 1411

ISSUE 1411 • JUNE 2022

crn.com

40 YEARS OF CHANNEL PROGRESS Take a trip down CRN memory lane PAGE 14

WOMEN OF THE CHANNEL

Honoring achievements PAGE 24

SOLUTION PROVIDER 500

Transformation touch PAGE 84

Google Cloud Makes Its Move CEO Thomas Kurian is making his market-share takeover move as Google Cloud looks to ‘industrialize’ the cybersecurity industry, create the world’s most open cloud marketplace, and completely eradicate channel conflict PAGE 6

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Computer Reseller News

June 2022

Columns 5 The Final Cut

Google Cloud Makes Its Move

By Steven Burke

86

On The Record

By Robert Faletra

Features 84 Solution Provider 500

CEO Thomas Kurian’s mission is clear: He aims to ‘industrialize’ the cybersecurity industry, create the world’s most open cloud marketplace and ensure zero channel conflict.

Solution providers have the touch when it comes to meeting today’s demands for digital and business transformation and are driving their businesses to new heights. Our annual list reveals the largest solution providers in North America.

For reprints and plaque requests, please contact The YGS Group at 800.290.5460 or http://crnlicensing.com

CRN (ISSN 1539-7343), also known as Computer Reseller News, is published 14 times a year (February, April, June, August, October, December and 8 Special Issues) by The Channel Company, One Research Drive, Suite 410A, Westborough, MA 01581, and is free to qualified management personnel at companies involved in the reselling/distribution of computers/ networking systems, software and services. One-year subscription rates for all others in the United States are $209.00; Canada $234.00. Overseas air mail rates are: Europe $380.00; Mexico/South America $380.00; Africa $380.00; Asia/Australia $480.00. Please mail all subscription inquiries along with checks or money orders to The Channel Company, Dept: CRN Subscriptions, One Research Drive, Suite 410A, Westborough, MA 01581.

For renewals or change of address, please include the mailing address label appearing on the front cover of the publication. Periodicals postage paid at Worcester, MA, (and additional offices, if applicable). POSTMASTER: Send address changes to The Channel Company, Dept: CRN Subscriptions, One Research Drive, Suite 410A, Westborough, MA 01581.

FOR SUBSCRIPTION SERVICES go to crn.com/subscribe Copyright ©2022

by The Channel Company. All Rights Reserved. Registered for GST as The Channel Company, GST No. R13288078, Customer No. 2116057, Agreement No. 40011901. Return undeliverable Canadian addresses to: APC Postal Logistics, LLC PO Box 503 RPO W Beaver Cre, Rich-Hill ON L4B 4R6

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A Trip Down Memory Lane

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For four decades CRN has documented the blockbuster products, deals and channel changes that led partners to drive massive productivity gains, cost efficiencies and tighter relationships with customers. Here are 40 of the biggest stories we covered.

Women of the Channel Our annual list celebrates the high achievers across all segments of the industry, recognizing them for their accomplishments over the past year and the far-reaching impact they are having on the technology industry going forward.

24

There’s More Online Most-Read Stories

1. AMD Ryzen Pro 6000

Promises Speed Boost And Less Battery Drain

2. Kyndryl CEO: Moving Out Of IBM’s Shadow With $1B In Pipeline

3. AWS Wins Out Over

Microsoft For $10B NSA Cloud Contract

Carousels

Videos

These Are Dell’s Five Highest-Compensated Executives In Fiscal Year 2022

Partners To Play Big Role In Growing Cloudera As A Private Company Scan here to watch the video on CRN.com

Welcome to our 40th anniversary issue!

CRN Magazine was first published on June 7, 1982.

Celebrate with us at CRN.com/40years

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THE FINAL CUT

Robotic Process Automation Is A Channel Game-Changer CPP ASSOCIATES IS OUT IN FRONT OF RPA REVOLUTION

By Steven Burke ROBOTIC PROCESS AUTOMATION is one of those breatkthrough technologies that fuels off-the-charts ROI for customers and big profits for solution providers.

Pat O’Dell, general manager and managing partner for solution provider superstar CPP Associates, Clinton, N.J., calls it the kind of ROI that makes customers “raving advocates” for his company. In fact, he said, the ROI on RPA is nothing short of mind-boggling.

A large fast-growing services company that CPP is working with is expected to save more than $2 million over a three-year period by automating invoicing.

The RPA solution is allowing the company to meet rising customer demand without hiring as many as six new employees in a tight job market.

An RPA solution that CPP delivered for a large multinational bank, meanwhile, is saving it more than $1 million on a $200,000 initial investment. That RPA solution is saving costly errors and even potential fi nes.

Finally, a global investment bank is looking at saving astronomical sums by reducing the amount of work on deals done by junior investment bankers in a solution that could automate 80 percent of the work they were doing and in the process save the customer multiple millions of dollars.

“I was shocked and excited when I saw these returns,” said O’Dell. “The only reason I started in this business 35 years ago and still remain in it is to continue to help clients in a way that makes them raving advocates. That is why I do this.”

That kind of reaction to technology only comes along once in a great while. It happened when O’Dell started working at EMC in the 1980s and helped customers eliminate a full day of work with intelligent, faster storage, it happened when VMware consolidated servers at a blistering pace, and it happened when the public cloud eliminated huge costs for customers looking at delivering agile IT without a big capital expenditure. “This is the biggest opportunity since public cloud grabbed 25 percent of the market,” O’Dell said. “RPA, automation and analytics is the next wave.”

O’Dell credits Automation Anywhere, one of the rising stars in the RPA field, with helping to drive the RPA revolution within the CPP customer base. “We looked at many, many tools and we use many tools for automation, machine learning and analytics, and we found Automation Anywhere was the easiest to quantify large ROI,” he said. “That is why we are focusing the most on them.”

CPP is also using Automation Anywhere to automate its own internal marketing operations. “We are now putting out three times as many marketing campaigns as a result of using automation,” he said. “We are also now three times quicker with these campaigns.”

RPA is a “no-brainer” for CEOs, CIOs and CFOs looking for tighter businessIT alignment, said O’Dell. “I feel that any CFO that gives me 15 minutes to talk about RPA and what we are doing will fi nd it is time well spent,” he said. “We are giving CFOs cost savings, efficiency gains and more options. We are saving them hundreds of thousands of dollars per year and helping them utilize the resources they have more efficiently.” That’s the kind of ROI that is sure to make CEOs, CIOs and CFOs “raving advocates” for their solution provider partners. ■

Thank you for making us the voice of the channel! See how the industry has evolved and other great anniversary features at CRN.com/40years

BACKTALK: Are you taking advantage of the RPA revolution? Let me know at sburke@thechannelcompany.com.

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COVER STOR Y

Google Cloud Makes Its Move CEO Thomas Kurian is making his market-share takeover move as Google Cloud looks to ‘industrialize’ the cybersecurity industry, create the world’s most open cloud marketplace, and completely eradicate channel conflict.

By Mark Haranas

T

homas Kurian is ready to make his move. After spending the past three years putting his plan into motion and more than tripling sales as Google Cloud’s CEO, Kurian is positioning the company to leapfrog the competition.

From increasing Google Cloud’s head count by upward of 15,000 employees and consistently growing sales by billions of dollars year after year to opening the Google Cloud Marketplace to channel partners, Kurian isn’t just making Google Cloud a more formidable player against its cloud rivals—he’s looking to take the industry by storm through a highly differentiated partner-led strategy.

“What Thomas Kurian has done for Google Cloud cannot be overstated. He has completely legitimized the platform in the hearts, minds and eyes of the largest organizations in the world,” said Tony Safoian, CEO of Los Angeles-based SADA Systems, one of Google Cloud’s top channel partners. “He’s not afraid to make hard decisions. He’s not afraid to change his mind or strategy, to make decisions given new information. He’s one of the few leaders I know who can talk from the 100,000-foot view and moonshot ideas and explain a YAML file.”

In a blockbuster move that sent shockwaves through the industry, Kurian left Oracle after a successful 22-year career to become CEO of Mountain View, Calif.-based Google Cloud in late 2018.

And his results speak for themselves.

When Kurian first arrived, Google Cloud was generating $5.8

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billion in annual sales as of 2018. Google Cloud now generates that much in a quarter, reporting $5.8 billion in first-quarter 2022 sales, representing a 220 percent increase compared with $1.8 billion in sales for the first quarter of 2019 when Kurian initially took over the CEO reins.

Under Kurian’s leadership, Google Cloud has blossomed from a renowned data analytics cloud specialist into a premier enterprise cloud platform that operates with the same speed and agility as a startup, said Nidhi Srivastava, vice president and global head of the Google Cloud business for $22 billion India-based solution provider Tata Consultancy Services (TCS).

“Thomas has made a huge, huge impact. It’s a scorching pace at which Google Cloud has been growing in the marketplace, and we’re now seeing a lot of wins where Google Cloud is the primary cloud, or is the cloud, in the enterprise,” said Srivastava.

“It’s a big company now, but they have retained the agility and the speed which you would see from a young firm. Their speed of decision-making is something Thomas has brought. …

He’s been tapping into the power of the partner ecosystem to drive Google Cloud growth and adoption across the enterprise landscape. He’s definitely made Google Cloud a very partnerfriendly company.”

Google Cloud’s annual sales skyrocketed to over $19 billion in 2021, with no signs of slowing down. In fact, Google Cloud’s 44 percent year-over-year growth rate in the first quarter of 2022 outpaced parent company Alphabet’s 23 percent sales growth.

As Kurian himself put it, “If you look at our position relative to where we were just three and a half years ago when I took over the business, it’s night and day.

“I mean, we are way bigger now than we were,” Kurian said in an April interview with CRN for the 2022 Best of Breed Virtual event hosted by CRN parent The Channel Company.

“We are seeing really unprecedented demand from customers, and our partners are critical to meeting this demand.”

Kurian is hiring thousands of net-new employees each year, launching new cloud innovation at a blistering pace, and elevating Google Cloud’s channel ecosystem unlike ever before.

But this is just the beginning.

Kurian is now ready to push Google Cloud front and center into the multi-cloud era with plans to win more cloud computing market share in the coming years through several strategic moves—from revolutionizing the Google Cloud Marketplace to making cybersecurity a true market differentiator against its cloud rivals to eliminating channel conflict.

Kurian’s Bullish Plan To ‘Industrialize’ Cybersecurity Google Cloud is shaking up the complex security landscape and addressing the fear every organization faces today.

“What we are trying to do is take cybersecurity and industrialize it so that people don’t have to always live with this worry, ‘Is tomorrow the day I get told that my systems have been breached?’” said Kurian.

With billions of people around the world using its parent company’s large-scale consumer services platforms like Google Search and Google Maps, Google arguably has the largest attack surface on the planet, Kurian said.

“You would probably notice they have never been brought down, and you’re able to access them all the time,” Kurian pointed out. “It’s because of a lot of the security tools and operational solutions that we have built over the years to protect our own services. Now we’re making those solutions available to our cloud customers.”

Some examples of differentiated cloud security innovation driving customer wins include its zero-trust enterprise platform BeyondCorp, the company’s large portfolio of data protection solutions, and Google Cloud’s open strategy of allowing customers to not only protect workloads that run in Google Cloud, but also in their own enterprise—thanks to Kurian forming partnerships with cybersecurity heavyweights Palo Alto Networks and CrowdStrike, to name a few.

“As a result, you can look publicly at the threat data and the reports on breaches [and see that] we have a very secure cloud approach that we are confident in,” said Kurian. “We offer cyber insurance, so a customer can buy cyber insurance when they run workloads on a cloud and get great rates because they’re running on a secure infrastructure.”

Furthermore, Google Cloud’s move to win cloud mindshare via its security technology is getting a major shot in the arm with

Google’s upcoming blockbuster acquisition of incident response superstar Mandiant.

Why Mandiant Is A Game-Changer In one of the largest acquisitions in Google’s history, the company has signed an agreement to acquire Mandiant for $5.4 billion, a deal expected to close later this year.

The acquisition will bring Google Cloud real-time, in-depth threat intelligence technology and expertise that Mandiant has built from working with the largest organizations in the world on the frontlines of cybersecurity.

Mandiant generated $483 million in revenue in 2021, up 21 percent year over year, with the company projecting sales upward of $565 million for 2022.

Specifically, Kurian told CRN that Mandiant will bring several key capabilities to Google, including vulnerability assessment and world-renowned consulting expertise around identifying threats and understanding the threat vector. Kurian plans to integrate Mandiant’s technology into Google Cloud products such as its Chronicle cloud-native SIEM platform for better risk and vulnerability analysis, as well as newly acquired automation remediation technology from Siemplify, which Google Cloud purchased this year for a reported $500 million.

“Kurian is looking to make security the next big differentiator for Google Cloud, which is where the Mandiant acquisition falls in place,” said TCS’ Srivastava. “It makes a ton of sense for both Google Cloud and partners because Mandiant brings a platform that looks across the entire security life cycle. It just doesn’t look at threat detection, it looks at response, it looks at recovery, it looks at automation, it looks at managed defense and, with that, come very strong advisory services. Looking at the big crunch for talent today and the speed at which cloud journeys are being driven across the enterprise landscape, it brings a ton of complementary capabilities for Google Cloud to make security a big differentiator.”

Kurian plans to arm its tens of thousands of channel partners with offerings to make cybersecurity a major differentiator for them in the sales field.

“We are not a managed security services company. We want partners to build that capability on top with us,” Kurian said.

Channel partners said Google Cloud’s security push is coming at the ideal time as businesses of all shapes and sizes are flocking to the cloud, in part due to the global COVID-19 pandemic accelerating digital transformation plans.

SADA’s Safoian said Google Cloud is in a unique position to truly become the company that industrializes the security market, so much so that SADA this year announced a new goal to drive its customers to consume $2.5 billion worth of Google Cloud solutions over the next three years.

“Google is trying to make it so a customer doesn’t have to have the best security experts on the planet to create the most secure infrastructure and strategy. The way you do it is you industrialize it:

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COVER STOR Y make it repeatable, make it easy to buy, make it easy to configure, and get the best possible advice while you’re doing it so that every customer can benefit from Google-Cloud-plus-Mandiant security expertise to be able to deploy the most secure posture imaginable and leverage those benefits without necessarily having the best security folks in-house,” said Safoian. “In the current era, with geopolitical issues and other things, that is a real threat. I’m really excited to see Google play an even bigger role securing large parts of public sector and commercial entities from all the threats that are probably only going to get more sophisticated over time.”

“More and more customers want to procure ISV solutions via the marketplace. The reason is they get a friction-free buying experience. It’s one integrated bill. You can have integrated identity access management, etc.—you basically removed the buying friction of the model,” said Ichhpurani, corporate vice president of global partner ecosystem and channels at Google Cloud. “When a customer now buys [ISV or partner] solutions, they can burn down their Google commitment, dollar for dollar, just like it’s a Google product. That’s really compelling.”

The new way of procuring end-to-end solutions via the Google Cloud Marketplace is helping accelerate customer stickiness for the roughly $20 billion cloud giant. The number of customers who Google Cloud Marketplace 2.0 are spending more than $1 million through the Google Cloud As part of its objective to create the best end-to-end security Marketplace exploded in 2021, growing more than 500 percent offering in the industry and continue to take sales to new heights, compared with 2020.

Google Cloud is revamping the Google Cloud Marketplace, The plan to continue growing the Google Cloud Marketplace allowing channel partners to resell independent software ven- is to make it the most open cloud marketplace in the indusdor (ISV) solutions on try, regardless of whether the marketplace. solutions listed on the Fo r t h e fi rs t t i m e, marketplace are competi‘We are completely open on the Google Google Cloud is opentive or complementary to Cloud Marketplace, whether the ing the marketplace for Google Cloud, according partners to resell ISVs’ to Ichhpurani. solution is complementary or whether products with the goal of “We are embracing ‘coit’s even overlapping with Google creating the most open opetition,’” Ichhpurani said. cloud marketplace in the products because we fundamentally “You can run in Google world. Customers can conCloud, you can run onwant to provide customer choice.’ tinue to use their Google premises or in another Cloud spending commitcloud. Our partners feel that — Kevin Ichhpurani, Corporate Vice President, Global Partner ment on channel partner the future of the world is Ecosystem, Channels, Google Cloud and ISV solutions. multi-cloud, and so do we.”

“We are completely open on the Google Cloud Marketplace, whether the solution Partners To Double Down On The Marketplace is complementary or whether it’s even overlapping with Google Google Cloud partners are bullish that placing their services and products because we fundamentally want to provide customer solutions on the open Google Cloud Marketplace will increase choice,” said Kevin Ichhpurani, Google Cloud’s global channel sales and create new customer opportunities.

Many partners have said they expect a sizable portion of their chief. “We believe open platforms are the ones that win in the overall Google Cloud sales to come via the marketplace in the market.”

Sergio Cipolla, CEO of Denver-based Google Cloud partner years ahead.

“It brings tremendous ease of procurement for the end cusNIMBL, said opening up the marketplace to the channel is “instrumental” in showing Google Cloud customers how “flexible and tomer. It just makes it more composable and more modular in customizable” the platform can be in addressing every type of terms of how customers buy from us,” said TCS’ Srivastava. “So that’s where we, as a partner, see that entire opportunity of movbusiness need.

“It’s exciting that customers can pick the best solution for them, ing our products and [intellectual property] to the marketplace rather than what’s simply available from the current inventory of and allowing our end customers to be able to use some of their services,” he said. “This provides a great opportunity for NIMBL Google [spending] commitment for procuring services using a to showcase several of our solutions as prepackaged offerings that SaaS model.”

Srivastava predicts that about 10 percent to 20 percent of are available to companies.”

The ability for customers to use their cloud commitment spend TCS’ total Google Cloud sales will come via the Google Cloud on channel partner and ISV solutions, such as offerings from Mon- Marketplace in the near term, “but we see it going much higher goDB and Splunk to Palo Alto Networks and Databricks, comes over time.”

Kurian aims to scale channel partners in the marketplace by during a massive shift in customer buying trends, Ichhpurani said.

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teaming them up alongside Google Cloud’s own sales force.

“We made it very easy for partners to collaborate with the Google sales force so that they can serve clients together. There are a lot of things we’ve done with our sales organization to make sure that partners are seen as really complementary to us,” he said.

“We believe [the marketplace] is a great opportunity for partners who want to access our customer base, who want to bring their solutions to customers, who want to be much [more] reachable—we’re literally bringing them right into the hands of the customer,” said Kurian. “The more we make it easy for customers to do it, the more the partners benefit.”

“We are almost never in a pursuit or engagement alone. We are always co-selling with Google,” said SADA’s Safoian. “It’s extremely collaborative in almost every engagement. It’s not just day one in that pursuit, but year one, year two, the renewal, the new commit, the expansion—whatever it is, we’re at the hip with Google in the field every single day.”

Google Cloud’s channel chief said the company’s partner-driven sales model isn’t going away.

“We’ve taken a completely partner-led approach to delivery.We are not building up or scaling our services organization internally,” said Ichhpurani. “We want the partners to take the lead; we want to be the co-pilot.”

‘Huge Opportunity’ With 100 Percent Partner Attach Commitment

Paving The Way For Massive Growth Ahead

Google Cloud currently has a multibillion-dollar backlog, meaning there is a significant amount of money on the table for partners to capture.

“Our backlog of signed, non-cancellable contracts is $50 billionplus. So that’s a very large number. And all those contracts that have been booked also bring partners in because partners need to drive the commitment that a customer has given us in that contract backlog,” said Kurian. “So there’s a huge, huge opportunity for partners. … Our goal is to make sure that we make it super easy for partners to be able to reach our customers.”

In a bold move, Kurian has made the commitment to “attach partners to 100 percent” of all Google Cloud customer engagements.

The cloud provider is attaching partners to accounts regardless of whether the partner plays a role in discovering the customer, driving the deal or closing the customer win. Effectively, Kurian said he’s created an ecosystem where there is zero channel conflict.

“When I joined, I was very clear that we are a products and solutions company, we’re not a services company. So there is zero channel conflict—zero channel conflict,” Kurian said. That makes it much easier for partners to know that when they go in with Google Cloud, the company will not try to bring its own services and compete with them, he said.

Partners have been reaping the benefits of Google Cloud’s partner-driven go-to-market model with Kurian at the helm. Solution providers are rarely ever alone in the sales trenches without Google Cloud’s sales force providing help.

For example, SADA and Google Cloud worked together to enable technology banking specialist Tassat Group to create a revolutionary blockchain-based payment platform for the banking industry and B2B customers.

Google Cloud and SADA won the large deal together to provide Tassat with a hosted platform that allowed the company to scale and spin up new servers and enable geographic proximity so services could run in multiple regions, with SADA working on Tassat’s technology backlog and building out enhancements for Google Cloud implementations.

Partners applaud Google’s decision to hire an outsider in Kurian, who was able to position the company as a new global cloud contender in just a few short years.

Google Cloud currently accounts for approximately 10 percent of the worldwide cloud infrastructure services market, according to data from IT research firm Synergy Research Group, trailing Amazon Web Services and Microsoft Azure, which have 33 percent and 22 percent share, respectively, as of first-quarter 2022.

“Google has made some good moves and is now clearly seen as a serious alternative to AWS or Microsoft Azure,” said John Dinsdale, chief analyst and research director at Synergy. “It continues to invest heavily in its hyperscale data center footprint, and it has an extremely strong pipeline of new data centers that will be brought online in the coming years.”

Data centers power Google Cloud’s infrastructure. The company has strategically been one of the top spenders when it comes to building new data centers in order to keep ahead of ever-growing demand for its services. Google plans to spend $9.5 billion on data centers and U.S. offices this year, preparing itself for significant cloud growth ahead.

With that growth in mind, partners hail Kurian as one of most important executives that Google Cloud has ever hired.

“His leadership style has made a huge difference to Google,” said TCS’ Srivastava. “They are very, very driven to grow in the marketplace, and I enjoy that energy because we grow together.”

The goal is simple for Kurian.

“Build the customer base. Bring that customer base to the partner ecosystem. Commit to being partner-friendly with a goal to be 100 percent attach. Specialize the partner ecosystem so they have deep skills in different areas and introduce the partners with our sales organization to customers by eliminating friction of any kind between the partners and customers,” said Kurian.

“That’s been a lot of the focus these last three and a half years.

We’re starting to see the results of it, and we’re very encouraged with the progress we’re seeing.”

Steven Burke contributed to this story.

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Thomas Kurian On Why Partners Should Pick Google Cloud Over AWS, Azure Google Cloud CEO Thomas Kurian talks to CRN about the advantages the company has over its two main cloud rivals, Amazon Web Services and Microsoft Azure.

Partners are always thinking, ‘Who do I lead with?’ Microsoft engages with partners in other ways like with its Office Suite, while AWS was very early to the game in on-boarding the channel. What’s the pitch to partners as to why they should bring Google Cloud to their customers?

We’ve not only shown that we are a new player in cloud computing, but it’s shown through our results that we are successful. So partners need to know, first of all, that all the success we’ve had to date would not have come without partners helping us. And the partners that have helped us have done astonishingly well in building large, large businesses alongside Google.

Now, why should partners work with us? What cloud computing is about now is vastly different than what it used to be about. When you talked to customers three years ago, most customers said, ‘I’m going to pick a primary cloud vendor.’ Today, when you talk to large enterprises, everyone says, ‘I’m going to work with at least two or three cloud providers.’ So this notion of using multiple clouds becomes a big deal. We have technology that uniquely makes it possible for a customer to build and run applications across multiple clouds. Large companies are using that, and many of our partners have actually helped us with that.

Second example, when we look at analytics and data, Google is uniquely positioned because we offer a capability that others don’t: the ability to work and do analysis when your data is in multiple clouds. When your data happens to be structured and unstructured data, we can still let you do analysis. Our data business is growing extremely quickly as a result. So if you look at the work we’ve done with Lush, which is a cosmetics and consumer products company, two of our partners in Europe—Ancoris and Clarinet—we help them move to Google Cloud to provide them not only high performance e-commerce infrastructure, but also great customer analytics and understanding. Same thing, if you look at an example from [beer brewing company] Anheuser-Busch InBev. They wanted to really optimize how they do large-scale manufacturing data analysis on their manufacturing floor. Our partner, Pluto7, worked

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with us to build that solution for Anheuser-Busch. So the second segment that we see a lot of interest in is around analytics and data. Similarly, we have a lot of interest in our collaboration tools and cybersecurity solutions.

Another reason is, when I joined [Google Cloud] I was very clear that we are a products and solutions company, we’re not a services company. So there is zero channel conflict—zero channel conflict. So it makes it much easier for a partner to know when you go in with Google, ‘they’re not going to try and bring their own services and compete with us.’ … We reward partners both for the initial up-front sell as well as any ongoing sales that they do with our customer base.

Why do you think Google Cloud is a better answer for channel partners compared with selling an AWS or Azure cloud solution?

We’re seeing really unprecedented demand from customers, and our partners are critical to meeting this demand.

Just as an example, between 2020 and 2021 full-year comparison, customer spend through channel partners and Google Cloud Platform more than doubled. The number of customers spending more than $1 million per year in our marketplace, which is the place where we bring partners and place them in front of customers to make it easy for customers to access them, that increased by six times.

Our goal is to attach partners to 100 percent of our customer engagements. So the nature of cloud is it’s a platform business. In a platform business, you want to enable the partner ecosystem to deliver solutions to work with clients to bring them to our cloud. Our difference is that we’re very committed to the partner ecosystem. We’re giving them not only great and differentiated technology, but also facilitating them in terms of aiding and building solutions and sharing the growth that we have with them.

What do you mean by attaching partners to 100 percent of customer engagements?

Our product portfolio consists of several segments. There’s infrastructure, where people are looking to migrate their data centers, modernize their application portfolio and optimize the way that they are building new applications.

Then there’s analytics and data, where people are migrating their existing datasets into the cloud to look at, for example, how do they serve customers better? What do they do for supply chain optimization? What do they do for product recommendations? Depending on the industry, they’re very specific scenarios. Security is a third one. We have a lot of customers using our cybersecurity offerings, whether that is to implement a more secure environment for their own company using something called zero-trust security or whether it’s implementing our analytics tools to identify whether they have been compromised or to address threats.

There’s opportunities for partners just in these three examples. If you’re a specialist partner who has expertise in SAP, for example, we need partners to help migrate SAP workloads to our cloud. When we do cybersecurity, we have a large network of managed security service providers who bring their expertise in operating secure environments to customers and help them use our technology to deliver cybersecurity.

So our goal—whether it’s in data, infrastructure, collaboration tools, etc.—our goal is to get to 100 percent attach with every client with a partner.

How secure should I feel as a Google partner? Am I more secure with you than I am with AWS or Microsoft? What’s your advantage in cybersecurity?

So I’m sure you use Google’s consumer services: Google Search, Google Maps, etc. Those services are very largescale services and are used by billions of people around the world. You would probably notice they have never been brought down, and you’re able to access them all the time.

It’s because of a lot of security tools and operational solutions that we have built over the years to protect our own services. Now, we’re making those solutions available to our cloud customers.

There are three or four examples. The first one, how does a customer use the cloud securely so that they don’t get compromised in the use of the cloud? We have something called BeyondCorp, which is a solution that protects customer applications running in the cloud.

The second one, when a customer uses the cloud, how do you make sure that their data does not get compromised or exfiltrated? We have solutions to encrypt data, to keep data secure, to ensure there’s no leakage of data, etc. So there’s a comprehensive set of data protection solutions.

A third one, we allow customers to run and protect not just their workloads that run in our cloud but also in their enterprise. For example, if they have systems that run in

their own data centers, we have a set of solutions that do that as well. We complement these because security is a huge space. So we do some things particularly well, and we complement this with a set of partners—Palo Alto Networks, CrowdStrike, Cybereason, Splunk, etc. Depending on the segment that we’re focused on and the type of security they need, we bring in the partner ecosystem.

And as a result, you can look publicly at the threat data and the reports on breaches—we have a very secure cloud approach that we are confident in.

We offer cyber insurance, so a customer can buy cyber insurance when they run workloads on [Google Cloud] and get great rates because they’re running on a secure infrastructure. We’re very confident, and partners who work with us attest that our cloud is a very secure-by-design cloud so they can be confident that when they run their applications on the cloud, their own solutions can be protected using the capabilities that we offer.

How much co-selling is there between Google Cloud partners and your direct sales force?

One point that is super important for people to realize: In the cloud business, there is no such thing as a sale and the end of it. Right?

When we go to a greenfield account which has never done business with us, the first conversation is to convince the customer that we have a solution that really works well. The customer then says, ‘Great, I’ll get a cloud agreement signed with Google.’ And they start the first project. But the job of selling doesn’t end there. Because there are more divisions, more departments, more projects, etc., so the job of selling is a continuous one in this cloud business.

Now, the way that we work with partners is to facilitate both elements. When we work with partners in greenfield accounts, we’ve given them very clear territories that they can pursue without any involvement from a Google sales rep because some partners in a greenfield environment prefer to go directly to the customer, and we give them that ability. We’ve been very clear where our sales teams play and where [partners] play. So it allows them to access the greenfield base, even in that customer base that I mentioned that we’ve already won, where we’ve got people actually doing projects with us—we bring partners in.

Because our sales team may find the first five workloads, but there may be another 10. And we want the partners to go capture that.

So in the cloud business, there is no ‘you sold and then you leave.’ It’s always selling. So by working with partners in both greenfield and in existing accounts, we’re trying to give partners the broadest possible access to our customer base. ■

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Dell Technologies Honors 30 Talented And Impressive Women Of The Channel Winners We’re excited to highlight the 30 inspiring and accomplished women of Dell Technologies, who have offered so much to our partner community. These photos show the faces of the best and most influential women channel leaders who help partners maximize and strengthen their relationships with Dell Technologies. We’re so proud and thrilled for all these deserving Women of the Channel to be recognized on this year’s list.

Congratulations to all our winners!

POWER 100

POWER 100

POWER 100

POWER 100

Cheryl Cook

Rola Dagher

Erica Lambert

Denise Millard

Kristina Austin

Diane Brode

Nikkia Despertt

Kathleen Flaherty

Maureen Gaumer

Sarah Griffin

Senior Vice President, Global Partner Marketing

Senior Director, Global Partner Marketing

Global Channel Chief

Director, Readiness & Adoption, Channel Services

Senior Vice President, Global Services Customer Success

Senior Director, Global Channel Services Enablement

Dell Technologies Partner Program. Together, we stop at nothing.

Senior Vice President, Global Alliances

Senior Director, Global Partner Marketing

Senior Director, Global Alliances and Industries Marketing

Director, GTM & Programs, Global Alliances

Tina Hanson

Kathy Kenneally

Susan Marx

Tina Mentschik

Sarah Meyer

Kath Meza

Maheen Mirza

Lisa Ortiz

Betsey Pashayan

Florence Ropion

Susanne Schuetz

Patty Scire

Caroline Scott

Nicola Sheppard

Channel Marketing Director, North America

Senior Director, Global Business Transformation and Partner Success

Sarah Shields

Clarissa Urena

Beth Villalpando

Heather Wilcox

Director, Global Strategic Solutions Partner Marketing

Senior Director, Global Partner Program Operations

Director, Partner and Distribution Marketing EMEA

Cindy Spring

Director, Global ISG Channel Specialty Strategy & Programs

Senior Director, DT Channel Renewals

Senior Director, NA Channel Sales

Senior Director, NA Channel Program and Strategy

Shawn Trotter

Vice-President, North America Channel Sales

Legal Vice President, Global Channel, Alliances & OEM

Regional Sales Director, Federal Channel

Regional Channel Director

Senior Channel Manager

Federal Sales, Channel Strategy and Programs Leads

Director, NA National Solution Providers and Distribution Marketing

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Director, Channel Sales United Kingdom

Vice-President and France General Manager Channel

Vice-President, Central & Northern Europe Channel Sales

Field Marketing Director, Channel Client Solutions

CRN: 1982-2022

40 Channel Milestones Over 40 Years As CRN celebrates its 40th anniversary this month, we take a look back at key events in the channel’s history.

By Steven Burke

COMPUTER RETAIL NEWS LAUNCHES

CRN started as Computer Retail News—the newspaper for systems and software retailing — with the first issue published on June 7, 1982.

Apple and IBM may have lit the match that created the PC revolution, but it was a slew of national retailers and computer franchisee businesses that spread the fire into every major city and hamlet across the country.

From Computerland, which opened its first store in 1976 and grew to 800 stores by 1985, to MicroAge, which was founded in 1976 and grew to 1,400 stores, to Intelligent Electronics, which was founded in 1982 and grew to 710 franchisees in 1989, the franchisee model created what amounted to powerful distributors of hard-to-get PCs. The model brought huge profits during the PC boom to the national chains.

INTEL PROCESSORS IGNITE A REVOLUTION

When Gordon Moore and Robert Noyce founded Intel in 1968, they had no idea the company would build the processors that would power the PC revolution. At first the company was focused on memory chips.

But by the mid ’70s, Intel was pumping out processors that captured the imagination of Microsoft founders Bill Gates and Paul Allen.

The x86 architecture that Intel created not only inspired Gates and Allen, but a new generation of entrepreneurs who would bring the new business productivity devices to customers of all shapes and sizes. In CRN’s inaugural issue, Bruce Burdick, the then-owner of five ComputerLand franchisees in Kansas City, told CRN he was cutting his Apple floor space in half to make way for IBM and Digital Equipment Corp. systems.

APPLE AND THE BYTE SHOP

Then-computer reseller Paul Terrell opened what came to be regarded as the first PC retail shop, The Byte Shop, in 1975 in Mountain View, Calif. The Byte Shop became the first retailer of the Apple I when Apple co-founder Steve Jobs made a deal to sell 50 systems

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to The Byte Shop for resale. Jobs and his partner, Steve Wozniak, along with a small crew, worked feverishly to deliver the systems after buying the parts needed to assemble the systems from Cramer Electronics. The first issue of CRN featured an ad recruiting independent computer retailers to “Join the Byte Shops.” “Build your business by affiliating with a winning national team. As a Byte affiliate, you’ll enjoy increased traffic through a national advertising campaign. Plus training, management assistance, signage, a décor plan, distribution and access to key product lines,” read the ad.

IBM PC AND THE COVETED MEDALLION

IBM introduced the Personal Computer on Aug. 12, 1981, an effort led by then-Director of Entry Systems Businsess Don Estridge. That opened the door to a PC reseller revolution.

Apple may have had the cool factor, but IBM had brought out a machine for business. IBM established a rigorous authorization process, putting potential retailers through a carefully controlled vetting process.

The battle among retailers and franchisees was intensely competitive.

The prize—what became known as the vaunted IBM Medallion—was an authorization to sell the IBM PC. CRN’s first issue featured an article on 16 new IBM retailers capturing an IBM Medallion.

BUSINESSLAND’S DECLINE

Although the franchisee model dominated the early reseller landscape, there were a number of corporate-owned retail chains that went head-to-head against the franchisee model and succeeded for a time—including Businessland. Co-founded in 1982 by Dave Norman, the company—which focused on selling PCs to large corporations—grew to more than 100 outlets and delivered annual sales of more than $1 billion in 1989. But

CELEBRATING 40 YEARS tough times were to come. A CRN cover story from 1989 asked in its headline, “Where Have All The Margins Gone?”

SOFTWARE SALES BOOM

If Businessland was a pioneer in selling PCs to large corporations, then it was Corporate Software—founded in 1982—that pioneered the art and science of selling software to big busineses. Founded by Mort Rosenthal, the software business was fueled by the explosion in sales powered by Lotus 1-2-3, the visual spreadsheet that made the IBM PC a business staple. A CRN Hall of Fame article in 2001 on Rosenthal noted that the Corporate Software founder and his team built the business “not just by selling software products—the big names then were Ashton Tate’s dBase, Lotus 1-2-3 and WordPerfect—but also by outsourcing software licensing and software asset management.”

COMPAQ’S PC PROWESS

If IBM brought business computing to corporate America, it was Compaq that brought PCs to the masses. The company delivered a PC-compatible experience in a portable system that captured the imagination of all businesses and, under the leadership of then-Compaq CEO Rod Canion and thenChannel Chief Ross Cooley, it cultivated deep and long-lasting channel relationships. In its first year of sales, Compaq reported $111 million, the first startup to ever hit the magic $100 million mark that fast, according to Wikipedia. Compaq’s tight partnership with Intel also gave it a leg up on competitors when it came to delivering top-performing PCs. That engineering excellence also made the company a favorite of industry luminaries, noted by a CRN Sept. 1986 cover story on Compaq’s unveiling of its it speedy new Desktop 386 system at New York’s Palladium nightclub.

COMPAQ DEAUTHORIZES BUSINESSLAND

It was the kill authorization that rocked the channel. In February 1989, Compaq deauthorized Businessland, preventing it from selling Compaq systems. The move came after Businessland said it was betting big on IBM’s Micro Channel PS/2 systems. Businessland, in fact, had committed to focus on the IBM standard and only support Compaq’s Enhanced Industry Standard Architecture if customers demanded it. Compaq said at the time the kill authorization was prompted by disagreements over strategic direction. Both companies paid a steep price for the split. Businessland accounted for 7 percent of Compaq’s sales in 1988, while Compaq accounted for 15 percent of Businessland’s annual sales. Nearly a year after the official split, a truce was called and Businessland was welcomed to once again carry the Compaq brand in March 1990.

Scan here for all of our 40th Anniversary coverage.

OUTSIDE SALES FORCES

In the mid-1980s, a dramatic shift from retail stores to outside sales forces driving tight ties with corporate customers changed the channel landscape. A CRN cover story in 1985 detailed how seven of the top 10 retailers in the business were now deriving at least 50 percent of their sales from the seasoned sales reps knocking on the doors of major corporations. Those retailers that had built corporate sales forces that drove big sales growth included Computerland, MicroAge, Businessland, Inacomp, ValCom, General Micro and ComputerCraft. CRN reported that MicroAge employed 500 outside sales reps, while BusinessLand had 400 outside sales professionals calling on customers. “As the figures indicate the retailing industry is undergoing a distinct, and as some believe, much-needed metamorphosis,” read the CRN story in the June 17, 1985, edition. “The days of primary reliance on walk-in traffic are slowly dwindling.”

RESELLERS FEEL APPLE’S BITE

Apple has had a long history of channel schizophrenia that has angered resellers. The very first issue of CRN in 1982 featured a front page story with the headline, “Mail Order Dealers Jolted By Apple Ban.” The story focused on six Apple mail order resellers who were preparing for an antitrust suit against Apple. That Apple narrative has played out one decade after another. One of the biggest Apple channel slaps in the face came in 1992 when the company cut out channel partners reselling products to the education market, instead shifting to a direct sales model. CRN continuted to examine Apple and its channel strategy in an Oct. 12, 2015, cover story with the headline,“Bad Apple: An inside look at the rotting relationship between Apple and its partners.”

NOT AS EASY AS LOTUS 1-2-3

Lotus 1-2-3 is widely credited with sparking the PC revolution, but Lotus had more than its share of issues with partners. Lotus faced intense channel backlash when it moved to preload Lotus 1-2-3 on systems, angering software resellers. Lotus, however, backtracked after CRN coverage. Amid Lotus’ growing popularity, CRN reported in 1983 that co-founder and then-CEO Mitch Kapor had terminated its exclusive distribution pact with Softsel to bring on Micro D and Softeam. Softsel had been instrumental in driving sales growth for the $495 integrated software, which provided the ability to graph spreadsheet data. The new distribution partners came after Lotus had filed a $27 million IPO. Another major channel issue came when Lotus introduced its eagerly anticipated Lotus Notes product. Lotus sold the groupware product out of the gate through its direct sales force, cutting out partners. In fact, it took years before Lotus launched a channel plan for Notes.

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ENTER COMPUTER RESELLER NEWS

With the PC boom bursting out well beyond retail into tens of thousands of resellers bringing technology solutions to businesess, Computer Retail Week became Computer Reseller News in the summer of 1986. In one of the first issues as Computer Reseller News, a banner headline read: “The IBM Shift Is On: Goodbye to Storefront Requirement?” The front page story detailed IBM’s subtly shifting policy away from mandatory storefront requirements by providing some dealers the opportunity to abandon business centers in exchange for opening sales offices. The change, CRN reported, signaled a new development in an in-house war being waged at IBM’s National Distribution Division over reseller requirements.

OPEN-SOURCING ROCKS THE MARKET

In 1994, Compaq fired the shot heard round the channel by implementing open-sourcing that allowed franchisees to buy Compaq products from any distributor or reseller.

It’s hard to imagine today, but the sourcing restrictions placed by vendors gave franchisees no choice but to buy from a single source and bound them to a single supplier. That created a market with effectively no competition based on price or availability. “If a manufacturer is going to get to a majority share position, it has to have [fewer] restrictions regarding how resellers obtain its products,” then-Compaq Channel Chief Ross Cooley told CRN at the time. The Compaq move set off a price war between major chains and distributors including Intelligent Electronics, MicroAge, Inacom, Merisel and Ingram Micro.

“Competition is extremely severe,” then-Ingram Alliance Chief Executive David R. Dukes told CRN. “And if people are not careful, it could become fatal for some companies.” Fatal indeed. The opensourcing model would go on to spread like wildfire, ripping through the high margins that the large franchise chains had enjoyed.

DELL DIRECT PUTS THE HEAT ON RIVALS

At Dell Technologies World this year, Dell Co-COO Chuck Whitten pointed to the $101 billion company’s logistics prowess as a “durable competitive advantage” in the midst of the current supply chain crisis. That supply chain superiority has been a problem for Dell competitors from the outset when Dell founder, Chairman and CEO Michael Dell began building PCs out of his dorm room at the University of Texas in 1984. Dell figured the cost savings from going direct would give him a huge competitive advantage over larger manufacturers. That direct philosophy turned Dell into one of the top PC makers, with CRN naming Michael Dell as the No. 1 executive of 1998. The company has not only reached the top rung of manufacturers, wrote CRN, it has “developed a build-to-order model

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that is causing competitors to dramatically readjust and revamp their own businesses.” CRN inducted Michael Dell into the Industry Hall of Fame in 2003.

CRN: REFLECTING THE NEW CHANNEL

With value-added resellers giving way to a new era of technology solution providers and cloud solution providers, Computer Reseller News became CRN in 2000. The name change hammered home just how far the channel had come in crafting end-to-end solutions for businesses. Like the partners that have evolved to deliver more value to customers, CRN changed too—becoming the newsweekly for builders of technology solutions. One sign of the complexity being handled by technology solution providers: Research from CRN that found the average solution at the time contained 40 different products and four different technologies. That research was prescient, pointing to the increasing brand power of partners bringing together a multitude of hardware, software and services to solve business problems for customers. One solution provider featured by CRN, TenCorp, in a 2003 case study delivered a solution for a private school that included 50 different products, 120 different SKUs, seven new applications and as many as 11 different technologies. That deal included overseeing everything from the phone system to a complex cafeteria system application to video surveillance security systems and wireless functionality.

MICROSOFT BACKS DOWN ON PRICING

When Microsoft provided special pricing on Microsoft Office for Dell and Gateway, the response was swift from angry Microsoft partners. In a CRN front page story in 1996 headlined, “Microsoft To Channel: Tough Luck,” partners complained Dell and Gateway were getting pricing at least 50 percent less than what they were paying to bundle their systems.

Microsoft responded by claiming that Dell and Gateway were not competing with partners.

“Dell and Gateway don’t sell to the same set of customers,” thenMicrosoft Vice President of Desktop Applications Marketing Robert Bach told CRN. “We’ve got to think through the way the relationship works. It’s a different support model, a different marketplace.” Partners were furious and let Microsoft know in no uncertain terms. Shortly after the controversy hit the front page of CRN, Microsoft backed down and made a change to appease partners.

THE GENIUS OF NOVELL

Novell’s NetWare operating system brought the LAN revolution to businesses. NetWare, of course, was a breakthrough product. But the genius of Novell founder Ray Noorda, who ran the company from 1982 until 1994, extended beyond the product into the channel. Noorda, as CRN noted in a 30th anniversary look back

CELEBRATING 40 YEARS at the CRN Industry Hall of Fame pioneers, “pushed the company to develop a tiered channel, certification programs for engineers and a successful channel partner program that several other companies came to similarly adopt.” The Novell channel model was the envy of the industry. By insisting on stringent certification standards, Noorda had created a highly skilled channel that was unmatched in its ability to deliver robust LAN capabilities. In the early ’90s, Novell had a 63 percent share of the market for network operating systems with an installed base of 500,000 NetWare-based networks with more than 50 million users, according to Wikipedia. In a CRN Top 25 Executive article in 1993, CRN hailed Noorda as the Henry Ford of the networking industry. “Ray’s biggest attribute is that he understands networking in an abstract way and he understands the needs of resellers,” Novell’s former legal counsel Carey Heckman, then a professor at Stanford University, told CRN. “He packaged networking in terms of ease of use and similar to Ford; he simplified sales of networking software.”

THE RISE OF WIRELESS NETWORKING

In 2002, CRN asked a number of industry luminaries to predict the future, including thenIntel Vice President and CTO Pat Gelsinger.

Gelsinger, who headed up Intel’s corporate technology group at the time, including Intel Labs and Intel Research, advised partners— among other things—to invest in wireless technology and web services. “Wireless is huge,” he said. “The 802.11 specification has transformed the industry.” Gelsinger's prediction was spot on, with Wi-Fi taking hold and becoming widespread, particularly as the burgeoning smartphone market was catapaulted by the launch of Apple’s first iPhone in 2007.

CHANNEL SHORTAGES—IN THE ’90S

With PC technology solution sales soaring in the mid-1990s, a shortage of products had partners looking for answers on how to navigate what CRN called in an April 1993 cover story, “The Allocation Nightmare.” The lead story called out that there was “no end in sight to systems shortages.” In fact, CRN reported, with “PC demand remaining strong, a severe shortage of the most popular PC products in the channel persists. And unless dramatic changes are made by resellers and vendors product constraints could remain a permanent part of the fabric of the industry.” ComputerLand was one of the companies hardest hit by the shortage with a “backlog of more than $100 million, up as much as five times its historical peak.” “We will buy the modem, the carrying case and memory, and that sits in the warehouse while the notebook PC comes in seven weeks later,” then-CompuCom Systems Executive Vice President Philip Wise told CRN. “There is a danger that a reseller could have $100 million in inventory in his warehouse and nothing to sell.”

CHANNEL ASSEMBLY DOMINATES

With Compaq, IBM and Hewlett Packard moving to lower costs, slash inventory and become more competitive against Dell, channel assembly of PCs became a major issue in the late ’80s. In a September 1998 cover story, top channel executives lamented that with price protection now averaging about 20 days, distributors and national chains were faced with out-of-stock situations from the three major vendors. “I feel like we’re at halftime of a bad football game and God knows if it will be over soon,” then-CompuCom Systems CEO Ed Anderson told CRN. “Meaning we have got some structural things that make the short-term environment difficult. You have average selling price declines and a bunch of other stuff going on.” The channel executives told CRN that while the price gap between Dell and the big three was narrowing, Dell was still beating IBM, HP and Compaq to the punch by being the first out of the gate with Intel’s latest processors. “During the course of the last several years, Dell Chairman and CEO Michael Dell has done a great job of out-marketing us,” then-Inacom CEO Bill Fairfield told CRN at the time. “But I think there’s a full-court press by everybody around this table to try to redefine what we mean by total cost. It just isn’t the purchase price of the product.” When CRN asked the top channel executives to grade the supply chain performance of the three top vendors, they gave IBM a C+, HP a C- and Compaq a D+.

THE WILD SUCCESS OF ‘INTEL INSIDE’

Launched in 1991 under the leadership of thenCEO Andy Grove, “Intel Inside” became by many accounts the most successful marketing and branding campaign of all time—one that helped drive explosive channel sales growth for the chip maker. But it was more than OEMs that benefited from the Intel Inside campaign—the company’s channel partners, including systems builders, leveraged the Intel Inside marketing campaign to help drive lead generation through print and then online ads. The financial muscle that Intel provided to partners was key to growing the Intel channel. The company, in fact, cultivated a loyal channel following with military-like precision with the Intel Inside campaign.

GATES: OS/2 VS. WINDOWS

When IBM’s original PC was brought to market the operating system—MS-DOS— was supplied by Microsoft, providing the software company a huge royalty stream.

That original relationship with IBM resulted in Microsoft co-founder and then-CEO Bill Gates backing IBM’s OS/2 operating system even as Microsoft pushed ahead with its Windows operating system. In an April 13, 1987, CRN front page story, Gates

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proclaimed of Microsoft’s OS/2—co-developed by Microsoft and IBM: “Eventually the market will insist on it.” Gates and Microsoft, of course, turned their back on OS/2 just two years later. In an interview before the split, Gates told CRN that his goal was to sell 1 million copies of OS/2 worldwide in 1990. “While those with the most capable machines will use OS/2,” he told CRN, there is “immense territory for DOS essentially to be replaced over time by DOS plus Windows.”

THE EPIC LAUNCH OF WINDOWS 95

It was the moment that Windows became a worldwide cultural phenomenon. In fact, Windows 95 is widely considered the biggest software product launch ever, with Microsoft spending some $300 million to propel its breakthrough graphical user interface-based operating system into the stratosphere. In a 2005 10-year anniversary CRN story of the epic launch, CRN wrote: “Then chief executive Bill Gates broadcast the first public boot-up of the sorta-32-bit operating system in front of cameras that blitzed the image worldwide via satellite. He even had late-night TV talk show host Jay Leno on stage to help him out. ... New York’s Empire State Building was lit in Microsoft’s corporate colors when Leona Helmsley, dubbed the ‘Queen of Mean’ by the city’s press, still stalked the halls. A 300-foot Windows 95 banner was draped from Toronto’s CN Tower.”

Windows 95 proved so popular that Microsoft sold a whopping 7 million copies of the product in the first five weeks it was on the market. It’s hard to remember just how far Gates had come in delivering Windows 95. CRN’s Top 25 profile of Gates in 1995 said, “Gates is the first to admit that Microsoft isn’t known for creating great software the first time around, but that the company persists and gets it right. Windows was an industry joke when introduced in 1985, but 10 years later Windows is considered an operating system, not just an environment. It has won more developers and users than any other operating system.”

CISCO CERTIFICATIONS SET THE GOLD STANDARD

If Novell started the certification revolution, then Cisco Systems took it to another level with a finely honed channel model built on creating a value-added reseller network that would become the envy of the industry. With tens of thousands of CCIEs, the networking certification became the gold standard for delivering enterprise networks that changed the world and made way for the internet. With an emphasis on betting big on market transitions and constantly leading partners to higher-margin ground, Cisco has thrived by capitalizing on technology paradigm shifts that are not for the faint of heart. “Almost every market mistake I’ve made at Cisco was because I haven’t moved fast enough,” then-CEO John Chambers told CRN in a 2001 profile. “I challenge my partners to think the same way. It is not without risk. I don’t want to mislead anybody here. Most companies will make it, but a number of them will not.”

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THE VIRTUALIZATION REVOLUTION

When VMware’s virtualization software struck the market at the turn of the century, the dramatic cost savings it drove by allowing customers to significantly reduce their server footprint powered a channel revolution.

In March 2002, VMware said that its virtualization software had surpassed 1 million users with growth that exceeded on average more than 2,000 new users per day. “We have been very fortunate to see great demand for our virtualization software,” said then-VMware CEO Diane Greene of the company’s good fortune. “Because our products provide immediate ROI for IT departments and developer shops, we’ve found they’ve been able to make their way through the approval processes rather quickly.” Partners, for their part, were raking in big profits from the virtualization boom that continued even as VMware was adding more products to its arsenal. In 2010, CRN named then-VMware CEO Paul Maritz as the No. 1 executive of the year. “No one—and we do mean no one—has powered more high-margin sales and profits for partners this year,” wrote CRN. “Think about this: VMware virtual machines now outnumber physical servers.”

SEPT. 11, 2001: ‘THERE ARE NO WORDS’

CRN’s cover following the 9/11 terrorist attacks featured a photograph of the bombedout World Trade Center site with the American flag being flown from the tragic remnants of what was once one of the towers.

The stories inside documented the scope of the tragedy for America and technology solution providers and featured a list of the industry executives and solution providers who lost their lives in the attack. CRN reporters provided updates from around the country, reporting from the field or heading home scrambling with solution providers for rental cars and buses from the Avnet partner conference in San Antonio, Network+Interop in Atlanta, CTIA’s Wireless conference in San Diego and the Compaq Enterprise Technical Symposium in Anaheim, Calif. In his editorial for the issue, CRN’s Robert Faletra called for Americans to unite. “In many ways, this tragedy will move us to do what we should have done long ago,” he wrote. “Unite as Americans. We should all hope that whether we see ourselves as Republicans, Democrats, conservatives or liberals, we are united in the lengthy war on terrorism we are about to embark on.

We have the resolve to win. Technology will have to be used wisely as part of our strategy, and hopefully it will speed the time to completion.

But make no mistake, our lives have been forever changed.”

LINUX TAKES HOLD

Today, the Linux open-source movement is deeply ingrained in every nook and cranny of corporate computing. But back in 2004, when CRN named Linus Torvalds, “the Finnish programmer and composer” of the Linux kernel, as the No. 1 executive of the

CELEBRATING 40 YEARS year, the Linux movement was just starting to explode. In fact, as CRN reported, the completion of the Linux 2.6 kernel at the time had taken the “open-source operating system to the next level, making it enterprise-ready and forcing Microsoft, Sun Microsystems and other operating system vendors to make strategic changes to their business model.” Torvalds was humble regarding the changes he had prompted in the industry. “I’m still not very philosophical about open source,” he told CRN. “To me it’s pretty pragmatic. I have a very strong belief that cooperation and open sharing of knowledge end up resulting in better development.” In July 2019, IBM, of course, paid $34 billion to acquire open-source high-flyer Red Hat.

DELL’S NEW VIEW OF THE CHANNEL

Twenty-three years after Michael Dell founded Dell with an aim of cutting out the middleman, Dell launched its first channel program in December 2007. “With the launch of the Dell channel program, the company flipped the switch to turn on a dedicated website for solution providers that will manage conflicts as resellers register deals, access its product lineup and manage logistics with Dell,” wrote CRN. In a Best of Breed conference interview in 2013 with CRN’s Robert Faletra, Dell said his goal was to become the best channel partner—bar none. “We believe we have a great program today, and we’re really pleased with the progress over the last four or five years,” he said. “I’d like to come back in the future and be your best partner. So you know, that’s our goal. So we haven’t set a low goal, but I think if you step back, and you look at the last five years or so, we’ve taken the channel program to be about a third of our commercial business. So order of magnitude, we’ll call it a little more than $15 billion.”

WHEN DISASTERS STRIKE

Whenever there was a disaster like Hurricane Katrina, an earthquake and even war, CRN was there to document how solution providers were overcoming life-threatening conditions to help customers. Take Hurricane Katrina in 2005. CRN touched down in New Orleans several weeks after the tragedy and documented the plight of solution providers like Universal Data and its CEO Jim Perrier. Perrier and a small tight-knit group of employees banded together after the tragedy to continue to serve customers like Dickie Brennan & Co. Restaurants. “Universal Data really took care of us,” Dickie Brennan, owner of the legendary New Orleans family restaurant business, told CRN at the time. “We were one of the first restaurants to open up in downtown New Orleans. Universal Data was a part of that because we were able to communicate with our people and develop a plan.” CRN also traveled to Beirut to document the survival of solution provider BMB Group in 2006 in the midst of an Israeli attack on Hezbollah after the kidnapping of Israeli soldiers that resulted in Lebanon being bombed for 34 days.

BMB—one of the few Cisco and Microsoft Gold partners in Beirut at the time—had built a $10 million business. BMB Group co-founder Simon Samia told CRN that he was afraid for his engineers and his

country, but that he continued to think about what was ahead. “We’re thinking about the future,” he told CRN. “Our dreams are bigger. We have big potential. We have knowledge. We want to use it.” In 2010, CRN detailed the survival of Port Au Prince, Haiti-based solution provider CompHaiti after an earthquake in 2010 that killed more than 200,000 people and left 1 million people without homes. CompHaiti itself lost one of its employees during the earthquake. Nearly three weeks after the earthquake, CompHaiti President Ralph Pereira and his team reopened on a small scale, with senior management filling orders and scrambling to find equipment to help some organizations get up and running. “The problem is most of our customers’ offices are damaged,” he told CRN. “Everything is flat down. They are trying to find different locations for temporary offices. Everybody is trying to set up networks.”

AWS’ $6 BILLION MAN

AWS has come a long way since CRN dubbed then-AWS CEO Andy Jassy the $6 billion man and crowned him the top executive of 2015, highlighting the revenue run rate for the fast-growing AWS business. In that 2015 interview with CRN, Jassy said it was time for partners to get on board. “I totally understand—it’s a hard decision for companies who have been successful in a different model to decide to embrace a newer model,” he said. “But once you realize that model is succeeding, it’s important for your future to do so. When there’s a big shift going on, you can howl at the wind all you want, but if the shift is going to happen because it is good for customers, it is going to happen.” In a CRN interview in 2019, Jassy reiterated his support for the company’s partner ecosystem. “Our partner ecosystem is not somehow like a side project with a very small amount of our total business,” he told CRN. “Our partner ecosystem—really from the very start of AWS, but particularly so over the last five years—has continued to become a very significant part of our AWS business, and it’s super strategic and important to us.”

HELLO, STRATEGIC SERVICE PROVIDERS

The business outcome approach to selling solutions was hailed by CRN’s Robert Faletra in 2015 as “solving business problems with services-led solutions” with recurring revenue services. “As for driving profitable growth, the focus is on increasing the percentage of recurring revenue services, better utilization of existing technical staff, and charging differently for services, according to research from The Channel Company at that time. The new strategic service provider elite class told CRN they intended to get better utilization from technical staff and to charge differently for services and solutions. “The shift to the new model is putting pressure on technology vendors to identify strategic service providers, enable them with business outcome-based intellectual property, and then follow through with channel program changes such as longer deal registration time frames and rules of engagement designed for the longer, more complex sales cycle,” wrote

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CRN. Douglas Grosfield, then-CEO of Five Nines, who sold his old solution provider business to build a business based on the new industry dynamics, told CRN at the time the new model is 10 times more profitable with fewer employees and a simpler, more reliable, scalable and predictable IT model for his customers. “If you are truly listening to your customers, you are hearing over and over again the challenges they are facing and the frustration they have with IT,” he told CRN. “There is a different answer needed today.”

THE EVOLUTION OF DISTRIBUTION

From the boom times of the personal computer revolution to the LAN explosion to the internet era and cloud computing shifts, distribution’s ability to provide pick, pack, and ship, as well as offer financial muscle to partners has been a constant. There’s a reason distribution pioneers like former Ingram Micro CEO Chip Lacy, former Tech Data Chairman and CEO Steve Raymund and D&H Distributing CEO Izzy Schwab were honored by CRN numerous times as top executives. They were among the executives who helped power the growth of millions and millions of solution providers. A Global Technology Distribution research report that was released just three years ago shows how vital distributors remain to partners. Among the most valued distribution supply chain capabilities ranked by survey participants for the digital transformation era were virtual warehouse support for SaaS and cloud solutions, integration services and global logistics. In the cloud era, distributors have stepped up with massive investments to bring cloud computing marketplaces to partners. TD Synnex CEO Rich Hume, who changed the distribution landscape by bringing distribution powerhouses Tech Data and Synnex together in a game-changing merger in 2021, has used the combination to drive big new investments for TD Synnex partners.

BLOCKBUSTER HP-COMPAQ MERGER

“Dazed and Confused” read the cover headline in CRN after HP announced at the end of the Labor Day weekend in 2001 that it was acquiring Compaq in a $25 billion deal that would reshape the PC landscape. Solution providers were left wondering what kind of impact the blockbuster merger would have on their business. They told CRN that they anticipated a year or more of intrigue about how HP and Compaq would merge their brands, channel organizations, partner programs and product lines. Then-HP Chairman and CEO Carly Fiorina promised no cutbacks in channel sales representatives for the combined company. “We are not going to be cutting the number of people in the field talking to partners,” she said. As to whether HP’s Hard Deck strategy or Compaq’s channel strategy would prevail, Fiorina replied: “It’s a little hard to make it that black and white. We will blend elements of both. You can count on us to be clear about the rules of engagement, which is what the Hard Deck program is all about.”

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JUNE 2022

THE MARKET-RATTLING DELL-EMC DEAL

When Dell said in 2015 that it was planning to buy storage giant EMC for $67 billion, partners knew immediately that the market-rattling deal would forever change the channel. “It’s a great day to be a Dell partner,” Michael Goldstein, president and CEO of LAN Infotech, a Dell partner, told CRN after the deal was announced. “EMC’s product portfolio fills in a lot of gaps that I had with Dell. Overnight, Dell and LAN Infotech become a one-stop shop covering all a customer’s enterprise needs.” Dan Serpico, thenpresident and CEO of FusionStorm, a top 10 partner with both Dell and EMC, told CRN the combination would open big opportunities for partners. “The opportunity to merge those infrastructures together is tremendously exciting. It creates a tremendous value for our customers.” Dell Chairman and CEO Michael Dell said simply that together Dell and EMC would be “even more powerful.” More powerful indeed. The blockbuster merger set the stage for a Dell renaissance that would lead the company to post sales of $101.2 billion in the fiscal year ended Jan. 28, 2022, with the channel accounting for $59 billion of that total. As for the future, Dell told CRN in March that partners will continue to play a critical role as the company looks to continue to grow. “Last year was a historic year for us, especially for our partners,” said Dell. “The omni-channel business model that we have and robust partner ecosystem is really at the core of our strategy.

It’s critical to our growth and success, and our partners are growing and succeeding with us.”

POWERHOUSE HP SPLITS INTO TWO COMPANIES

Hewlett Packard CEO Meg Whitman spent the early hours of Oct. 6, 2014, phoning partners with news that would result in the original Silicon Valley powerhouse being split into two: Hewlett Packard Enterprise, an enterprise systems and services company, and HP Inc., a PC and printing company. In an appearance at the Best of Breed Conference a week later, Whitman told partners that they would be able to make more money with both companies as a result of the split. “I think we are just going to get better and stronger and more important in terms of you growing your business and making money,” said Whitman in a wide-ranging 50-minute interview with Robert Faletra. “I am really excited about the separation,” Whitman said at the time. “This is the right thing for our partners. It is the right thing for our employees. It is the right thing for our investors. I think we are going to be in a really good position, a stronger position, than we are today.” Bruce Geier, then-president and CEO of Technology Integration Group, a channel legend who passed away last year, told CRN at the time that the split would lead to two more nimble companies in their respective markets, accelerating innovation. “It’s a great move for HP,” he said. “Meg’s leadership is very good and positive for the company. She is very channel-centric.”

CELEBRATING 40 YEARS A PANDEMIC AND A ‘NEW NORMAL’

When the global pandemic put 265 million Americans into lockdown in March 2020, it marked the beginning of a massive surge in work-at-home technology products and services supplied by solution providers.

Seventy-one percent of MSPs and 49 percent of VARs/systems integrators surveyed by CRN at the time said they were seeing a spike in customer requests for work-at-home products and services as a result of the pandemic. ACP CreativIT, a solution provider based in Buffalo Grove, Ill., saw its sales quadruple in the first quarter after the pandemic hit compared with the same period the previous year. ACP CreativIT moved to a 24/7 operation to meet the demands of customers, some of whom were working on the front lines of the coronavirus crisis, said ACP CreativIT CEO Scott Dunsire at the time. “We are cranking,” said Dunsire.

“We have been working seven days a week around the clock to assist customers with the shipment of thousands of devices, including laptops, desktops, thin clients, monitors, audio-visual solutions, webcams and the managed services to go along with the devices, like monitoring access points and bandwidth.” Today, the soaring demand continues with solution providers struggling to get products as a result of a supply chain crisis. Cisco in its most recent quarter reported that its backlog hit a record of more than $15 billion. “COVID and the pandemic exposed the power of technology to C-suite executives and political leaders in ways they had never seen before,” Cisco Chair and CEO Chuck Robbins told CNBC. “They always knew it was strategic. But now they truly understand. It was up close and personal. They understand how this can fundamentally change the customer experience.”

MICROSOFT’S NADELLA: PARTNER FOCUS

Microsoft Chairman and CEO Satya Nadella’s bold moves upon taking the helm of the company eight years ago, including ushering in a new consumption-based compensation model, transformed it into nothing less than a cloud powerhouse that could go toe-to-toe with Amazon Web Services. Nadella told CRN in an April 2021 cover story that he sees partners and the Microsoft partner ecosystem as key to success. “We fundamentally wouldn’t exist as a company if not for the partner ecosystem taking what we build, adding value to it and then, most importantly, jointly being obsessed about how do the outcomes of it help the world get better one business at a time, one community at a time.”

MSPs UNDER ATTACK

CRN has covered the growing trend of MSPs grappling with cyberattacks for many years, including an April 2019 cover story on the WiPro breach. More recently, MSP platform mainstay Kaseya became the victim of one of the biggest ransomware heists in the history of computing on the July 4th weekend in 2021. It

was a day of reckoning like no other for MSPs and their customers. Law enforcement and government cybersecurity agencies—including the FBI and Cybersecurity and Infrastructure Security Agency (CISA)— were notified and immediately engaged. Soon after the attack, with assistance from the FBI and CISA, the root cause of the attack was identified, with notorious ransomware operator REvil demanding $70 million. Approximately 50 of Kaseya’s MSP customers using an on-premises version of VSA were directly compromised by the attack.

Of the 800,000 to 1 million local and small businesses that are managed

by Kaseya MSPs, about 800 to 1,500 were compromised, according to Kaseya. Huntress CEO Kyle Hanslovan, a fierce advocate for MSPs, said the attack signaled that it was time for both MSP vendors and MSPs to “get it together or go out of business.”

IBM’S KRISHNA USHERS IN NEW MODEL

IBM Chairman and CEO Arvind Krishna in 2021 introduced a new simplified sales structure, with the goal of transforming IBM into an AI and hybrid cloud powerhouse focused on a trillion-dollar market opportunity.

In a February 2021 cover story, Krishna called it the biggest change IBM had made in its go-to-market model in 30 years. The go-to-market model focuses IBM’s direct sales force on the biggest accounts and leaves the rest of the market—literally 100,000 accounts that previously were manned

by IBM sales reps—to IBM ecosystem partners. Krishna told CRN he sees the new model as an opportunity to drive a partner renaissance that harkens back to the astronomical sales growth partners experienced first with IBM’s mainframe platform and then its middleware portfolio. “We made tens of billions and they made hundreds of millions in aggregate over the decades,” Krishna told CRN. “I would like to see our hybrid cloud platform be as big or bigger than any of those.”

HPE’S NERI: AS-A-SERVICE PLEDGE

When Hewlett Packard Enterprise CEO Antonio Neri made a pledge three years ago to transform the complete HPE product line into an as-a-service model, there were more than a few competitors that scoffed at the lofty goal. “Our vision for our company is to deliver everything we do as a service,” said Neri, addressing partners at the Global Partner Summit in 2019. “Three years from now, this company will become consumption-driven, and everything we do—whether it is at the edge, the core, the cloud business, software or infrastructure and services—will be available to you and to our customers as a service.” Today, Neri’s bet has become a reality and is paying off in an HPE GreenLake pay-per-use cloud service, storage and infrastructure subscription sales renaissance. Neri himself described HPE’s full pivot to an as-a-service edge-to-cloud company as the start of a new era. “This is just the beginning,” he said.

“We have been talking about this and see the momentum, but this is a new beginning to me, which is the next phase of who we are and how we are transforming ourselves.” 

JUNE 2022

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Smart Leadership Takes Smarter Technology Even Further We are delighted and proud to celebrate the 31 trailblazing women of Lenovo who have embodied our One Lenovo spirit and culture to the core. This list of incredible women aims to champion, recognize and celebrate our most influential channel leaders who have inspired progress and success throughout the Lenovo partner community.

These Women of the Channel hold a deep commitment to innovation with a far-reaching mindset fueled by our mission to deliver Smarter Technology for All. We are honored to have so many spectacular Lenovo women recognized as channel power players. Congratulations to every 2022 winner for their unwavering leadership and excellence!

POWER 100

Jennifer Whaley

NA Director Channel Partner Support Organization

POWER 100

Wendy Welch

Executive Director, Value Added Reseller Channel

Irene Acedo-Rico

Marian Armanious

Geetika Arora

Morgan Bodnar

Kody Carter

Lindsey Christensen

Lauren Davis

Christina Fransk

Stacey Goodman

Melissa Gould

Executive Director, Channel Sales, Infrastructure Solutions Group, EMEA

NSP West Manager

Channel Sales Enablement Manager

NSP Channel Route Manager

Director, Channel Sales

Distribution Account Executive

North America Channel Route Manager

Director, US Distribution

Expand Your Portfolio. Increase Your Profitability. Exceed Your Customers’ Expectations. Learn more at star2star.com.

Inside Channel Account Manager

Distribution Account Executive, Lenovo Canada

Susan Hedberg

Dore Herrera

Katie Jackson

Cassie Jeppson

Jenny Krystofiak

Trish Lombard

Kelly Madorsky

Jacinta Marum

Julie Michels

Jennifer Morrison

Ann Panaro

Kristie Pater

Samantha Perkins

Angela Porco

Alison Rein

Kristy Rieth

Kathleen Ryan

Jennifer Sasser

Angie Vondra

VAR Channel Account Manager

Distribution Channel Account Executive

Channel Community Manager

Director of Channel Sales, VAR East

Channel Account Manager

Channel Account Manager

Channel Lead NA - Smart Collaboration

Channel Marketing Manager

Partner Community Manager

Channel Inside Sales Manager

Channel Account Manager

Channel Marketing Manager

Director NA Channel Programs & Support Operation

Channel Account Manager

Channel Account Manager

CDW Team Lead - Lenovo ISG

To find out how these amazing women help Lenovo and our Partners succeed, visit gochannelfirst.com.

Director, Partner Communities & Engagement, NA

Channel Sales Director

Channel Account Manager

CHANGING THE CONVERSATION:

Perception Vs. Reality

By Gina Narcisi & C.J. Fairfield

O

ur annual Women of the Channel list celebrates the high achievers across a wide variety of the industry. It comes at a time when the hybrid work environment has given some women enough flexibility to stay in their careers, but there’s still a big divide in perception between men and women on just how helpful a hybrid work setup has been for women.

In a recent survey of 260 men and women in the channel by CRN parent The Channel Company, 57 percent of women said they have had to make more sacrifices over the past year than their spouse or partner as a result of the COVID-19 pandemic, compared with 48 percent of men who said the same. The majority of men surveyed, though—81 percent—felt the current work environment for women has improved, while only 53 percent of women felt the same.

“We are not on the same page,” said Lisa MacKenzie, founding partner of The Channel Company, at the Women of the Channel Leadership Summit West last month.

The pandemic, however, played on a strength that women have, said Tracy Diziere, president and CEO of TDZ Creative Partners.

“Women are natural-born multitaskers and men more often compartmentalize. [Men] open the drawer and then they close the drawer. They have that one thought. With everything going on, I think women are a lot more in their element.”

Hybrid working will be the reality for millions of employees for the foreseeable future. And if men and women’s perceptions aren’t aligned, it’s very hard to have conversations about change, MacKenzie said.

“Obviously, there’s a huge discrepancy between what men are saying and what the women are saying,” Diziere said. “The biggest question is what’s the work that we have to do to be able to bridge that gap?”

Hayley Marshall, director of sales at Pax8, said that men and women think differently “about the things that are happening within companies, their ability to have growth in the company and the support that they have.”

“If a man is in leadership … he may not realize the way women feel because his perception is different than a woman’s perception,” she said. “He may not be supporting women in the way women really need to be supported.”

MacKenzie said managers trying to effect change should brainstorm with their teams on how to implement it.

“Do it one step at a time,” she said. “Don’t think about how I get there, think about each next step and how that next step can get you to the next step.”

On the following pages are a sample of this year’s honorees.

Scan here to view the full list.

2022 Women theof Channel Pilkku Aasma

VP, Channel Sales, EMEA Citrix Systems

Aasma has focused on helping partners achieve more, together with Citrix, through building a high-impact partner ecosystem and helping customers continue their digital transformation. As customers continue their move to the cloud, she ensures that the ecosystem is safe and secure.

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Ivana Abruzzese

Sr. Channel Marketing Manager Kaspersky

A b ru z z e s e e x p a n d e d K a s p e r s k y ’s p a r t n e r channel by recruiting and aligning business plans to drive revenue through multimarketing strategies, focusing on integrated partner marketing campaigns and launching innovative programs.

POWER 70 SP

POWER 100

Michelle Accardi

Dee Dee Acquista

Logically

Mandiant

Sr. Channel Account Manager

Accardi has pioneered an agent program that enables technology brokers to sell the top cybersecurity solutions from Logically as well as a whole suite of MSP services. Logically will do as much or as little as needed for MSPs to ensure they are not burdened with the heavy lifting.

Acquista has focused on identifying and activating channel partners that have like-minded go-to-market strategies and developed channel programs that incent these partners to find new business opportunities. She also assembled a strong channel team to ensure solid coverage for growth and scale.

For Acy, part of building a successful IP Optical channel team meant educating members on how to identify opportunities in the field. Her efforts focused on helping them to b e tter under stand customer needs and match them with Ribbon’s portfolio.

CEO

VP, Americas Channel Sales

Kimberley Acy

Ribbon Communications

2022 Women theof Channel POWER 100

Amanda Adams

VP, America Alliances

Kaya Adams

CrowdStrike

Director, Demand Generation, Marketing Operations

Adams grew the European alliances organization over 30 percent, supporting the on-boarding and development of individuals who executed triple-digit growth with alliance partners in fiscal year 2022.

She focused on maturing key routes to markets, including distribution, services partners and cloud.

This year Adams started a new BDR function on her team to bridge the gap between marketing and sales. The BDR team works through in-bound and outbound sales development to create new business opportunities that get passed directly to partners.

Sahar Ahmad

Channel Marketing Manager Alteryx

Ahmad established Alteryx ’s go-to-market strategy with its distribution partner by getting the relationship off the ground. The company is now executing on enduser-facing campaigns that are customized and unique to its business objectives and partner engagement model.

Ana Lucia Amaral

Channel Marketing Manager Checkmarx

Amaral drove development of Checkmarx’s first global partner program.

She also built a number of partner relationships in North America through the creation of effective campaigns, rolled out a strategic MDF program, and ran a partner/analyst webinar that generated 150 leads.

WatchGuard Technologies

Denise Akeroyd-Scanlin

Executive Sales Director, Integrated, Partner Solutions AT&T

Shanna Addams

Director, Americas Channel Marketing, Nationals, OEM Partners

Alison Adkins

Manager, Business Development ThreatQuotient

Pamela Adriano Director, Marketing

Aspire Technology Partners

Addams and her team emphasized increased participation in Nutanix’s partner business planning.

With this effort, the team is aligning better to the goals of partners and the company while establishing annual plans that allow for more predictability.

Adkins dedicated her time to enabling and educating channel, alliance and MSSP partners on the threat intelligence market. That effort is now reflected in ThreatQuotient’s overall growth and expansion within new and existing partner accounts.

Wo r k i n g w i t h A s p i re Technology ’s channel par tners , Adriano led her team to accelerate effor ts to consistently utilize the company ’s digital presence. Content de velopment became the center of focus while swiftly driving demand using these resources virtually.

Karlene Alameda

Heather Allen

Leslie Alore

Tintri

Ivanti

Allen helped with efforts that led to Tintri doubling re v e nu e g row th y e a r over year. She also has contributed to building a channel strategy as well as creating channelrelated materials and ideas to help partners’ selling efforts.

Alore came to Ivanti to e stablish the grow th marketing function, transforming previously siloed disciplines across marketing into a highper forming integrated team who is harnessing best practices, a completely new technology stack and leading-edge techniques to drive revenue.

Nutanix

Manager, Channel Field Marketing Barracuda Networks

Channel Director

Global VP, Growth Marketing

Akeroyd-Scanlin built a high-per forming team that delivered on busine s s goals for AT&T. This included increasing partner engagement and revenue in fiber services as well as mobility and IoT solutions.

O v e r t h e p a s t y e a r, A l a m e d a ’s t e a m h a s focused on enhancing channel and partner programs. One of her main contributions was to the partner experience process, working with key stakeholders and rolling out improvements to the partner portal.

POWER 70 SP

POWER 100

Megan Amdahl

Jennifer Anaya

Sue Anders

Alex Anderson

Insight Enterprises

Ingram Micro

Mitel

OneTrust

Amdahl led an enterprise sales team that achieved year-over-year growth of 19 percent, resulting in $2.3 billion in revenue.

She also led a partner management team that achieved 105 percent to plan for profitability for the year.

A naya e n ha n c e d th e global Modern Marketing Hub, pro viding datafocused, digital, social and content marketing services to partners across six continents. She also expanded the Ingram Micro One program, allowing partners to learn, connect and create via a digital platform.

Anders launched learning programs to inform the channel how to tap into CARES Act funding for public sector procurement needs. She also set up an ongoing forum to assist the channel in securing contracts and financing options to address pandemic budget cuts.

Anderson led an international team through strong growth and evolution across the company’s products, acquisitions and program development.

She has been involved in the launch of the partner portal, on-boarding curriculum and partner sales enablement.

SVP, Partner Alliances, Tech Enterprise Sales

SVP, Marketing, Global Technology Solutions

Regional VP, Enterprise, Vertical Sales

Manager, Channel Sales, Partnerships

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2022 Women theof Channel

Liz Anderson

VP, Partner Marketing Repay

Patricia Anemone

Manager, Enterprise Channel, North America

Francine Anthony Sr. Director, Partner Marketing

Felisa Aprill

Malwarebytes

Lumen Technologies

Appleyard led the refinement and amplification of Malwarebytes’ strategic vision for sales, made critical investments in channel hiring and business processes, and established a new operational cadence that has dramatically improved internal alignment and execution across the business.

In 2021, Aprill stepped outside the box of her role and took on the additional responsibility of program manager for Lumen’s Partner Management initiative. She was able to help the acquisition team make 53 new customer introductions, creating more than $100,000 in funnel.

Yvette Awa

SVP, Sales

Atlassian

New Relic

Anemone leads the enterprise channel team in North America, supporting the strategic enterprise group as well as enterprise solution partners at the opportunity level.

She was able to identify a gap in Atlassian’s channel go-to-market supporting enterprise sales motions.

Anthony has been instrumental to the evolution of New Relic’s channel maturity. One of her top accomplishments has been expanding focus through a Partner Success Program that provides leads and spiffs to partners toward the end goal of increasing business jointly.

POWER 70 SP

POWER 100

Geetika Arora

Marie Ashway

Tricia Atchison

Gina Avila

Lenovo

Mainline Information Systems

Citrix Systems

Intuit

Atc h i s o n f o c us e d o n developing a variety of programs across marketing, communications and enablement to drive deeper engagement with Citrix partners globally.

She also built a team with a clear set of priorities centered on business outcomes.

Av i l a d e s i g n e d a n d launched four verticalfocused co-sell teams across Intuit, connecting QuickB o ok s par tner s to customers who need industry expertise and advanced QuickBooks products and services.

This generated incremental net-new revenue.

Anderson expanded Repay’s channel attribution and partner program management across all portfolios. She also helped implement a new partner on-boarding process that helped provide all stakeholders with better visibility into new and existing partnerships.

Director, Channel Sales

A priority for Arora’s group has been to drive revenue among the uncovered partners, who are key to Lenovo gaining market share in the infrastructure and cloud solutions market. Leveraging distributors’ capabilities and investments, this segment is the fastest-growing among all partners today.

Director, Marketing

Ashway led her team to deliver digital marketing and virtual events, driving pipeline, sales and an expansion of Mainline’s technology provider partnerships. She also drove the delivery of training and enablement activities for Mainline’s sales and technical teams.

VP, Worldwide Partner Engagement, Experience

POWER 70 SP

Mira Ayad

Global Head of AWS Marketplace Channel Programs, Enablement Amazon Web Services

Ayad and her team are zeroed in on building programs to expand the AWS Marketplace channel base. They are also focused on opening up new business motions and marke t s wi th an emphasis on scalability.

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Amy Appleyard

JUNE 2022

Andrea Ayala

Sr. Manager, Partner Development Management

National Channel Manager

Director, Sales Operations Arrow Electronics

Arrow’s strategic initiatives are about growth—vendor, customer and people.

Awa helps operationalize strategy and increase employees’ capacity without increasing operating expense. She also leads two process optimization projects in the Australia and New Zealand and North America businesses.

POWER 70 SP

Joanne Ayres

Lorraine Azzinaro

Christina Baio

Gradient MSP

SUSE

Aspire Technology Partners

Vonage

Over the past year Ayala managed over 85 industr y events while simultaneously launching a Selling Cybersecurity Masterclass road show series. In her new role, she just launched an Integration Program and has started conversations with vendors.

Ay re s built a highperforming partner marketing team and brought structure and process to the team to ensure better productivity. She also standardized activities to ensure their consistency and high quality.

Director, Technology Alliances

Director, Global Partner Marketing

COO

Azzinaro developed business relationships with four members of the Ingram Micro Trust X Alliance that have led to collaborative sales, thus growing re venue and geographic reach for each company and providing their customers with access to Aspire’s support.

Sr. Channel Program Manager

Baio launched Vonage’s enhanced channel partner program and partner experience portal focused on account management enhancements. She also trained partners on the portal and shared best practices to aid commis sion and ac c ount management reporting.

2022 Women theof Channel POWER 70 SP

Kate Baker

Sue-Ellen Baldwin

Immersive Labs

Juniper Networks

Chief Product, Marketing Officer

Baker recently joined Immersive Labs to help implement the channel program for the U.K ., Ireland and Nor thern Europe. Since then, she has doubled the number of partners in the territory and added new distribution partners. She has also driven new opportunities by teaching the sales team how to be channel-first.

Baldwin led the channel and commercial teams to three record-breaking quarters in a row, which equated to 71 percent yearover-year growth in the commercial custom segment. Partner-led closed business through the deal registration program in all Canadian customer segments grew 712 percent.

POWER 70 SP

POWER 70 SP

Christine Barr

Megan Battaglia

Partner Business Manager

CEO, Business Process Outsourcing Services Div. NTT

Barr led the transformation to pivot the division from a traditional staff augmentation model to a customer-centric, digitalfirst platform-based business. This introduced new value-added services like automation, digitalization and AI-enabled insight to customers.

Amy Belcher

Leader, Worldwide Public Sector ISV Sales, Go To Market Amazon Web Services

With her 20-plus years of channel experience to leverage, Belcher has launched six new global AWS partner programs and focused on increasing partner skills, generating net-new demand and advancing partner solutions.

Area Partner Leader, Canada

Director, Marketing

ThunderCat Technology

Battaglia’s responsibilities include maintaining partner relationships while executing internal and external marketing activities. She works jointly with ThunderCat’s strategic partners to develop and support marketing events, webcasts and campaigns.

Helena Belem Kuly

Director, Technology, Industry, Channel Partner Programs Attivo Networks

In 2021 Attivo created a new product category and in Belem Kuly’s role, it was critical to grasp the messaging and positioning of the new and expanded offerings. She rapidly developed resources and content that global channel partners needed in order to drive growth.

Michelle Bank

Kalisha Bankston

Cindy Baptiste

Nuspire

Secureworks

CyberArk

Bank is responsible for the overall success of Nuspire’s product road map and marketing program and grow th.

She has launched new on-boarding and partner relationship management processes to make it easier for partners to do business with Nuspire.

Bankston supported the launch of a new service offering with Secureworks’ largest partner and played a key role in executing the go-to-market strategy and educating the partner on messaging and sales processes. She also promoted engagement across the organization.

Baptiste pulled together regional programs, policies and processes into a global strategy. She also introduced continuing education modules, resulting in partner certifications increasing by 190 percent year over year.

Tami Beach

Nikki Beck

Jaime Becker

AT&T

Corel

Beck is focused on differentiating AT&T and ACC Business, giving par tners an option in how they do business with AT&T. She also has been laser-focused on helping technology distributors build go-to-market strategies with their cybersecurity practices.

Since joining Corel, Becker built a team responsible for one thing: making it simpler for channel partners to empower their customers and grow their business with Corel ’s product offerings. Corel now has an impressive global team dedicated to supporting channel partners in their efforts.

Sophie Ben Sadia

Julie Benefiel

Head of U.S. MPS Channel Sales HP Inc.

Beach spearheads the de velopment o f H P ’s Power Services channel in delivering growth in HP’s office printing category.

Despite inventory challenges, she was able to drive the A3 and A4 print business back to prepandemic levels by working closely with partners.

Hedy Belttary SVP, Sales

Channel Global Strategy, Business Development

National Channel Manager

Sr. Director, Global Partnerships, Channel Sales

Channel Marketing Director

Laserfiche

VP, Asia-Pacific Partner Sales

Director, Global Channel Programs

With the great reception for Laserfiche Cloud, both from customer prospects as well as the channel, Belttary has focused on scaling the channel program to cross borders and boundaries. She is bringing different components of the channel program together and streamlining on-boarding processes.

Equinix

Secureworks

Ben Sadia is responsible for leading a growing partner business through an ecosystem of go-tomarket channel partners for the region, focusing on ensuring that partners have the ability to leverage the power of Platform Equinix to deliver innovation.

With Secureworks’ channel program being relatively new, Benefiel has continued to mature program offerings over the past year. This includes a Partner Advisory Council, executive sponsorship, the introduction of an MSSP track and the rollout of formal certification paths.

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2022 Women theof Channel POWER 100

Brittany Bentley

Principal Business Development Manager

Holly Berger

Director, Distribution, North America

Renée Bergeron SVP, GM, AppSmart AppDirect

Couchbase

Alcatel Lucent Enterprises

In 2021, Bentley accelerated strategic cloud partnerships to support the launch of Couchbase Capella.

She elevated Couchbase’s partner standing to the strategic category and qualified it to join two i nv i te - o n l y p ro g ra ms essential to advancing the co-sell program.

Bringing in a new distributor was a critical part of Berger ’s 2021 channel strategy to develop a revitalized partner ecosystem.

2021 would be an unprecedented year that required her to implement creative solutions to achieve success in a new VAD relationship.

POWER 70 SP

POWER 100

Jill Billhorn

Jennifer Binet

CDW

Sectigo

Director, Channel Marketing, North America

With responsibility for the commercial sales organization for the U.S., Billhorn works closely with CDW leaders to empower sales teams to distill the complex world of technology into customized solutions by engaging with the company’s technical resources, solution architects and delivery engineers.

Binet has helped the team cultivate new strategic partnerships by identifying key organizations and regions, developing relationships, obtaining contracts, educating sales teams and building traction, all while promoting Sectigo as an emerging technology partner in the enterprise space.

SVP, Commercial Sales

SVP, Enterprise Sales

Bergeron led the integration of five acquired channel technology companies, created an advisors road map for building businesses in fast-growing markets, and drove a sales effectiveness program that resulted in 3X growth in year-over-year bookings.

SVP, Dealer Sales

Konica Minolta Business Solutions U.S.A.

Blackmer is responsible for the sales and management of Konica Minolta’s extensive dealer network that represents and sells key products and managed IT services. She has focused on increasing communication with the company’s dealers.

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JUNE 2022

Director, Strategic Technology GreatAmerica Financial Services

Michelle Biase GM, D&H Canada

D&H Distributing

Along with innovating with technology, Berry is responsible for managing industry relationships with a number of organizations and software integration partners. She also helped create the first e-commerce site for her business unit.

In her first year at D&H, Biase will be focused on executing the distributor ’s “Built for Growth, Generations and Giving” strategy in Canada.

D&H is making significant investments in the Canadian channel, and she is ready to ensure vendors and partners benefit from the relationship.

Katie Bird

Eileen Bishop

Stacey Black

Cynet

Schneider Electric

UiPath

Within the first few months of joining Cynet, Bird has been able to spearhead the launch of a new global partner program, partner portal and North America partner profitability programs. All are designed with partners at the core of the user experience.

Bishop’s key accomplishments in the past year include integrating her top partner as an MSP and APC earning “Growth Partner of the Year” honors from a national account she supports, making it the third year in a row one of her accounts has earned an award.

Black has expanded U i Pa t h ’s p r o g ra m t o include license solution provider par tners and U.S. public sector partners. With these two new tracks, she has structured an engagement framework that allows them to become successful in working with UiPath.

POWER 100

Laura Blackmer

Lori Berry

Director, Channel Marketing, Strategy Execution

Sr. Director, Global Partner Programs

POWER 100

Tricia Blade

Head of Worldwide Channel Marketing

Rebecca Bleicher Director, Collaboration Practice

Trellix

ANM

Blade led, managed and oversaw the global marketing planning, implementation and execution of Trellix’s partner technical conference. This contributed to over 5,000 hours of training to partners. She also created the channel marketing launch strategy for the company.

Bleicher focused on building stronger relationships with key partners and identifying new ones to on-board. This enabled her to continue to drive the existing business while building new sources of revenue. She also played a bridge role between partners, customers and the organization.

Jennifer Bodell

SVP, Global Channel Pax8

Bodell led Pax8’s participation in over 180 channel events in 2021 and expanded it s par tner empowerment program internationally. She also developed a new partner program, launching in 2022, that will drive buying behaviors and strengthen partner focus.

Shannon Bodnar

Sr. Director, Global Partner Marketing Zscaler

Bodnar oversaw the creation of Zscaler ’s first true partner marketing organization. She hired 11 global partner marketers, launched a co-op program, spearheaded a par tner marketing demand generation platform and rolled out exclusive campaigns.

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2022 Women theof Channel POWER 100

Michelle Boers

Director, National Accounts Climb Channel Solutions Canada

B o er s ho ste d unique online events for customers and vendor partners, working hard to be sure t h e y we r e e n g a g i n g , interac tive and, most importantly, supported small businesses, as they have been the hardest hit during the pandemic.

Samara Borcic

Partner Enablement Manager, Worldwide Channel Programs Ruckus Networks, CommScope

This past year Borcic joined the channels team as a channel operations specialist. The position within a month led her to her current role. Her adaptability to change was a key factor to succeeding in both positions.

Ruba Borno

Jennifer Ann Bossin

Susan Bottomley

Amazon Web Services

Intel

Nuance Communications

Being new to AWS, Borno is focused on listening to partners. She has been able to meet with over 100 partners and is now building the foundation for strong, trust-based relationships with partners and helping them achieve even more success.

Bossin has established a new channel strategy, hired a new sales team and added 30 new operational technology market-leading partnerships to the Intel ecosystem. Together they are actively driving Intelbased solutions into the market.

Bottomley is leading the transformation effor ts o f Nu a n c e ’s c h a n n e l as it pivots from mostly on-premises to cloud.

She evaluated the current program, partners and go-to-market strategy and is making the needed changes to meet the company’s growth objectives.

VP, Worldwide Channels, Alliances

U.S. Sales Director, Edge Partners

VP, Global Channels, Alliances, Enterprise Division

POWER 100

Heather Bouvier

Elizabeth Boyette

Katie Braband Clouse

iland, an 11:11 Systems Company

CMIT Solutions of Greenville

JumpCloud

Director, Global Solution Partners, Americas

O v e r t h e p a s t y e a r, Bouvier was promoted from running the Nor theast territor y to now running channel for the Americas. This change has allowed her to positively impact all the channel territories’ grow th with her new leadership.

Boyette has revamped the sales and contract process, focusing on listening to prospects’ needs and routinely educating customers on current and future threats. Her goal is to ensure customers feel connected to the company as their trusted provider.

Braband Clouse leads the MSP sales organization, helping drive the company’s global MSP strategy.

She launched a global channel sales program and helped build a global partner program for JumpCloud.

She also launched a new MSP selling motion and has recruited hundreds of new partners.

Rebecca Brennan

Courtney Broadwell

Director, Channel, Americas

Director

Carahsoft Technology

Over the past year Brennan has invested in several new programs that enable the partner ecosystem. These programs allow partners to generate new opportunities, nurture existing customers and provide the be st solu tions to Carahsoft’s customers.

30

JUNE 2022

Owner

Director, Channel, Cloud Sales Snyk

Broadwell helped build out a new scalable program for partners to on-board to Snyk’s partner program and engage with ease.

This program has led to the addition of numerous new partners and enabled the company to continue to grow practices with strategic partners.

Amy Bravo

Meg Brennan

Extreme Networks

Riverbed | Aternity

Over the past year Bravo has led a team focused on the largest partners in the U.S. without having many face-to-face engagements. She not only grew mindshare and revenue with those partners but also forged new relationships within the organizations.

Brennan introduced promotions and program i n c e nt i v e s to re wa rd partners bringing in new business, resulting in a 6-percentage -point i n c r e a s e i n p a r t n e rinitiated business. She also revamped the partner systems stack with userfriendly partner tools.

Melody Brown

Catherine Brun

Dina Bruzek

Simetric

Xerox

Huntress

Brown is scaling Simetric, a high-growth IoT SaaS platform, and helping partner teams successfully launch by essentially becoming an extension and a part of their team.

S h e i s c o m m i t te d to every partner’s success, ranging from creating collateral to midnight meetings.

A 21-year Xerox veteran, Brun has held a variety of roles with sales organizations. She was promoted to director of sales for U.S. agent operations on Jan. 1 of this year and has overseen year-overyear growth in equipment revenue and 100 percent employee retention.

Bruzek guides the execution of the company’s Managed Security Platform strategy across engineering and product management groups to bring enterprise-grade solutions to midmarket and SMB partners. She has set a goal to meet partners where they are for unfiltered perspectives.

VP, Global MSP Sales

CRO

Director, Sales

VP, Global Channel Strategy, Operations

SVP, Product, Engineering

2022 Women theof Channel

Christine Bufalini Sottak Sr. Director, Marketing Tenable

Bufalini Sottak focuses on the total partner experience with investments in resources, technology and systems. She secured funding based upon ROI and importance to the organization and the partner ecosystem, launched a new partner portal and rolled out more marketing tools to partners globally.

Adrianna Bustamante VP, Global Partnerships

Rackspace Technology

Bustamante led her teams to advance go-to-market and growth in EMEA, leading Rackspace Technology to be awarded Dell Technologies Partner of the Year-Excellence in EMEA Expansion. She also helped with the framework and launch of a new partnership with BT.

Erica Calise

Director, Marketing, Government, Corporate Accounts Sharp Electronics

Calise developed and presented several webinars designed to educate and engage channel partners on the value of selling to government, educational and nonprofit customers.

This effort enabled channel partners to grow business during a difficult time.

Charla Bunton-Johnson

Wanda Burgamy

Kathryn Burkhardt

Lightbits Labs

ServiceNow

HashiCorp

Bunton-Johnson brings over 30 years of channel experience to her role at Lightbits Labs. She has overseen a strong Intel partnership and go-to-market and on-boarded Supermicro in a key OEM/ reseller agreement. She also opened up a cloud service provider channel.

Burgamy has built relationships with some channel par tners that have resulted in streamlined processes and less confusion on competitive bids. She also mentored someone and focused on documenting and deploying processes to make this happen.

Burkhardt led the expans i o n o f H a s h i C o r p ’s systems integrator marketing team and drove heightened partner activation by building and scaling programs. This resulted in significant contribution to the marketing pipeline.

Th e m o s t s i g n i f i c a nt a c c o m p l ish m e nt s f o r Burnside were growing managed services revenue by 10 percent and meeting client satisfaction and retention goals in the face of battling staff turnover. She recruited, on-boarded and trained new employees without missing a beat.

Lauren Butka

Salena Butler

Emily Cadwallader

Brittany Caito

Infor

Binary Defense

Director, Strategic Provider Management

Butler created and leads the North America Partner Council. The council’s mission is to help prioritize the areas where Infor needs to improve and provide mutual benefits to customers, partners and employees. This alignment is a big step in making that a reality.

Cadwallader helped shape channel marketing within Binary Defense and leads projects that put an emphasis on driving the partner experience.

This includes Shield Program incentives, sales enablement tools, deal registration and a monthly newsletter, “Defender ’s Digest.”

Caito is focused on driving enablement activities and sales engagement to help create net-new sales opportunities and accelerate existing ones. She relies on her unique, outof-the-box perspective to create new sales development and marketing strategies.

Shannon Calvert

Kate Canestrari

Kristen Cardinalli

Melissa Caress

Verizon Business Group

Cohesity

Rimini Street

Code42

Calvert has led or suppor ted a number of channel-related initiatives over the past year, including the rebranding of the Verizon Partner Network, a new website and messaging, and the restructuring of internal teams to better support partners in delivering the best customer experience.

Canestrari recently joined Cohesity and has quickly ramped up to understand the joint priorities across the company and its partners. Her focus is on working with partners to help support efforts in delivering leading-edge, innovative joint marketing programs to market.

Cardinalli is a global leader who drives accountability and accelerates teams’ contribution to revenue. She recently joined Rimini Street and brings an endless amount of passion and creative problem-solving to help companies enter new marke t s and achie ve growth.

Caress has been focused on on-boarding new strategic security partners and providing them with the tools and resources they need. This included the Code42 certification program and securing buy-in from their leadership for “channel-in” opportunities—deals that they bring to Code42.

VP, Global Alliances, Channels

Marketing, Communications Specialist ECMSI

As a one-woman team heading up ECMSI’s marketing efforts, Butka has used innovative marketing tactics and her ability to adjust to constant trends and changes to create media relations that consistently speak for the company. She also leads a nationwide peer group.

VP, Channel Enablement

Sales Engagement Manager

VP, GM

VP, Global Partner Marketing

Group Manager, Partner Marketing

Channel Marketing Manager

Chief of Staff, GTM Advisor

Beth Burnside

Owner, President CMIT Solutions of Erie

AppSmart

Channel Manager

JUNE 2022

31

2022 Women theof Channel POWER 100

Kim Carlton

Director, Americas Partner Programs

Kristin Carnes

VP, Global Channel Programs, Strategy

Intel

Netskope

Carlton took on added responsibilit y in 2021 and led the U.S. partner programs team, which brought to market Intel’s channel partner program and Intel Partner Alliance.

She gained support for additional head count, staffed critical roles and garnered partner feedback.

Carnes led the redesign and implementation of an updated partner program. The program aims to give partners a more predictable and profitable experience and enable partners of all sizes to effectively sell and service Netskope solutions.

Emma Carpenter

Kelly Carter

Sandy Carter

Palo Alto Networks

Ingram Micro

Unstoppable Domains

In the past year Carpenter has built the company’s global SP/MSSP function, defined the three-year strategy, developed the global solution creation practice and introduced an incubation 5G team.

She has also launched o v e r 13 g l o b a l S A S E go-to-markets with key SP/MSSPs.

Carter set the strategy for bringing proactive credit capacity and innovative financing to Ingram Micro partners to further enable their growth. The success of the programs can be seen by the significant growth of SMB partners and the explosive increase in adoption of the distributor’s financial services.

Carter is responsible for driving new partnerships and integrations for Web 3.0, blockchain and NFTs. She has grown partnerships for login product by 10X , the best in the company ’s history. She also has founded the Women of Web3 group at Unstoppable Domains.

VP, Global SP, MSSP

VP, CFO, Canada

SVP, Channel Chief

POWER 100

Rowena Case

Rachel Cassidy

Tina Caudle

Carola Cazenave

Nutanix

SUSE

Sangoma

Pegasystems

Case’s focus is across the Nutanix channel, OEM and alliances organization.

She has been driving operational efficiency through programs and campaigns and helping the partner community deliver campaigns in a new virtual world by opening up new routes to revenue.

Cassidy integrated Rancher Labs into t h e SUS E O n e p a r t ner program and rolled out ex tensive par tner enablement . She also uplifted the program to include strategic MSPs and ISV partners under t h e c o m p a n y ’s B u i l d specialization.

Caudle contributed to Sangoma’s overall growth and profitability by adding 106 new Silver partners who generated over $2.5 million in new business.

She also implemented on-boarding events and multiple Partner Advisory Council meetings.

Cazenave designed a client-first, partner-centric ecosystem strategy, including accelerating sales effectiveness efforts and vastly improving delivery capabilities. Pega Partners allows the company to be specific about partners’ capabilities and offers a reseller program as well.

Jessica Chavez

Vivian Chavez

Area 1 Security

Comcast Business and Masergy

Sr. Channel Marketing Manager

SVP, Global Partner Ecosystem

Director, Channel Sales, North America

Head of Global Partner Ecosystem, Channels Chief

Antoinette Chaltiel Founder, Chairman Trustifi

Chaltiel has taken a hard look this year at what kinds of business Trustifi channel partners are driving and how the company can strengthen those relationships for success.

Key is to develop support that is tailored to partners’ needs.

POWER 70 SP

Belinda Charleson

Global Channel Marketing Director DigiCert

Charleson established a new channel marketing and MDF program for IoT and public key infrastructure (PKI). She leads a team to support growth in the channel, with many major partners experiencing double-digit increases in revenue during 2021.

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JUNE 2022

Kim Chau

VP, GM, Marketing Zones

Partner Development Manager

Chau is responsible for driving Zones’ overall marketing strategy to develop the brand, generate demand across market segments, and collaborate with ecosystem partners to grow pipeline and contribute to sales. She has over 20 years of experience in scaling business and driving revenue growth.

Since joining the Area 1 Security channel team last November, Chavez has grown the partner community, increased usage of Area 1’s Phish University learning management system, and generated overwhelming interest and conversation through social media exposure.

Sr Director, Strategic Channel Programs

Chavez was responsible for enhancing the teaming program, which involved more collaboration with direct counterparts and messaging to create awareness. The result was an increase of over 200 percent in year-over-year growth.

Jennifer Cheh SVP, Marketing

Sharp NEC Display Solutions of America

Amid another challenging year, Cheh’s priority was to support customers and the channel community.

The company introduced many new products, and she continued to invest in promotions, programs and initiatives that drove strategic growth through the channel.

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POWER 100

CRN Recognizes Eight Outstanding Leaders From The Secure Power Division Of Schneider Electric Schneider Electric is thrilled that eight leaders from the Secure Power division have been chosen as Women of the Channel for 2022. Through strong business acumen, innovation and strategic thinking, these extraordinary women support our partners and customers with exceptional leadership. They are ambassadors and advocates for our valued channel partners every day and we continue to be amazed by our #SEGreatPeople.

The Women of the Channel and Power 100 awards reaffirm Schneider Electric’s commitment to empowering women and supporting diversity, equity and inclusion. Schneider Electric was recognized as one of America’s Best Employers for Diversity by Forbes, included in Bloomberg’s Gender-Equity Index and proud to be one of Fortune’s Most Admired Companies.

Shannon Sbar

Vice President, Channels, North America

”

I am proud to have such a strong group of women representing Schneider Electric in the channel, paving the way for the next generation. These past few years have challenged us to innovate our engagement to best support our partners and our team continues to rise to the challenge.

POWER 100

Tina Romero

National Account Manager

Andrea Fischer

National Federal Channel Manager

”

Dawn Rundell

Director, eCommerce, & Retail Channel Sales

Leslie Vitrano

Director, Global IT Channel Programs & Digital Experience

Paige Neary

National Account Manager, Channel Sales

Lovisa Tedestedt

Global Strategic Account Director

Eileen Bishop

Director of Channel Marketing & Strategy Execution

Learn more about Schneider Electric’s commitment to Diversity, Expand Your Portfolio.

Increase Your Profitability.

Exceed Your Equity andLearn Inclusion and women here.

Customers’ Expectations. more at empowering star2star.com.

2022 Women theof Channel POWER 100

Julia Chen

Kathy Chen

Cisco Systems

Citrix Systems

Chen grew additional routes to market and partner sales capabilities like Partner Connect, which helps Cisco partners co-develop and co-sell business solut i o ns . H e r te a m a ls o assisted in incorporating more partner co-delivery into CX offers.

I n C h e n ’s e f f o r t s t o empower the APJ channel ecosystem, she has developed agile and innovative partner programs designed to address key business needs such as improved agility around cloud consumption and a support system that unifies the partner experience.

VP, Global Partner Transformation

VP, Channel, Asia-Pacific and Japan

Cheryln Chin

Leslie Chiorazzi

UiPath

CMIT Solutions of Manhattan Murray Hill

VP, Global Partners, Alliances

Managing Partner

Katheryne Chester-Pelak Sr. Manager, Global Channel Product Marketing, Symantec Enterprise Division Broadcom

Chester-Pelak launched a new partner program and is focused on implementing incentives that help drive revenue through partners. She continues to refine content that supports partners and ensures they have the information they need to be successful.

Marie Cheung-Ong

Chief of Staff, North America Commercial Channel Sales HP Inc.

Cheung-Ong collaborated with HP’s channel leadership team to on-board partners to the new HP Amplify Partner Program.

She also suppor ted the HP Amplify Impact launch, which encourages partners to lead with sustainable impact in sales.

Lisa Chiang

Sr. Director, Chief of Staff Microsoft

As the pandemic meant that partners had to navigate new ways of working, Chiang led the strategic planning process and related change management activities to ensure that teams truly engaged with the ecosystem in a clear, transparent and proactive manner.

POWER 100

POWER 70 SP

Stefanie Chiras, Ph.D.

Tanaz Choudhury

Christiana Christenson Camunda

SVP, Partner Ecosystem Success

President, CEO

Global VP, Partners, Channels

Red Hat

Tanches Global Management

While CMIT Solutions o f Manhattan Murray Hill serves many different business verticals, Chiorazzi’s experience and knowledge in health care enables the MSP to offer support to organizations around compliance, business continuity, security and practice growth.

Chiras ex tended customer value with Red H a t ’s l o n g - s t a n d i n g par tnerships, such as with Microsoft and SAP, through expanded portfolio offerings and go-to-market strategies.

She also spearheaded efforts to bolster ecosystem engagement.

Tanches delivers solutions to assist with business continuity and disaster recovery, infrastructure design and maintenance, a n d c y b e r s e c u r i t y.

Choudhury manages and aligns expectations and deliveries to maximize growth for customers with a win-win focus.

Christenson redesigned a n d lau n c h e d a n e w global partner program, Camunda Connect, that restructured the channel and has positioned it to deliver at least half of Camunda’s sales bookings in 2022 and beyond to fuel company growth.

Lisa Citron

Christi Clark

Ophelia Clarke

Leigh Ann Clavenna

Meghan Cohen

F5

PlanetOne

ConnectWise

North America Channel Marketing Manager

Citron helped the company adopt an agile approach to developing new programs. This agile approach to program renovation has allowed F5 to hone its value-exchange and create winning outcomes for the company and Unity+ partners.

Clark’s accomplishments have included cultivating the PlanetOne brand and boosting morale by showing individual team members how their contributions positively impact the bottom line. The strong bonds across the company have produced a record-breaking year for PlanetOne.

Clarke e xpande d the Strategic Risk Program to 500-plus partners. This program is designed to help mitigate churn risks b y p ro v i d i n g p a r tn e r insight and actionable data cross-functionally. It identifies partners at risk, determines the reason, and then collaborates with key stakeholders.

Viavi Solutions

immixGroup, An Arrow Company

Clavenna partnered closely with the channel to look for new and innovative marketing initiatives, including digital marketing in a mostly virtual environment. She also provided partners with structured campaigns that they could easily adapt to their marketing mix.

Chin joined UiPath in early 2019 and has been the driving force behind its channel organization. She is responsible for leading the UiPath global alliances and strategic partners business focused on building integrated partnerships and developing the programs that fuel the partner ecosystem.

POWER 100

VP, Worldwide Channels

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JUNE 2022

VP, Operations

Manager, Partner Success

Sales Manager

Cohen leads a direct team of six individuals as well as an indirect team of approximately 30 individuals responsible for driving business through the channel partner ecosystem via marketing and program execution across more than 25 vendor lines.

2022 Women theof Channel POWER 70 SP

Ciera Cole

Chief Experience Officer The 20 MSP Group

Cole overhauled the company’s MSP on-boarding and training process, including building out a training portal for members. She also implemented a new escalation process so that members see real action being taken with any concerns over tickets across all departments.

Stacey Cole

Sr. Director, Global Partner Marketing

Katy Collins

Global Channel Programs Manager

Five9

VAST Data

Cole led the development and launch of the Five9 Global Partner Program.

She built internal partner sales alignment, partner portal engagement campaigns, an easy-to-launch marketing tool, a Partner Amplify webinar series and a Partner Advisory Board.

Collins is responsible for global channel programs, playing a key role in building new programs and marketing initiatives for VAST ’s partner community. She has built , updated and improved a number of partner offerings and simplified the partner experience.

Paula Como Kauth

Michelle Connolly

BCM One

Panasonic System Solutions Company North America

VP, Marketing

C o m o K a u t h wo r k e d closely with the channel sales leadership team to ensure BCM One formed strategic relationships with key master agencies in the channel as it continues to reposition itself as an MSP. She ensured investment and participation in valuable programs.

POWER 100

Stacy Conrad

SVP, Channel Sales TPx

In 2 0 2 1, C o n ra d was promoted to senior vice p re s i d e nt o f c ha n n e l sales. This was largely due to her development of a new and nowproducing market in the Southeast. She was the only director to successfully cultivate a market from scratch.

Cheryl Cook

Louise Cooke

Telos

Dell Technologies

vArmour

Conway hired great talent in sales and marketing to support the channel go-to-market motion. She also launched the Telos C y berProtec t Par tner Program and portal and developed a robust partner ecosystem.

Cook led a partner marketing strategy that drove demand and led to record-breaking revenue results for the company.

She also oversaw partner thought leadership and strategic priorities for as-a-service, telecom and edge computing.

Cooke launched the vRM Global Channel Program to deepen par tnerships with Optiv, WWT, Guidepoint, Telstra and others while expanding vArmour’s footprint in all of its regions. She also rolled out the par tner portal in parallel with the program.

POWER 100

POWER 70 SP

Lori Cornmesser

Alma Coronado

CyCognito

Technologent

Cornmesser’s No. 1 goal is to drive and deliver growth.

Since joining CyCognito in 2021, she has been largely focused on building a solid foundation and refreshing the CyCognito Partner Program to include new enablement , tools and resources for forwardthinking, security-focused partners.

For Coronado, maintaining responsiveness and consistency has been a key factor in her success.

She has made a commitment to the channel to establish better partner alignment as it relates to sales, marketing, technical, sales support and business development.

VP, Worldwide Channel Sales

VP, Marketing, Alliances

SVP, Global Partner Marketing

Connolly widened channel authorizations to drive more Android sales in 2021 and shifted training and support to focus on this impor tant growth area. She has seen that even in legacy Windows environments such as government, Android use is rapidly increasing.

POWER 70 SP

Lisa Conway

VP, Sales Operations, Strategic Alliances

Director, Sales

Global Head of Channel Alliances

Tammy Cooper

Chairman, CEO, CFO Technologent

Cooper negotiated with vendors and banks to get the best rates. She also provided help with growing relationships abroad, such as conducting interviews for partners and banks, and worked with channel representatives to achieve the most positive outcomes and rebates.

POWER 100

Christine Corso

Director, Global Channel Operations, Programs Sensormatic Solutions

by JCI

Corso continues to build the global channel infrastructure, including processes, programs and go vernanc e. She has launched a new channel program and supported business transformation by enabling partners with new products.

Liz Costerisan

Director, Strategy, Services

Mary Coucher

ConRes

VP, Worldwide Ecosystem Sales

Costerisan has worked with the company’s technical, operations, sales and marketing teams to revamp strategy and go-to-market offerings.

ConRes has pivoted from being an infrastructure provider to a company focused on cloud-based or subscription-based offerings.

Coucher ran an extremely successful mission in recruiting new partners to IBM, especially focused on those who have no previous business with the company. This completely aligns with IBM’s stated intent to significantly grow the overall ecosystem business.

IBM

JUNE 2022

35

2022 Women theof Channel POWER 100

Courtney Cox

JuliAn Coy

Intelisys, a ScanSource company

RSM US

Director, Inside Sales

Principal Partner

Through months of research, hiring talented people and implementing new processes, the inside sales program Cox heads up is now in its third quarter and achieving strong results, including consecutive record months in billings, orders and unique partner touches.

Coy continues to be a high-per forming key member of RSM’s executive leadership team and has moved into responsibility for the M&A integration of some of the channel’s top partners including Salesforce, Oracle + NetSuite, ServiceNow, Microsoft Dynamics 365 and more.

Krischel Crawley

Lisa Critchlow

VP, Sales West Nasuni

Director, Worldwide Partner Marketing

Crawley works closely with par tners to align with their cloud practice, solve enterprise file storage challenges, and accelerate cloud and digital transformations. Last year she hosted “Breaking Barriers in WiT and Wine,” a thought leadership discussion with female executives.

Critchlow assumed marketing responsibility for the partner portal and developed an end-toend campaign activation and engagement strategy to drive an increase in partner engagement and overall effectiveness in the demand generation of campaigns.

Commvault

Stephanie Cramp SVP, Global Strategic Alliances

Carolyn Crandall

Larissa Crandall

Attivo Networks

VP, Worldwide Channel, Alliances

Cramp has grown her channel team from 18 to 31 employees, expanded the MDF program, implemented a strategic initiative with global advisors and invested heavily in channel marketing. Partners now contribute over 60 percent to OneStream’s top-line revenue.

C ra n d a l l h a s e x e c u tive oversight for Attivo Networks partner programs for channel, integration and industry alliance partners. She is responsible for ensuring the partner program provides supporting resources and tools to incent selling and collaboration with the channel community.

Crandall played a key role in launching the Gigamon Playbook for the channel, building creative demand generation, training and enablement, and working with the Gigamon ecosystem to develop go-to-market solutions to accelerate revenue for its partners.

Tracie Crites

Deirdre Crossan

OneStream Software

VP, Sales, Marketing Breach Secure Now

Crites helps MSPs focus on the human element of security by combining key components needed to identify, educate and manage employee vulnerabilities. Since joining Breach Secure Now, she has delivered year-overyear sales growth of 74 percent.

Chief Security Advocate, CMO

Sr. Director, Global Engagement, Americas Partner Marketing Equinix

Crossan led the redesign of several components of the global engagement practice. This included a new global communications program, an awards program in partnership with IDC, and enhancement s to the Par tner Central Portal.

Gigamon

Erin Crowley

Sr. Marketing Manager, MSP Community Barracuda MSP

Crowley expanded Barracuda MSP ’s International MSP Day beyond a global event for its MSP community to include other vendors.

The event was hosted live in the Australia, New Zealand, EMEA and Americas regions.

POWER 100

Eszter Csapo

COO Business Partner, Partner Ecosystem Success SAP

In Asia-Pacific Japan, Csapo implemented and significantly contributed to initiatives praised by other regions, including par tner-sourced pipel i n e b u i l d , u p t a ke o f partner rebates, joint territory planning and the simplification of existing processes.

36

JUNE 2022

Brooke Cunningham CMO

Datto

Being new to Datto as the chief marketing officer, Cunningham’s initial focus areas are delivering an integrated marketing program to support Datto partners to position security solutions for their SMB customers.

Ana Curreya

Kelsey Curtis

DigitalEra Group

VMware

Curreya executed numerous successful field marketing events, including an annual flagship conference through the channel, that significantly contributed to the sales pipeline and sourced new customers for sales.

Curtis has reduced support cases and escalation by 18 percent year over year, designed, auto mated and launched a new deal registration program focused on partner value-add and developed crucial relationships across teams to bolster the partner experience.

Director, Channel, Field Marketing

Worldwide Partner Incentives Manager

Melissa Curtis

VP, Sales Administration Bluum (formerly Trox)

After undergoing a major merger the past year, Curtis is looking to bring together the organizations from a process and system perspective. She has been integral in the restructuring of the sales operations departments to ensure processes are efficient while eliminating duplicate efforts.

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How To

Succeed

by Seeing the Whole Story

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customers against accidental deletions and cybercrime. If malware remains dormant for longer than a company’s retention policies, backups will likely be infected, too.

Redstor’s AI-powered malware detection for backups automatically isolates suspicious files for removal, making clean recoveries possible. Machine learning delivers fast community feedback on zero-day threats, so customers also benefit from an extra layer of protection and can identify malware earlier.

Q. What features of your new partner program cater to MSPs?

A. Redstor’s new partner program allows MSPs to discover untapped revenue opportunities by gathering information on an entire tenant at point of selection to establish what percentage of customer data is unprotected. Partners can also utilize branded assets and battlecards and attract new business by featuring in the partner directory on the Redstor website.

Q. How can smaller MSPs specifically benefit from Redstor’s offerings?

A. Complex solutions that require several meetings to convince customers of the benefits are going to be resource intensive, whereas with Redstor, an MSP can offer a proof of concept and deploy data protection to close deals by the end of the first conversation. With best-in-class net revenue retention, bigger margins, clear pricing, powerful marketing tools and 24x7 support, Redstor is designed to be a growth engine for MSPs. That combination of great intellectual property plus a fantastic buying experience is what makes a service world class, moving MSPs onto another level.

Try Redstor for free: https://www.redstor.com/en-us/

Gareth Case

Chief Marketing Officer

”

We don’t really regard Redstor as a vendor, they are a true business partner. Being able to configure and manage all of our customers on a single, cloud-based platform, enables us to deliver backup and recovery, DR and archiving solutions rapidly and without the need to dispatch technical personnel to site.

”

Ryan Thompson

Sales Operations and Marketing Director, Acrisure Cyber Services

2022 Women theof Channel POWER 70 SP

Lauren Cutler

Director, Americas National Channel Partners AppDynamics, part of Cisco

Cu t l e r a n d h e r te a m attained over 140 percent of their fiscal year 2021 quota. They also built successful application performance monitoring practices for AppDynamics national and elite partners.

POWER 100

Shelliy Cymbalski

Nancy Czlonka

Rola Dagher

iT1

Rittal North America

Dell Technologies

Global Director, Partner Marketing

Cymbalski rolled out iT1’s intent-base d marke ting and sales strategy.

This entailed deeply understanding the “business intelligence meets marketing” tool and determining how to use the resources to drive goals.

The company is now seeing net-new business from this project.

Czlonka revised the channel partner program and launched a new one in January 2022. The new program aims to accelerate and grow the success of the channel community through exclusive benefits, advanced resources, comprehensive education, sales support and marketing resources.

Technology is critical to the work-from-anywhere world. To help partners help their customers , Dagher empowered her team to break down process barriers and enhance the partner experience while fostering a culture of prioritizing actions that lead to positive social impact.

Dailey managed partner communications, including change management, toward a co-sell-centric program model and global systems implementation that impacted the entire e c o s y s te m. S h e a l s o modernized the monthly partner newsletter to a visually dynamic format.

CMO

Director, Channel Sales

Global Channel Chief

POWER 100

Erin Daly

Director, North America Field Channel

Gina Daniel-Lee

VP, Strategic Alliances, Partnerships

Veritas Technologies

Stratix

Daly has led the North America-based field sales channel team in achieving fiscal year targets and year-over-year growth in all business segments and vertical markets, increasing the percentage of Veritas revenue sold with and through partners.

Daniel-Lee grew Stratix’s partner portfolio threefold, expanding beyond traditional OEMs and distribution to add carriers and ISVs that enable Stratix to provide a truly differentiated offering.

This allowed the company to take two new verticals by storm.

Badia Dattilio

Americas Channel Manager

Amy Dailey Qlik

POWER 70 SP

Cathy Daum

Deanna Davenport

Vertica

SVP, Go-To-Market, Scale Partners

Sr. Director, Lifecycle Services

Over the past year, Dattilio continued to grow as a channel manager and built relationships with key partners, including large account resellers. With a go-for-it, positive attitude, she exceeded 200 percent of quota and was nominated to the company ’s President’s Club Platinum level.

SAP

ConvergeOne

Daum led the design and rollout of Cloud Choice Flex, SAP’s flagship commission model, which helps VARs with profitability and cash flow as they transition from on-premises solutions to the cloud.

She also increased investments to drive demand generation.

Davenport built and launched the ConvergeOne Lifecycle Services offer and team, fo cusing on so ft ware adoption and renewals.

She also helps educate the greater ConvergeOne teams on Cisco’s evolution of offers and strategy.

Tera Davis

Elisabeth De Dobbeleer

POWER 100

Keli Davis

VP, Strategic Partnerships

38

Laura Davis

Leslie Davis

IntelePeer

VP, Public Sector Channels, Alliance

Davis heads up a crossfunctional team at IntelePeer that is focused on building new products.

She was able to leverage her channel relationships and strong partner acumen to provide feedback to the team, which led to an overall better product that launched ahead of schedule.

Zscaler

D&H Distributing

Davis has begun building a public sector channel team that includes regional alliance managers, a service provider leader, a strategic program group leader and program growth lead. The growth of this team will provide strong partner and systems integrator alignment.

As an executive sponsor to several of D&H’s largest consumer vendor partners, Davis has played an integral part in cultivating relationships with the vendors’ senior leadership and creating processes and go-to-market strategies to help the sales team succeed with the brands.

JUNE 2022

Executive Director, Sales, Strategic Accounts

Managing Director CyberOne

VP, EMEAR Partner Organization

Davis retained less than 1 percent voluntar y turnover within the organization over her 10-year career and was recognized as a fiscal year 2021 Palo Alto Regional Growth Partner by overseeing the business plan and building relationships that equal a re venue stream.

De Dobbeleer has transformed the internal organization by building strength in core areas aligned to strategic objectives, whether it is integrating the security channel or service provider channel. She has also continued to build a culture of solution-focused action.

Cisco Systems

2022 Women theof Channel POWER 100

Natalia de Greiff

Deidre Deacon

IBM

ViewSonic

Director, Global Partner Demand Programs

De Greiff’s channel-related accomplishments include getting to know the IBM Americas Business Partner network and learning how partners are deploying and growing IBM’s technology while generating customer success stories. She’s a part of many growth initiatives that are developed with partners.

Working with partners, Deacon helped position ViewSonic offerings to meet demand in hybrid work and digital learning markets. She led her team in the prioritization of partner support and enhanced channel programs, helping drive growth across enterprise, commercial and consumer markets.

VP, Americas, Ecosystem

GM, Canada

Kendra DeCoste

Marcia Dempster

VMware

Keeper Security

DeCoste’s team modernized the partner demand generation resources for cloud and SaaS. She activated over 3,500 partners on a channel marketing automation platform to reach 2.2 million incremental customers through integrated solution marketing campaigns.

Between 2020 and 2021, Dempster grew Keeper’s channel presence tremendously. She has expanded her MSP team and built out a dedicated channel team. Under her leadership, Keeper ’s growth continues at a rate of 100plus percent year over year.

Sr. Director, Channel Sales, Americas

Kerry Desberg CMO

Impartner

Working with Impartner’s channel chief, Desberg and her team’s channel marketing efforts helped grow revenue-generating partners by 500-plus percent. She is a regular speaker at live and digital channel and marketing events worldwide.

POWER 100

Nikkia Despertt

Stacy Desrosiers

Jen Dewar

Nicole Dezen

Liz DiLeo

Dell Technologies

NS1

Venafi

Microsoft

Veritas Technologies

Desper tt aligns par tner competencies and ensures they are ready and set up when Dell launches new products and services. She also works with key Dell teams on timelines to make certain that partners are fully enabled.

With many internet outages in 2021, NS1’s technology took center stage. Desrosiers launched new programs and spearheaded engagement with existing partners, enabling them to be armed with the right technology and novel approaches to address business challenges.

Three things stood out for Dewar during the pandemic: overall channel growth, growth specifically with Venafi’s top channel partner in North America, and hiring. Dewar grew channels bookings 38 percent, Venafi’s top partner grew 66 percent, and she hired two directors.

One of Dezen’s key accomplishments that had a significant impact on the channel is how she led the team through supply chain issues that impacted device availability. Her team responded with resilience, agility and planning that resulted in success for partners and Microsoft.

DiLeo has delivered demand generation, awareness and partner enablement programs through digital enablement videos, online marketing campaign kits and quarterly partner enablement programs to and through key regional, national and distribution partners.

Linda Ding

Meredith Dishman

Mai Doan

Paola Doebel

Cristina Dolan

Laserfiche

Critical Start

Automation Anywhere

Ensono

NetWitness, an RSA company

Ding identifies critical opportunities for partners in core industries. She led the team responsible for researching the American Rescue Plan and building solution templates in response to users’ most urgent needs, equipping partners with tools to serve customers and prospects.

Dishman has continued to improve engagement with distribution partners’ teams.

Through sales and vendor enablement, enhancements with marketing and training, Critical Start is better positioned to serve the distribution channel in purchasing managed detection and response services.

Doan investigated and identified gaps in the Automation Anywhere Par tner Program. She then launched Partner Round table s , Par tner of the Year awards, the Verified Services Partner Program, Partner Getting Started Guides and Partner Solution Kits.

Ensono’s growth as a service provider is heavily tied to how the company invests and develops its partner and alliances ecosystem. Doebel made those investments, brought in new talent, reorganized the team and has been working through an expanded strategy with a new director.

In 2020, Dell announced the sale of RSA, which required Dolan to manage the transition in addition to building out new opportunities. Moving from Dell’s global alliances toward a more specialized channel and alliances ecosystem has offered the opportunity to fine-tune the channel.

Director, Readiness, Adoption, Channel Services

Sr. Director, Strategic Marketing

Sr. Director, Worldwide Channels

Director, Distribution Channels

Sr. Director, Global Channel Sales

VP, Global Partner Programs, Marketing, Strategy

Corporate VP, Device Partner Sales

SVP, Managing Director, North America

Director, AMS Channel Marketing

Global Alliances

JUNE 2022

39

2022 Women theof Channel

Liz Donovan

Maureen Donovan

Beth Drew

Jacqueline Duffy

Stephanie Durden

PTC

Epic IO

Ping Identity

Databank

Eaton

This past year, Donovan has made it a mission to make doing business with PTC easier for partners.

The partner operations team, under her leadership, has executed on many ease-of-doing-business initiatives including rolling out a brand-new partner portal to partners.

Last year Epic IO was a c q u i re d b y a n A IoT company, and Donovan now leads a team that demonstrates a passion for providing solutions for partners to offer their customers with a focus on proven outcomes. Her team works to truly understand and embrace the channel.

Drew led her team to further establish Ping’s channel presence and launch the next phase of its partner program to MSPs, global systems integrators and others.

Her team also signed Ping’s first North America distribution agreement, underscoring its growing strength in the channel.

Duffy is focused on growing new territories for Databank. With extensive experience in network, colocation, cloud, cybersecurity and other next-generation technologies, she has the expertise to help partners navigate the confusion and deliver the right solution for their customers.

Because of the unique business challenges related to the pandemic this year, Durden worked to maintain relationships with partners. This was accomplished through increased virtual partner meetings and webinars, monthly newsletters and creative virtual MDF activities.

VP, Channel Strategy

EVP, Sales

VP, Global Channels

Director, Channel Sales

Channel Marketing Manager

POWER 100

Paula Dymond

Tami Early

Gwyn Edwards

Jeannine Edwards

Logitech

Ciena

Zift Solutions

Arcserve

Dymond created storytelling content that elevated the Logitech story for the partner community to use with their end customers. She also launched a new sales enablement platform—the Logi Agent program—that helps channel sellers position Logitech with customers.

Early leveraged her experience and expertise to help promote the expansion of the Ciena Partner Network . The par tner organization expanded its program to include additional VARs, consulting firms and distributors to help Ciena broaden its capabilities and reach.

Edwards took the Zift ZONE Alliance Program to the nex t level with training, sales tools and the creation of a portal for alliance partners. In the portal, partners can follow an on-boarding plan, take certification training, link social media accounts and more.

Edwards was instrumental in communicating the merger with StorageCraft to the partner community, articulating how the broad set of solutions in the data resilience category benefits all partners and every one of their current or potential customers.

Eiden realigned the existing partner program to tailor it to partnership potential, resulting in a 5 percent year-over-year increase in channel sales.

She also implemented a product information management system, which empowers data as an asset to be used across the organization.

Maria Eivaz

Karine Elsen

Meg Enerson

Nicole Enright

Laura Evans

Exabeam

Avalara

Appenate

Avnet

Eivaz assisted with automating the communication operations process among partners, with the goal of addressing any errors or technical issues to make the process as seamless as possible. She also curated the 20212022 marketing calendar with a clear strategy in mind amid the pandemic.

Elsen’s first year at Avalara was focused on building out a foundation to allow for faster growth with and through partners. She was able to build a team and bring on a significant number of new members.

She also tapped into her extensive network and attracted top talent to her team.

Enerson leads a team of SaaS marketing and sales professionals at the rapid business app platform company. She oversaw the design and setup of Appenate’s reseller partner por tal along with targeted campaigns to acquire reseller and white-label partners.

In October 2021, Enright became president of the Avnet Integrated business following a multiyear restructuring. One of her major accomplishments is the expansion of Avnet Integrated’s Direct Connect program, which helps OEMs get products to market at scale through the channel.

Head of North America B2B, EDU Marketing

Sales Program Manager

40

JUNE 2022

VP, GM, Majors and Markets, Americas

VP, Global Partner Marketing

Director, Partnerships, Alliances

Sales, Marketing Manager

Sr. Director, North American Channel Marketing

President, Avnet Integrated

Lisa Eiden

Manager, Channel Marketing Ergotron

Global Channels Program Sr. Manager Poly

E va ns lau n c h e d n e w MDF, rebate, demo and trade-in programs on a new platform to provide o p e rat i o na l i m p ro v e ments. She also updated the distributor program to enable growth and take complexities out of the business.

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Michelle Kadlacek Encourages Women In The Channel To Go All In POWER 100

Q. What advice would you give to women just entering the channel?

A. Go all in! Attend partner engagement events and volunteer to work at industry trade shows to meet new people and learn the industry. Seek out a mentor outside of your company and gain valuable feedback and insights that enable success. I understand the value of mentoring and have participated in several mentoring programs within Spectrum Enterprise, as well as organizations outside the company including the Alliance of Channel Women and Women in Cable Telecommunications. I speak about women in leadership, sharing my personal experiences with the goal to inspire other women. Take advantage of technical and career training opportunities offered by your own organizations. I recently completed the Charter VP Leadership Program, which focused on knowing the business, making sound decisions, communicating to influence and building talent. Gaining more industry knowledge and education is a great way to improve your confidence and belief in yourself.

Q. What are your goals for your company’s channel business over the next year?

A. The goals for the Spectrum Enterprise Partner Program are simple—to continue

our automation efforts, further enhance the partner experience and mutually grow our business. The partner experience is key to the success of the program. We also find new ways to facilitate our partners to qualify, quote and sell. Also, we will continue enhancing Salesforce Communities, launch new APIs and build upon the momentum we have with CableFinder. Enabling our Spectrum Enterprise partners to easily sell our portfolio of solutions will be the key to our success in 2022 and beyond.

Q. How can partners be successful selling Spectrum Enterprise solutions?

A. We know Spectrum Partners are pros at selling our connectivity solutions. The end user has connectivity needs, and our partners solve those needs with our business Internet, fiber networking services or managed services solutions such as Managed Network Edge (MNE) and Enterprise Network Edge (ENE). Delivered over the Cisco Meraki platform, MNE is an all-in-one platform that supports distributed employees and combines reliable connectivity with SD-WAN, Wi-Fi, management, security and more with visibility through a robust portal interface. Powered by Fortinet, our new ENE solution offers powerful networking with ultra-high speed connectivity options, access to multiple cloud instances and advanced security capabilities. With both ENE and MNE, Spectrum Enterprise now offers a wide range of managed services that could accelerate adoption of next generation SD-WAN services.

To learnIncrease more about Spectrum Partner visit Expand Your Portfolio.

Yourthe Profitability.

Exceed Program, Your partners.spectrum.com.

Customers’ Expectations.

Learn more at star2star.com.

Michelle Kadlacek

Vice President, Enterprise Partner Program

”

Gaining more industry knowledge and education is a great way to improve your confidence and belief in yourself.

”

2022 Women theof Channel POWER 70 SP

POWER 100

Stephanie Farrell

Pamela Feld

Simone Feldman

Jennifer Ferguson

Thrive

Triumph Technology Group

CrowdStrike

BlueVoyant

In 2020, CrowdStrike’s heal th- c are busine s s grew over 60 percent in channel-initiated business, with 50-plus percent coming from top national partners. Feldman has driven triple-digit growth of partner-sourced business across the SLED and health-care verticals.

Ferguson oversees all aspects of partner marke ting , including the global channel marketing strategy, as well as leading a team responsible for BlueVoyant’s partner program marketing, channel program operations and global technology alliance marketing.

VP, Marketing

Farrell organi ze d the f i r s t a n n u a l Pa r t n e r Roundtable in October 2021 and invited select partners to attend to discuss Thrive services and as well as best practices for building better relationships. She also enhanced the partner landing page, messaging and content.

CEO

Feld created and designed a Digital Transformation serie s and became a cybersecurity leader and influencer for the technology channel through speaking engagements to help small-business and corporate leaders survive pandemic threats.

Manager, Alliances, SLED, Healthcare East

Head of Global Partner, Channel Marketing

Marlena Fernandez VP, Marketing

Scale Computing

Fernandez introduced the Scale Compu ting Showcase Program, a full-featured software offering for partners in regions outside North America and EMEA .

Showcase provides a free and unsupported production version of the HC3 software.

POWER 100

Quismet FernandezSanchez Director, Partner Sales

Comcast Business and Masergy

Fernandez-Sanchez rebuilt a team of four channel managers, strategizing on when and how to build a successful team of channel sales individuals. The team has grown midmarket sales in a mostly SMB market via partner education and enablement.

Sommer Figone Marketing Manager

RapidScale, a Cox Business Company

For Figone, a huge focus throughou t 2 02 1 was enabling RapidScale partners with the training and re source s to help them uncover more cloud opportunities and ultimately maximize the revenue they’re generating in the cloud space.

VP, Vendor Management

42

Kathleen Flaherty

D&H Distributing

Sr. Director, Channel Services

Fisher and her team were integral to continuing the build-out of strategic go-to-market plans, new vendor partner integrations and additional personnel teams to help support their solution-oriented initiatives. This includes areas such as e-sports, ProAV and collaboration.

Flaherty’s team focused on refining partners’ capability landscape, ensuring the right partner had the right skills and was in the right place to meet their customers’ needs. Dell’s Partner Capability program helps partners stay ahead of the curve.

JUNE 2022

Sr. Director, Canada Partner Organization VMware

By developing relationships across field leadership and partners, Fine has created stability. Team development opportunities have also been critical in engaging employees to create the stable environment needed to innovate with partners.

Charlene Fischer

Christie Fisher

Xerox

ZAG Technical Services

Fischer has spent her career helping partners grow their business from a technology and services standpoint. She recently led a team that delivered double-digit year-overyear revenue growth and led the federal team to the largest hardware win in the channel division in the past 15 years.

Over the past year, Fisher has executed the management and oversight of 70 percent of the ZAG workforce, many of whom have direct responsibilities related to the channel and vendor partners. More specifically, she is tasked with ensuring that ZAG’s internal standards are aligned with partners.

VP, U.S. Channel Sales

POWER 100

POWER 100

Tina Fisher

Tara Fine

Dell Technologies

Megan Flanagan

VP, Field, Partner Marketing

VP, Service Delivery

POWER 100

Danielle Flannery

Arctic Wolf

Director, Global Partner Marketing

This year, Flanagan’s team drove an initiative—the Arctic Wolf Roadshow— that enabled leaders to engage with partners faceto-face in a COVID-safe environment. Over a twomonth span, the company sent two branded tour buses to 27 markets across the U.S., visiting with over 1,400 partner reps.

Flannery helped grow the partner marketing team from one person to four, including global representation in Asia-Pacific. She also launched a new partner section on the company website, a partner recruitment campaign in EMEA, a new partner portal, and several partner events.

Fastly

Willa Flemate SVP, Sales

TD Synnex

Flemate focuses on sales enablement and making sure partners have the specialized skills, breadth and depth of products and services needed to differentiate themselves in each specialized market.

Playbook enhancements, training and development were made a priority to cover new growth markets.

2022 Women theof Channel POWER 100

Kathy Flick

Sr. Director, National Partners

Jenni Flinders

Micaela Foley

Molly Foley

Nextiva

Flick was promoted to her current role in August 2021 and is responsible for the overall sales and strategy of all TSB partnerships nationwide. With her direct support, Nextiva earned two top TSB Awards : TBI’s Top Overall Growth Supplier of the Year and TCG’s Top UCaaS Supplier of the Year.

NetApp

Onapsis

Proofpoint

Flinders has accelerated NetApp’s cloud focus with its solutions portfolio and is engaging partners with deep cloud capabilities and specialization, making it easier to programmatically do business with the company. She also has enhanced the go-to-market strategy with partners.

Although fairly new to the Onapsis team, Foley has strengthened relationships with the company’s key partners. She also is focused on developing strategic go-to-market plans to drive joint revenue with solution providers.

Throughout 2021, Foley ensured that Proofpoint was more creative and authentic with its partner engagements. She launched several new programs to grow awareness and help increase the size of the partner community.

Fortanely built out a transformation and migration strategy for enhancing the VMware Partner Connect Program globally. She also opened up access to additional support training and benefits along with a smoother on-boarding plan for managed services partners.

Tania Fox

Gina Foy

Lisa Frederick

Brandi Fretwell

Avaya

Untangle

Frederick is focused on providing best-in-class enablement for cloud transformation with a high-performing channel team. Early in 2021, she and her team were given challenging busine s s objectives to meet and by focusing on execution, they ended the year exceeding those goals.

Fretwell helped introduce a partner portal at Untangle. As the channel grew, the company needed to invest in a onestop portal to provide everything partners need to grow. This was coupled with a channel-centric initiative focused on product and marketing activities.

Alyssa Fox

VP, Channel Marketing Alert Logic

Fox upgraded the Partner Resource Center to include the ability to run campaigns without the need for a separate automation tool. She also launched two incentives to welcome new partners and reps that reward them for opportunities and closed/ won deals individually and at the partner level.

Global Director, Channel Marketing

Sr. Director, Alliance Marketing

Global VP, Channel Communications, Marketing

Rackspace Technology

CommScope

Fox is focused on innovation, partner relationships and alliance engage ment. She delivered a global channel marketing and communications strategy that resulted in double-digit revenue growth. She also launched Rackspace’s first certification program.

Foy leads CommScope’s global channel communications and marketing efforts. She has worked over the past year to build solid communications for channel partners implementing new internal processes and has automated ex ternal-facing partner tools.

Sr. Director, Channel Marketing, Americas

Frances Fortanely

SVP, Worldwide Partner Organization

Sr. Director, U.S. Channel

Director, Partner Programs VMware

Sr. Sales Manager, East

POWER 70 SP

Tanja Froehlingsdorf

Sandi Fryer

Nextiva

CDS

Froehlingsdorf secured funding and designed programs with a focus on data security for key partners. These programs included integrated marketing campaigns, rebates and spiffs, with a priority on security and new logo acquisition.

Fryer has extended her responsibility and taken over the sales leadership of two major OEM relationships as well as the global channel program.

She also played a key part in launching the CDS Commit Channel program and website, while spearheading the signing of 25 new partners.

VP, Channel Marketing

VP, OEM, Channel Sales

Feliz Fuentes Montpellier

Sr. Director, Industry Global ISVs Microsoft

Fuentes Montpellier developed Microsoft ’s industry software partner ecosystem strategy and led the global partner development organization that accelerated transformation of software solutions on the Microsoft Cloud.

Michelle Fuller

Ashley Gaare

Meridian IT

SoftwareOne

Fuller is a passionate thought leader driving business transformation through innovation, technical strategy development and business outcome selling. Throughout her career, she has launched new business models, transformed teams and integrated business units.

Gaare leads the optimization of sales and channel structures and delivery teams suppor ting the successful execution of SoftwareOne’s solutions and vendor relationships.

She has also negotiated and signed two strategic agreements with the largest hyperscalers, driving even more growth.

SVP, Consulting Services

President, GM, North America

JUNE 2022

43

2022 Women theof Channel

Jonna Gage

VP, GTM Solutions Insight Enterprises

Gage drove significant growth in Insight’s Cloud + Data Center Transformation Division in fiscal year 2021, with strong per formance and ROI focused on modern infrastructure transformation strategy and execution. She now leads the newly combined solutions GTM teams.

Holly Garcia VP, Data Center

Group VP, EMEA GTM Ecosystem Splunk

JUNE 2022

Dominique Garcia

SADA

Liqid

G a l s t i a n l e d S A D A’s channel initiatives, driving 2X growth in demand generation and working closely with Google Cloud partner marketing to execute on collaborative events and thought leadership engagements, which led to higher conversion rates.

Garcia has strong analytical, interpersonal and communication skills with a track record of achievements in maximizing key strategic relationships with customers. She has facilitated meetings with 50 channel partners in a single quarter, spreading the Liqid message.

Catherine Garrett

Jane Garrity

Connection

Tina Garcia

Pa r tn e r ma r ke t i n g is one-year-young at Z scaler. In that time , G arc ia and her team have launched a co-op program, introduced an on-demand marketing portal, launched at-scale demand generation programs and grown from one to 15 team members.

This year was one of change for the CMIT Solutions of Denton team and many of its customers. Gates led her team to look at innovative ways to aid in providing solutions while adopting a leadership model that propelled growth and team member retention.

Narine Galstian

Founder, Chair, Chief Administrative Officer

Julie Garcia

Garcia championed and brought visibility at all levels within the organization about the value of the channel, IT distribution and partners. She led efforts to create ease of doing business, formalized Panduit’s channel strategy and aligned resources to support ongoing growth initiatives.

CMIT Solutions of Denton

Patricia Gallup

Galletero Piqueras leads the partner organization in EMEA with the goal of creating value in each interaction. She has built relationships that enable partners for growth and created joint value propositions with cloud service providers.

Panduit

President

POWER 70 SP

Faced with the continued disruptions related to global e vent s and COVID-19, effective communication took center stage. Whether engaging with the workforce, partners or customers, Gallup’s role is to facilitate communication to identify a clear path forward.

Director, Americas Partner Marketing

Brea Gates

44

Blanca Galletero Piqueras

POWER 70 SP

Zscaler

Sheena Gaynes

Director, Business Development, Partnerships, iTwin Platform Bentley Systems

Gaynes launched a program that centers around grant funding for building solutions on the iTwin platform and another that focuses on students and academia, encompassing developer accreditation and academic outreach.

VP, Sales, Channel

CMO

Channel Manager

CloudCover

Channel Engagement Manager

With COVID-19 continuing to be a factor, partners were concerned about meeting their customers’ needs . Garc ia understood and advocated for partners’ challenges, limitations and requirements and created new business opportunities for new and existing customers.

Armor

Macrium Software

Garrett joined Armor in 2022 as its new channel engagement manager.

She is leveraging her event experience to ensure maximum lead collection and relationship building for the Armor c ha n n e l e n ga g e m e nt team.

In A p ri l 2 0 2 1 G a rri t y u nv e i l e d Ma c ri u m’s channel strategy. She has since executed a partner incentive program to increase deal registrations and reward partner growth and drove the implementation of a new partner relationship management tool.

Karen Gervasi

Shruti Ghatge

Logicalis US

Zomentum

As channel sales are complex, Gervasi took the lead in combining two departments within sales and finance to streamline the quote-to-order process.

Logicalis now allows for a single point of ownership of an opportunity that is quoted through to purchase.

In the past year, Ghatge has led the organization by setting the vision for creating the first intelligent revenue platform for the channel, speeding time to market with the acquisition of a billing reconciliation app and removing roadblocks for the team to be able to perform to their full potential.

Diane Genova

Global Lead, Consulting Partners Nvidia

G e n o va wo r ke d wi th several global consulting companies with an emphasis on just a few industry verticals. Once the initial successes came to fruition, she led the team to expand to other industries, an approach that resulted in a revenue increase of over 150 percent.

Operations Director

Sr. Channel Development Manager

Co-Founder, CEO

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Kaspersky Women Collaborate To Build A Safer World Q. What’s the key to success for Kaspersky and your channel partners in 2022?

A. IVANA ABRUZZESE: Channel partners should continue to think outside the box when it comes to marketing. In an ever-changing digital environment, it’s important for partners to adapt and embrace new technologies and solutions to drive business growth and generate greater leads. It’s vital they are educated on our solutions and services to upsell, cross sell and earn trust within their customer base. Creating a consistent and successful partner program is not just about enabling your partners. It also means taking care of the sales cycle stages and developing programs that will ensure qualified leads that increase their revenue stream.

Ivana Abruzzese

Senior Channel Marketing Manager

A. TANYA KERR: To be successful in 2022, our channel partners need to elevate their role as a trusted advisor on various cyberthreats—whether it’s new types of ransomware or targeted spam campaigns—and become more of a consultant to their customers.

This involves looking at a client’s entire security infrastructure and positioning the entire Kaspersky product portfolio instead of responding to quote requests with an endpoint product price. This will solidify their relationships with customers as well as increase the revenue opportunity for each transaction.

A. NISHMA RUDA: In the cybersecurity space of the IT industry, expertise, knowledge of the threat landscape and integrity of the partner and solutions delivered are absolutely key. Our goal is to continue developing strategic alliances with partners who have a cyberthreat intelligence focus and capabilities, as well as partners with new or existing MSP/MSSP practices. Kaspersky’s industry leading CTI solutions and services are a key part of Kaspersky’s core competency, so it is important that we strategically partner with solution providers on this portion of the Kaspersky portfolio.

To find Increase out how to share in our success and Your grow your cyberExpand Your Portfolio.

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Customers’ Expectations.

Learn more at visit: star2star.com.

Tanya Kerr

Head of Marketing, NA

Nishma Ruda

Channel Marketing Manager

2022 Women theof Channel POWER 70 SP

Jezzibell Gilmore Co-Founder, Chief Commercial Officer

Sr. Director, Global GSI Partners

Tiffany Goddard Director

Carahsoft Technology

PacketFabric

Yellowbrick Data

Gilmore utilized her network to engage the channel team with potential agents. This effort resulted in signing multiple agents and two master agents, which then turned into PacketFabric ’s Master Agent Program.

Girdler recently joined Ye l l o w b r i c k w i t h t h e mission to recruit new partners, thus building a revenue path and customer access through and with systems integrators.

Her primary focus was tier-one systems integrators with a smaller focus on boutique partners.

Goddard led negotiations and was a key contributor to sales and marketing planning for 20 new partners added to the CEGIS sales team. She worked to develop sales programs including call coaching, research programs and overall campaign strategy, which resulted in 1,400plus leads sent to partners.

Marcela Gonzalez Cagle

Stacey Goodman

Partner Program Manager Vonage

Gonzalez Cagle has helped shape the channel marketing strategy and drove regional expansion and enablement for the Vonage partner community. She also was key to the launch of Vonage’s enhanced Channel Partner Program and Partner Experience Portal.

Tina Gravel

SVP, Global Channels, Alliances Appgate

G rave l e xpande d the Sentinel Program with additional partner rewards and benefits and led the selection and purchase of a new partner relationship management system. Her push to sell to service providers has positively impacted every department.

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Cyndi Girdler

JUNE 2022

Julie Godfrey

Director, Mobile B2B Channel Marketing Samsung Electronics America

Wendy Goins

Director, Marketing Veristor

Godfrey’s team supported exponential growth of Samsung’s B2B channel business. She hired, trained and on-boarded a diverse team of channel experts from across the industry. She also led the expansion of the Ascend Partner Program.

Goins evolved the marketing funding for Veristor and Veristor’s Forty8Fifty Labs through par tner relationships and engagement. Through this effort she has expanded and strengthened key strategic partnerships while delivering a regular cadence of solution provider marketing activity.

Patricia Gorman

Katherine Granat

Erika Grande

Lenovo

TD Synnex

Appian

Honeywell

Goodman leads a team responsible for driving channel growth through Lenovo’s three key distributors, which represent close to $4 billion in Lenovo’s client/endpoint commercial business.

She and her team also focus on uncovering new opportunities to recruit and activate new partners.

Gorman and her team have seen new business grow more than five times versus last year. The team found creative ways to solve the challenges of the pandemic, such as new products, financial services, automation and complementar y cloud products and security services.

Granat helped launch new online product training, a developer certification program and delivery best practices to quickly enable existing and new partners to build delivery capacity.

The company has more than doubled the number of certified Appian practitioners in the past 12 months.

G rande leads one o f the most successful sales teams within Honeywell’s SPS channel ecosystem. As the lead channel manager for one of Honeywell’s largest partners, she is primarily focused on building quality, lasting relationships while growing the sales pipeline and revenue.

POWER 70 SP

POWER 100

Jackie Groark

Sara Grofcsik

Veristor

Samsung Electronics America

Director, U.S. Distribution

Natalie Gregory VP

VP, Enterprise Sales

Karen Griffith

Carahsoft Technology

Sr. Director, Global Partner Marketing

Gregory works to create trusted partnerships and relationships with resellers and systems integrators, which adds value to partners’ business by understanding their needs and enables partners to expand their line card by making introductions to complementary software manufacturers.

Griffith has been instrumental in building a global partner marketing team to support the partner ecosystem business. She has instituted joint planning with partners, developed partner marketing enablement programs and expanded partner engagement campaigns.

Pegasystems

Global VP, Partner Programs

VP, Security, CISO

Groark has expanded Veristor ’s security solutions and services practice to embrace the innovative security products of over 120 vendor partners. Under her guidance, Veristor saw significant growth in 2021 for its security business as it furthers offerings that protect businesses from cybersecurity risk.

Sr. Channel Business Manager

Sr. Director, U.S. Sales

As Samsung saw businesses rebound from the pandemic, Grofcsik ensured channel partners were aligned with customer expectations. Partners continued to innovate and develop key solutions while answering end-users’ demands.

2022 Women theof Channel POWER 100

Cindy Grogan

Donna Grothjan

Bryce Grow

Flexera

Aruba, a Hewlett Packard Enterprise company

Zscaler

SVP, Global Sales Engineering

Being responsible for both direct and partner sales, Grogan has worked to figure out the best way to leverage both methods for going to market. She soon found it clear that including the partner ecosystem drives a more comprehensive and more successful customer experience.

Grothjan has continued to lead Aruba’s efforts to transform the partner landscape to enable the deliver y of X aaS/ NaaS offerings. To do this, she has evolved all aspects of the partner operating model from go-to-market strategy to partner enablement.

Grow’s team is responsible for identifying, recruiting and on-boarding channel par tners to drive partner-sourced revenue and create a technical preference for Zscaler in the market. An expansion into Latin America has resulted in a 240 percent increase in year-to-year partner-sourced revenue.

POWER 70 SP

POWER 70 SP

Lakecia Gunter

Julie Haley

Alyssa Hall

Microsoft

Edge Solutions

CDI

Gunter’s priority when she joined the team was to build a diverse ecosystem of partners to drive the IoT business. Over the past year she has been able to accomplish this through partner skill development, industry-aligned solutions, scale programs, and putting partners at the center of all Microsoft does.

Managing growth conservatively while taking advantage of available talent is Haley’s strength. In one year, Edge Solutions grew from 32 employees to 40, opened up a new geography and added 17 net-new customers.

In just 18 months, CDI has acquired six companies and, with that, hundreds of new partner relationships.

Hall has guided her team in combining these partnerships to fall under the CDI brand and maximize rebates and MDF benefits through the examination of every certification and accreditation.

Samara Halterman

Camille Hamilton

Pure Storage

CMIT Solutions Northwest Houston Suburbs

GM, Alliances, GTM Solutions

VP, IoT Global Channel Sales

Global Head of Partner Marketing

Halterman reorganized the team to provide maximum support for partners, built out a new automation tool for fiscal year 2023, continued to identify and focus on operational excellence to improve the partner experience, and developed partner enablement opportunities.

VP, Worldwide Channels

Co-Founder, CEO

Owner, President

Hamilton has over 40 years of experience in the IT industry. As the owner of CMIT Solutions Nor thwest Houston Suburbs, she is the primary business development person and oversaw growth in the channel of over 32 percent in 2021.

Channel, Alliances Director

CMO

Lisa Guess

Briana Guley

Cradlepoint

Attivo Networks

Guess focused on driving passion within her team globally to enable their technical colleagues at partners. This included a “Peer an Engineer” program that pairs field sales engineers with technical partner technologists to work together on customer projects.

Under Guley’s leadership, Attivo grew its channel program tremendously this past year. This included more than doubling the channel’s contribution to overall business, 4.5X the amount of new business sourced by the channel and 2 .5X the revenue sourced by partners.

Director, North American Channel

POWER 70 SP

Sabrina Hall

Sr. Director, Worldwide Sales Strategy, Operations Lexmark International

Tanya Hall

VP, Business Alliances Decisive Group

Hall led diverse projects that helped further L e xmark ’s channe l presence and support partners. This included overseeing channel strategy development , expanding channel sales and spearheading communication to ensure transparency.

In 2021 Hall managed a project to bring BriteSky, a sister company, under the Decisive Group umbrella.

This meant moving internal systems and processes, working with each partner and distribution to update and change portal access, as well as managing the look and feel of the company image.

Stefanie Hammond

Ouafae Hannaoui

Lisa Hansoty

N-able

Open Systems

Pegasystems

Hammond’s role is to help MSPs have better conversations with customers and prospects. She has created new sales and marketing training content delivered via monthly Boot Camp and Office Hours to MSPs. The Head Nerd team delivered training to over 10,500 MSPs.

Hannaoui managed participation in many of Open Systems’ channel partner summits. Executives were seen as subject matter experts and were able to share their knowledge and expertise in cybersecurity with partners’ customers and sub-agents.

Hansoty created a go-tomarket strategy for financial services for Pegasystems’ top five partners, developed a strong solution portfolio collaborating with these partners, and executed a demand generation plan that resulted in overachieving against a 4X pipeline target.

Head Sales and Marketing Nerd

Director, Global Field, Alliances Marketing

Director, Partner Sales, Americas

JUNE 2022

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2022 Women theof Channel POWER 100

Cindy Hardeman

Director, Alliances, Channels, Public Sector HashiCorp

O v e r t h e p a s t y e a r, Hardeman has helped grow the public sector par tner business and has built alignment with HashiCorp’s CSP partner public sector teams, managing the co-sell business w i t h AW S , M i c ro s o ft Azure and Google Cloud Platform.

Kim Harris

Sr. Director, Global Partner Marketing

Nina Harding

Global Chief, Partner Advantage Program, Strategy Google Cloud

Harding drove partner growth, partner transparency and global launches of products and features, guided learnings and go-to-market offerings.

She also released new incentives focused on impac t and customer activation.

Tiffany Harris

Sr. Manager, Channel Platforms, Operations

Tanium

Broadcom

Harris was hired in December 2020 to develop Tanium’s first global partner marketing organization. She recruited a new team focused on global marketing programs for global systems integrator, MSP and Tech Alliance partners.

Harris led the operationalization of a fixed revenue model with key distributors globally that will own the SMB market for their territory as Broadcom continues to evolve its channel strategy to augment a more predictable and sustainable revenue model for distributors and resellers.

POWER 70 SP

Tracey Hayes VP, Sales

MicroAge

Hayes’ leadership and industry relationships with partners, the sales team and customers helped propel MicroAge’s growth and achievements in 2021 to top all prior years. Despite the challenges of remaining engaged with a remote workforce and the supply chain disruption, MicroAge thrived.

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JUNE 2022

Wendy Harmon

Gayla Harris

Kelly Harris

Datto

ID Technologies

Harris has created value-added virtual prospect events, developed sales e d u c at i o n , to o ls a n d resources to increase the quality of account manager interaction with partners, and established resources for campaigns and events for partner growth initiatives.

Harris has created a tiering system for how the company prioritizes time, focus and resources to accommodate the number of OEM relationships.

She has established a committee to review partner requests and assess existing relationships.

Morgan Hartley

Karen Hartsell

Bronwyn Hastings

Congruity360

Versapay

Har tley built a global channel go-to-market that consists of multiple components including a multi-tiered ecosystem model with three partnership levels, a complete end-to-end process for deal registrations, partner referrals, MDF and rebate incentives, and a fully integrated partner portal.

Har tsell launched the VersaPartner Program, built and rolled out a partner portal, tripled the partner program team, and introduced a host of program communications and training programs including newsletters and a quarterly partner webinar.

AVP, Partner Programs RingCentral

Harmon drives worldwide channel partner enablement and supp or t to make it easy for partners to transact and win more with RingCentral. Her biggest accomplishment this year was expanding her top-notch team to ensure the utmost level of support for partners.

Director, Global Channels

VP, Global Sales Development

VP, Events, Partner Marketing

VP, Partner Programs, Corporate Marketing

Head of Global ISV Partnerships, Channels Google Cloud

Hastings launched partner-ready DEI toolkits to support partners with critical skills for their customers and employees. She also more than doubled the marketing campaigns available pre-pandemic, driving incremental adoption of campaigns and partner pipeline.

POWER 100

Jennifer Healy

Director, Marketing, Campaign Strategy, Dealer, Partner Channel Ricoh USA

Healy manages Ricoh Connection, a virtual campaign that connects Ricoh with dealer owners, principals and their employees and opens a dialogue on strategy, trends, relevant topics and customer care-abouts.

Jennifer Heard

Kelley Heckert

Kristine Henley

Red Hat

Dyopath

Amazon Web Services

Heard developed a commercial segment with a 100 percent partner-led sales strategy, shifting the sales coverage model to align to 15,000 commercial customers worldwide that will be supported by Red Hat. The goal is to provide consistent partner engagement to accelerate growth and partner-led services.

Customer retention is key in all business, and Heckert’s contribution to this effort has been proven through hard work and a desire to understand customer needs. Turning around a failed customer relationship and improving satisfaction led her client from walking away to signing a five-year contract.

Over the past year, Henley has led the creation and delivery of an SMB segment strategy across AWS’ global partner organization. The strategy she has built spans distribution, consulting partners and ISVs.

Global VP, Commercial Sales

National Account, IT Manager

Global Partner Leader, SMB

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Eaton Continues Partner Focus Q. How does Eaton’s software suite, Brightlayer, help partners and customers?

A. In many respects, the new Brightlayer will offer greater breadth than the stand-alone tools it replaces. Intelligent Power Manager’s ability to gracefully shut down VMware-based virtual servers during power outages, for example, will finally be available to VPM users, just as Visual Capacity Optimization Manager (VCOM) users will gain access to VPM integrations they don’t currently enjoy.

Steve Loeb

Q. Describe one way the future is made brighter with Eaton?

A. Eaton plans include adding management capabilities for the hardware it acquired along with power and peripherals vendor Tripp Lite to the platform.

Once in place, technicians who can monitor Tripp Lite products and handle limited management tasks via SNMP through Eaton’s software today will be able to perform firmware updates and mass configurations, as well.

Q. How does Eaton help both new and current partners get the support needed while driving revenue?

A. Eaton made a sizable investment in the partner community by way of their

”

Vice President of Distributed Infrastructure

Eaton’s vision of the newly integrated channel sales and marketing organization to combine bleeding-edge infrastructure thought leadership with a scale of resources, investment and enablement the channel community has not seen from the two organizations separately before.

acquisition of Tripp Lite in 2021. The incredible focus to integrate and bring these two industry-leading forces together has been significant throughout 2021 and 2022 to date. Eaton’s vision of the newly integrated channel sales and marketing

”

organization to combine bleeding-edge infrastructure thought leadership with a scale of resources, investment and enablement the channel community has not been seen from the two organizations separately before. Eaton is outpacing our integration execution driven purely by our desire to service the channel with firm commitment and vigor.

Sean Graham

Brightlayer Datacenter

Join the PowerAdvantage Partner Program at www.poweradvantage.eaton.com

2022 Women theof Channel POWER 70 SP

Elise Hernandez President, CEO

Ideal System Solutions

He rna n d e z has b e e n channel-centric for all of her years in the business.

Her top priority has been to build and enhance channel relationships personally and within her business. This past year she worked with all members of her company on strengthening channel partners.

Liliana Hernandez Ontko

Sr. Director, North America Partner Sales Pegasystems

Hernandez Ontko built the first true partner sales role for Pega’s commercial team, which will be responsible for pipeline build with and through partners. She also integrated two largely different teams into one unified group under her leadership.

Michelle Herring

Amy Hershman

CMIT Solutions of St. Charles/Chesterfield

VMware

President

Director, Partner Experience, Strategy, Transformation

Jennifer Hewlette Global VP, Marketing DataRobot

Hewlette recently joined DataRobot and has since established the partner marketing function from the ground up. Her initial focus was to set the vision and define the strategy, while delivering tactical programs to drive immediate scale and revenue.

Herring has over 30 years of software development and IT experience. She has made strides at CMIT Solutions of St. Charles/ Chesterfield toward the automation and improvement of the company ’s process for invoic ing customers.

While new to VMware, Hershman has quickly built her team and engaged in the process to redesign the partner digital experience, ensuring it is driving key deliverables. She brings a mindset that “everyone owns the customer experience and the goal is to create raving fans.”

Wendy Hoey

Lyndsey Hoffman

Joyce Hofman

POWER 70 SP

Nichole Hickman President, CEO ProBleu

Hi c kma n e s t a b l ish e d ProBleu in 2010 after seeing an increasing need for MSP services in the Bloomington, Ind., area.

Since 2010 she has served as president and CEO and grown ProBleu’s footprint, opening a second location in Evansville, Ind.

Megan Higgins

VP, GM, Global Business Development Avalara

Higgins’ team accelerated growth in the e-commerce and marketplace business in 2021, leveraging market tailwinds. She utilized data and insight within Avalara to apply trends and performance inputs to overhaul the experience, introducing new and relevant services.

VP, Alliances, Americas Cymulate

Sr. Director, Microsoft Programs

Hoey is a technically savvy channel executive leader with more than 20 years’ of experience in channel account management , strategic channel marketing, and channel partner development within the IT security industry. She recently joined Cymulate to develop channels in the Americas.

Pax8

Ingram Micro Cloud

Hoffman was strategic in growing the Microsoft practice and driving sales, helping Pax8 become the top Microsoft provider to small and midsize businesses in 2021. She also supported the hiring and training of new teams as Pax8 expanded internationally.

Hofman led efforts globally in launching solution frameworks and strategic data-driven growth initiatives to better support partners. As part of this, she expanded the IaaS and PaaS portfolio management team to provide a dedicated focus on key areas.

POWER 100

Kristyn Hogan

VP, Global Collaboration Partner Sales

50

Sandy Hogan

SVP, Worldwide Partner, Commercial Organization

Cisco Systems

VMware

In January 2021 Hogan began a new role at Cisco leading collaboration partner sales. The three pillars where she has placed a tremendous focus and made massive strides are partner profitability, simplif ying every thing and earning par tner mindshare.

Throughou t the pandemic, Hogan’s internal teams and partners continued to excel. Together, they adapted, modified and overcommunicated to drive customer outcomes and deliver the VMware foundation and an enhanced par tner experience.

JUNE 2022

Associate Director, IaaS, PaaS

POWER 70 SP

Nisha Holt

Head of Channel Sales, Americas Check Point Software Technologies

Holt is leading the way as Check Point is going through a transformation that includes a greater investment in the channel.

Partners experience this renewed focus through the channel resources she has added and the expansion of programs.

Emily Hopkins

Lisa Hopkins

Candoris

Amplitude

This year Candoris gained several new competencies with VMware and received the Dell Regional Partner of the Year award.

With Hopkins’ leadership, marketing fulfills the demand generation efforts that have helped the company achieve these accolades.

Hopkins led the launch of Amplitude’s Partner Ecosystem, a digital optimization ecosystem that helps customers accelerate and optimize digital transformation and product innovation strategies.

The Partner Ecosystem now includes more than 80 partners.

Director, Marketing

VP, Partnerships

2022 Women theof Channel

Liz Hoscheid

Sr. Director, Marketing Nerdio

Hoscheid has overseen the evolution of Nerdio’s marketing strategy and team to support events, sales and growth. A key highlight involved developing and designing Nerdio’s partner portal and all partner education materials and white-labeled marketing assets that help partners achieve success.

POWER 100

POWER 100

POWER 70 SP

POWER 100

Kristi Houssiere

Sabine Howest

Brenda Hudson

Barb Huelskamp

Ingram Micro

Insight Enterprises

In 2021, Howest continued to build out Advanced Solutions globally and deployed a Hyper Automation practice with UiPath as a cornerstone vendor. Ingram Micro also used its Centers of Excellence to attract, retain and manage talent.

Hudson’s team consistently delivers double-digit g r o w t h f o r I n s i g h t ’s commercial inside sales business. Last year was exceptional, with over 25 percent revenue growth and profit year over year to become a $1.5 billion business for Insight.

Sr. Director, Global Channel Strategy, Operations Trellix

Houssiere has driven Trellix partner engagement and increased year-over-year new business bookings averaging over 25 percent within Trellix’s national channel.

She oversees a team of six partner managers focused on being invaluable to the partners they serve.

SVP, Global Vendor Engagement, Digital Operations

SVP, Commercial Sales, Sales Enablement, Learning, Development

SVP, Global Partners, Alliances Alteryx

Huelskamp rearchitected the partner program, providing partners with earlier access to benefits as they invest with Alteryx. She also developed financial incentives for opportunity registration with the goal of protecting par tnerinitiated opportunities.

Michelle Hughes

Michelle Hyde

Jess Iandiorio

Lisa Ignosci

Erika Irby

Syspro USA

Hyde Group

Starburst Data

Hughes established strategy and partner quarterly business reviews and identified the marketing and presales skills partners needed. She also co-led the creation and execution of an up-skilling program and managed the launch of the U.S. region’s PartnerUp portal.

Hyde’s history of applying the right technology at the right time to critical business issues has driven the Hyde Group’s success. She also serves both as an officer and board member for Cloud Girls, an association of women technologists with the goal of propelling the next generation.

In 2021, Iandiorio worked with partners to support a new category: data mesh.

Examples include partnering with Tableau to produce “What Data Mesh Means to Data Analysts,” partnering with Immuta to publish “SQL is your Data Mesh API” and working with Accenture on a Data Product Master Class.

Veeam Government Solutions

Microsoft

PartnerUp Program Manager

POWER 70 SP

Kelly Ireland CEO, CTO CBT

As Ireland took on an additional role within CBT as the CTO, she worked to pursue a deeper level of partnership with both operational technology and IT OEMs and ISVs, expanding CBT ’s portfolio to fit its broader digital transformation role as a domain expert Integrator.

Founder, President

CMO

Sr. Director, Federal Channels

Director, GTM Device Partner Solution Sales, North America

Ignosci is responsible for delivering sales growth across the Veeam portfolio via the ecosystem of over 3,000 solution providers and distribution partners. She is now streamlining the partner experience through certifications, guidance and new approaches.

Building a strong goto-market team was one of Irby’s key accomplishments. She established foundational tactics, structure and a framework for a successful go-to-market strategy and forged tighter alignment with the channel sales organization.

Tricia Jennett

Danielle Jennings

NetApp

Citrix Systems

Jennett’s priority was enabling partners to navigate their demand generation efforts throughout the pandemic and beyond. She engaged with them to understand their needs and then launched business continuity marketing programs.

Jennings’ team led the efforts to build a salesdriven growth channel by equipping partners with the tools and resources necessary to generate pipeline and significantly grow their Citrix business.

The team also executed a revamp of the partner portal.

POWER 100

Maria Jacobson

Sr. Director, Partner Marketing, Enablement Fortinet

Jacobson launched programs and incentives to align with partners and the different markets they sell in. She developed new campaigns and sales tools for partners to quickly come up to speed on core Fortinet offerings, which resulted in record deal registrations.

Amanda Jardine

VP, Partner Marketing GoTo

Jardine is responsible for overseeing the global partner marketing team and helping restructure the partner program with a focus on deeper engagement with the partner community. She is now streamlining channel marketing and assisting with structuring the internal channel ecosystem.

Sr. Director, Global Partner Marketing

Director, Worldwide Partner Enablement

JUNE 2022

51

2022 Women theof Channel POWER 70 SP

Nikki Jennings

VP, Presales, Services, Americas Veeam Software

At Veeam, the go -to market strategy is 100 percent channel. Jennings leads a technical team of 170-plus for the Americas and the team is constantly innovating and improving ways to connect and educate partners on Veeam’s offerings.

Beth Jensen

Director, Worldwide Channel Partner Programs, Services Aruba, a Hewlett Packard Enterprise company

Jensen led the strategy for and delivery of several channel partner programs and services delivery initiatives. She also positioned Aruba to meet its goal to deliver its next-generation partner program, which she primarily designed, to grow the XaaS business.

Dao Jensen

Ashley Jentz

Oak Rocket

Cytracom

Oak Rocket has always been a channel-first organization. Jensen’s focus, especially the last year, has been working handin-hand with partners on leading-edge initiatives and joint sales strategies.

She believes in making her partners and customers the hero of the relationship.

Jentz is responsible for the leadership and overall direction of Cytracom’s Customer E xperience (CX) organization across North America. With over a decade of CX experience, she is regarded as an innovative channel leader.

CEO

Director, Success

POWER 100

Pam Johansen

Cindi Johnson

BMC Software

Tanium

Years of BMC channel experience contributed to Johansen’s role in redesigning the North America channel. She integrated all BMC channel programs into the OneBMC program, a strategic approach in BMCs Indirect 2025 initiative.

J o h n s o n ’s f o c u s h a s evolved with the increase in partner investments.

She has added structured partner on-boarding and drove the overall unified par tner-f ir st strate g y across pricing and packaging, incentives and the broader go to market.

AVP, Worldwide Product Sales, Ecosystem

Global Partner Programs Director

Heather Johnson

Jules Johnston

Gozynta

Equinix

Johnson co-founded G oz y nta in 2 018 and became COO. She has developed and executed a successful marketing plan, created a knowledge base and built a support and sales department. She recently became the vice president of the National Societ y of IT Ser vice Providers.

In the inaugural year of Equinix’s Global Channel Organization, Johnston brought about 200 people to ge ther from 1 9 different country, regional and functional teams and attracted talented leaders to fill newly created vice president of partner sales roles in each region.

Co-Founder, COO

SVP, Global Channels

Cassie Jeppson

Director, North America Channel Programs, Support Operations Lenovo

T h i s y e a r, J e p p s o n focused on initiatives that would allow her team to build relationships crossfunctionally and with partners. Specifically, these projects helped the team to reduce complexities and has enhanced the experience partners have.

POWER 100

Michelle Johnston Holthaus

EVP, GM, Client Computing Group Intel

With Johnston Holthaus’ leadership, Intel rolled out the Intel Partner Alliance, an intuitive digital platform that unified previous siloed programs. It focuses on connecting partners with each other and new customers to accelerate market opportunities.

POWER 100

Laurie Jones

Director, Supply Chain

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Jennifer Judy

Belinda Jurisic

Amy Justis

Michelle Kadlacek Spectrum Enterprise

MBX Systems

Sr. Director, Global Partner Experience

Despite the extreme supply chain challenges of 2021, Jones was able to strengthen channel partnerships to secure the components needed to manufacture customers’ hardware platforms, work with engineering to revise platform configurations where needed and make other adjustments.

Poly

Veeam Software

CMIT Solutions of Charleston

Judy implemented Partner Journeys whereby partners learn and earn and developed the Poly Pas sp or t Pro gram to drive Par tner Journey par tic ipation through digital badging and product giveaways. She also implemente d an on-boarding process.

Jurisic led teams to execute the least disruptive plan to drive adoption of subscription in the AsiaPacific Japan market. This enabled a significant leap in adoption of subscription, as well as recognizing new partner types related to further capabilities.

CMIT Solutions of Charleston provides IT managed services and cybersecurity consulting to small and midsize businesses. Justis has helped customers transition to cloud solutions and has the company continuing to focus on layered security.

JUNE 2022

VP, Channels, Cloud, Service Provider, Asia-Pacific Japan

President

VP, Enterprise Partner Program

Kadlacek implemented several virtual training sessions for her channel team to assist in solutionselling. She also launched several client promo tions that positioned the Spectrum Enterprise Fiber Internet Access product to support national opportunities for larger bulk deals.

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2022 Women theof Channel POWER 70 SP

Kam Kaila President

IT By Design

In 2021 Kaila launched Communities of Practice to help partners bridge the gap between formal education and practical industry knowledge.

The se group s are all about investing in teams, advancing people, and growing the next layer.

POWER 100

Hanna Kalmer

Puja Kandel

Colleen Kapase

Marcie Kaplan

Tenable

CMIT Solutions of West Omaha

Snowflake

Cyxtera

Kapase has built on the stro n g f o u n dat i o n o f the Snowflake Partner Network to engage with the ecosystem and measure effectiveness. She has launched the Powered-bySnowflake program and the Technology Partner program.

Kaplan launched a global partner program for resellers and MSPs, helped build and launch three programs to support referral and alliance routes to market, and developed a three-pronged approach to activate resellers, MSPs and agents.

Global Channel Marketing Director

Kalmer has made dramatic improvements to Tenable’s global partner communications strategy.

Partner communications now reach many more of the partner base and what is being communicated is representative of what partners need to know.

Principal Owner

Since Kandel is the first CMIT Solutions owner in Nebraska, it has been a challenge and an exciting phase to introduce and grow the company. Her core strengths are strategic planning and the passion to take things to the finish line and provide the best services to customers.

POWER 70 SP

Celine Kaprielian

Partner Success, Program Lead, Partner Training, Enablement

CEO

PKA Technologies

Kaprielian was integral to Partner University, a value-add initiative to help active partners better understand the products they sell. New skills are constantly being uploaded and she has found new ways to connect internal and external training.

Katz has been focused on maintaining channel relationships at a high level and planning for diversi f ication during these unpredictable times to better service existing customers and prospects.

This only comes from listening to customers and learning how to solve their IT needs.

Janice Kennedy

Gina Kennedy-Toney

Sherweb

Director, Channel Sales, U.S. West, Canada, Latin America Mandiant

Kennedy helped drive revenue growth and business alignment. This included expanding partner investment programs and narrowing the focus to a finite number of strategic partners that saw the value in growing their business with Mandiant.

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Felise Katz

JUNE 2022

VP, Marketing

BullsEye Telecom

Kennedy-Toney and her team created a hybrid Partner Journey program to ensure partners were properly welcomed to BullsEye the moment they signed on. They were guided through how to access the knowledge base and were educated on sales recognition, prospect positioning and more.

SVP, Worldwide Partnerships, Alliances

Sr. Director, Global GTM, Strategic Programs

POWER 100

Simmi Kaur

Dangvy Keller

Tricentis

Veeam Software

To ensure that partners are self-sufficient and have all the tools on hand to grow with Tricentis, Kaur introduced various demand generation tools for partners while continuing to invest time in dedicated planning with strategic partners.

2021 proved that having a strong strategy and foundation would allow Veeam to win. This past year Keller ’s team worked to implement the appropriate alliance and distribution strategy and plan to accelerate the overall business and all channel partners.

Kelley focused on enabling partners on all things Wireless WAN and 5G this year and achieved this through the creation of marketing campaigns, assets and funding key programs through select partners and distributors in each of Cradlepoint’s key regions.

Anne Kenyon

Maddy Kepple

Renee Kerns

Director, Global Partner Marketing

Sr. Manager, Partner Marketing OneTrust

Kenyon’s focus in the past year has been on establishing and building programs, processes and assets from the ground up.

She was an integral force in driving success with the channel by delivering strong communications and focusing on marketing contribution.

VP, Americas Alliance, Distribution Sales

Field Sales Manager, Google Cloud for West, North Central DoiT International

Joining DoiT at an early stage, Kepple was a direct contributor to the culture, creating the value proposition and establishing the brand within Google U.S. She has built a network of Googlers and customers who trust her enough to refer her to others.

Krissy Kelley

VP, Partner, Field Marketing Cradlepoint

Worldwide Head of Partner Services Broadcom

Kerns met with over 60 partner companies to discuss their ability to drive services and adoption of Broadcom offerings. She meets with new partners to understand their business requirements and learns if their business applies to her current program.

2022 Women theof Channel POWER 100

Tanya Kerr

Carol Kieffer

Erin King

Kaspersky

AHEAD

Climb Channel Solutions

Kerr increased awareness within the channel that Kaspersky is more than just an endpoint company.

She educated partners on its offerings and demonstrated to partners how to enhance their skills and sell higher-revenue and higher-margin Kaspersky solutions.

In 2021, Kieffer and her team worked on standardizing processes and procedures. This helped her group of project managers become even more laser-focused on customer relationships and satisfaction, while delivering projects on time and within budget.

King has been with the company for over 17 years and today drives growth within Climb Channel Solutions’ top-producing accounts. She has continued to focus on emerging and strategic brands while streamlining processes with reseller partners.

Kathleen Kinka

Cynthia Klocke

B2B Marketing Manager

VP, Marketing

Program Delivery Manager

Kimberly King

Lana King

Hitachi Vantara

Mitel

King consolidated the global channels organization, resulting in greater geographic empowerment and closer collaboration with direct sales. She also forged new partner relationships and drove internal accountability around offering initiatives that drive growth.

King launched a Cloud Go-To-Market program for Americas par tners and continued the evolution of the Global Partner Pro gram. She helped develop the overall program, including requirements and benefits and weekly partner feedback sessions.

Lori Koch

Wendy Koh

Kathryn Koning

Director, Premier Accounts

Comport Consulting

Sr. Manager, Channel Sales, Operations

Kinka specializes in g r o w t h s t ra t e g i e s t o drive top-line revenue and is an advocate of marketing alignment with the business. She has provided marketing support to drive return on investment aligned to Comport’s as-a-service IT consumption models.

Barracuda Networks

Comport Consulting

NetApp

Klocke has built out an inside channel team to provide a deep level of support for partners and advised on how to restructure the partner program. These two areas have been key to partner growth and the success of the company.

K o c h h e l p e d to l e a d C omp or t ’s marke ting transition into the digital world. This year alone the pipeline from digital marketing grew over 66 percent with actual closed revenue contributing over $1 million from digital marketing efforts.

Koh has increased her trusted network of partner executives, captured greater executive mindshare and added to the pool of NetApp-dedicated resources within the partner community. She also created greater partner alignment with NetApp’s priorities.

POWER 70 SP

POWER 100

POWER 70 SP

Susan Kozak

Kendra Krause

Elizabeth Kubycheck

Amy Kowalchyk

Western Regional Channel Director Mimecast

As part of a bigger channel strategy, Kowalchyk has implemented changes to Mimecast ’s go -to market strategy to include objective criteria for partnership—partnering with a few, great partners for mutual benefit, growth and relevancy.

CEO

Director, Digital, Demand Generation Marketing

SVP, Strategic Partners, Alliances

MNJ Technologies

SVP, Global Channels, Sales Operations

Kozak plays a key role in establishing the unique and familial culture at MNJ that ultimately sets her employees up for success.

Through dedication and knowledgeable channel insight, she inspires her employees to exceed the expectations of partners and customers and flourish as individuals.

In 2020, Krause spearheaded a restructuring of Sophos’ partner program, streamlining processes and rules of engagement.

In 2021, she continued building on this revamped offering, adding new visibility for partners to track their status within partner compliance programs.

Sophos

VP, Channel, Alliance, Asia-Pacific

Chief People, Brand Officer

VP, Partner Programs, Training, Enablement

CEO

SurferQuest

Koning has found that c ha n n e l e v e nt s hav e b e en instrumental in introducing the company to new options and a more efficient way of doing business. She will continue to push forward in meeting new partners that will help boost efficiency and revenue in 2022 and beyond.

Kiley Kunkler

ATSG

Channel Finance Business Development Leader

Kubycheck enhanced the approach to driving demand and opportunity into ATSG and partners.

Using an in-depth and broad view that brings together deal registration, sales operations, finance, sales and marketing, ATSG has enabled better channel support and advanced relationships.

Kunkler expanded programs and worked with other areas of the bank to provide comprehensive solutions. By leveraging her network , the company was able to remain agile and bring solutions to vendors and partners adapting in real time to a changing environment.

Wells Fargo

JUNE 2022

55

2022 Women theof Channel POWER 100

Liza Kurtz

Vicki Kwiatkowski

Tracy Lacewell

Erica Lambert

Kailynn Lambert

Loqate

Pax8

Kur t z has focused on ensuring that partner and customer value propositions are ingrained in e ver y thing Ne tenrich does. She delivers compelling content that partners co-brand and defines enablement and promotional programs.

2021 was a year that did not allow for travel and meetings. Sales conferences were again moved to virtual, but the end result was still valuable.

Kwiatkowsk i and her team accomplished hundreds of interactions over Teams and Zoom with key partners.

Lacewell established processes and strategies to provide channel partners with the critical knowledge, guidance,and resources to navigate significant events over the last year. She also built an innovative new program to help partners develop their MSP practice.

Dell Technologies

Davenport Group

Lambert built an organization focused on delivering value in a collaborative approach with partners.

Services are critical to accelerating the time-tovalue of technology and she focuses on complementing partners’ deep capabilities with exceptional services offerings.

Last year Lambert implemented a hybrid marketing strategy, which led to record-setting success. Generating and filling the sales pipeline provided opportunities for Davenport Group to be successful by serving customers.

Michelle Lamoreaux

Media Landry

Dianna Lane

Kaitlyn Langer

MeiLee Langley

Foresite Cybersecurity

Sage Software

Axcient

Lamoreaux is focused on designing, implementing and managing Nutanix partner programs with the goal of increasing partners’ profitability. She provides a high level of customer support around programs and incentives across 7,000-plus partners globally.

Landry developed a channel program, created a national channels team, and streamlined pipeline reporting, metrics and enablement to get to market faster. She also aligned Foresite’s sales team with key partners regionally across the U.S. and created a virtual team for customer and partner support.

L ane leads the sale s organization for the U.S., responsible for Sage’s midmarket offerings. This includes the BMS and X3 portfolios for both sales and presales suppor t.

She also developed a go-to-market plan for new Sage Software offerings.

Langer played an instrumental part in developing and implementing Axcient ’s go-to-market strategy through channel marketing initiatives.

This includes Axcient’s field events program, virtual events program and partner marketing programs such as the Axcient Marketing Portal.

Terryn Larosche

Betsy Larson

Nanette Lazina

Florence Le Goff

Terez Leach

ProActive Solutions

Sharp NEC Display Solutions of America

SAP

Director, Channel, Alliance Marketing

With the news of the Sharp and Sharp NEC Display Solutions joint venture , Larson has focused on building a sales strategy to maximize the strengths of both brands. She is leveraging the best practices of two strong brands to maximize economies of scale.

Lazina increased SAP’s Partner Experience Net Pr o m o t e r S c o r e a n d f o c us e d o n b o o s t i n g partner deal registration, pipeline value and closed revenue. She also oversaw the realignment of partner funding to increase return on investment and accountability.

Comcast Business and Masergy

Keepit

ProActive continues to expand into new vendor a re a s a n d s o l u t i o n s .

Larosche on-boarded multiple new vendors, optimized certifications companywide and completed personal certifications to maintain thought leadership in the channel.

Le Goff enabled channel initiatives through expanded investment in TSD/agents for training, awareness and marketing.

She also introduced a new social branding offering called partner spotlights and chronicles.

Director, Channel, Solutions Marketing Netenrich

Global Sr. Channel Sales Program Manager Nutanix

Director, Strategic Partnerships

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JUNE 2022

VP, Global Channel Strategy

VP, Global Sales

SVP, Sales

VP, Sales

Director, U.S. Partner

VP, Midmarket Channels

SVP, Global Channel, Alliances, OEM Services

Sr. Marketing Manager

Director, Marketing, Sales Operations

Sr. Director, Global Channel Marketing LiveVox

Langley joined LiveVox in 2021 to build its global partner program and channel marketing division. Her go-to-market channel strategy and demandgeneration-focused partner marketing approach is earning LiveVox channel recognition.

Channel, Field Marketing, Americas

Leach established the channel and field marketing strategy for Keepit’s U.S. market entry, localizing global campaigns for North America while driving regional efforts to grow brand presence, expand partner co-marketing capabilities and drive demand.

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2022 Women theof Channel POWER 100

Leigh Lebow

Claudia Lee

Ivanti

Nutanix

Lebow suppor ted the integration of acquired c o m p a n i e s a n d th e i r partner programs, portals and partners into the Ivanti partner program to drive the transition of systems and content and to allow partners to expand opportunities and access a larger portfolio.

Lee brought new talent into the organization and continued to drive creativity and value in how Nutanix engages with partners. She also helped bring new partnership solutions to market with Citrix, HPE, Lenovo and Red Hat.

Sr. Director, Partner Marketing

VP, Partner Marketing

Natascha Lee

Sr. Director, Global Partner Marketing Cloudera

Lee has led multiple teams to deliver 50 percent to 150 percent year-to-year increase s in re venue impact. She is now collaborating cross-functionally to completely overhaul Cloudera’s approach to focus on priority partners and to reach new partners.

Susan Leveritt

Sr. Director, Partner Strategy and Growth, Master Agent Channel, North America Avaya

Justine Lewis

VP, Worldwide Regional, Channel Marketing Sophos

The tremendous growth in cloud s ale s Avaya saw this past year in the channel is a direct result of Leveritt listening to partners and delivering a resonating message around the company ’s OneCloud strategy.

L e wis has supp or te d channel partners in maximizing their business and protecting their customers, worked alongside MSPs and grown Sophos’ channel business through the regional marketing team. She also influenced Sophos’ overall marketing and channel strategy.

Mariane Louvet

Shervita Love

POWER 100

Catherine Liden

Director, Worldwide Channel Business, Sales Operations

Tracy Little

Field, Channel Marketing Manager, Americas

Leslie Lorenco

Global Channel Sales Director

Nutanix

Dropbox

Puppet

Liden and her team have worked hard to transform Nutanix ’s channel operation processes and metrics, resulting in easier-to-understand data-driven insight for i t s sale s teams . This transformation has eliminated numerous manual processes.

Little provided top-of-funnel pipeline generation for strategic partners via virtual and in-person events, webinars and campaigns.

She also drove custom co-marketing campaigns with high-value strategic partners, which helps to increase engagement and return on investment.

L orenc o create d and implemented a new competency-based partner program, rebuilt the EMEA and Asia-Pacific channel teams, vetted and selected a new partner relationship management system, and launched companywide channel rules of engagement.

Director, Sales, Canada Pax8

In 2021, Louvet led Pax8’s Canadian market expansion, an impressive accomplishment during a pandemic. The pandemic forced her to build strategic relationships vir tually, but she was able to establish Pax8 as a serious player in the Canadian channel.

POWER 70 SP

Donna Lowe

Amy Luby

Aruba, a Hewlett Packard Enterprise company

Acronis

Sr. Director, GM, SMB Sales

As the pandemic continued to impact how everyone works and lives, Lowe focused on helping partners build new ways to engage with customers and deliver solutions to enable hybrid work and learning. This allowed her to help her team finish 2021 at 104 percent of target quota.

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JUNE 2022

Chief Channel Evangelist

Luby’s team developed an MSP community outreach schedule, including live and virtual events, podcasts and interviews that evangelize cybersecurity and growth strategies for the channel. She launched Modern MSP, pairing providers with business experts to solve business or security problems.

Mayra Luis-Castillo

VP, Global Cloud Partners, Diamond SPs

Daniella Lundsberg-Steele

Sr. Partner Marketing Manager VMware

Love worked closely with a distribution partner to develop innovative marketing plans that drove double-digit growth in the commercial market. As a result, VMware received a partnership award for outstanding growth.

POWER 70 SP

Bonnie Luton

VP, Business Alliances

VP, Marketing

Commvault

Computacenter TeraMach

American Digital

Luis-Castillo manages par tnerships with top public cloud partners and deep partnerships with strategic global providers of end-to-end software and cloud technology solutions, influencing over $1 trillion in ecosystem revenue.

O v e r t h e p a s t y e a r, Lundsberg-Steele worked closely with her peers at HPE and Aruba to ensure that teams were aligned and was able to gain additional market share within target geographies while serving the existing customer base.

Luton’s focus was on tiering up within the company ’s vendor partner programs to qualify for additional incentive benefits but also to help win at the field level while investing in cloud vendor programs to help create more structure around that practice.

2022 Women theof Channel

Eleonora Lyapina

Director, Global Partner Marketing, Operations

Jennifer Lynch

Head of Distribution, U.S. Channels

Netwrix

Logitech

Ly a p i n a s t r e a m l i n e d Netwrix channel infrastructure to integrate 300 channel partners from five acquired entities. She also implemented an ongoing partner training program with monthly webinars to enable partners on eight acquired products.

When Ly nch jo ine d Logitech, she spent time engaging with key partner stakeholders in several one -on-one sessions .

Their feedback was incorporated as part of the new distribution go-to-market strategy that was rolled out at the beginning of the year.

Dr. Vivian Lyon CIO

Melissa Lyons

Karyn MacKie

Plaza Dynamics

Sr. Director, Channels, Americas

Director, Worldwide Partner Programs

Lyon has focused on developing, mentoring, nurturing and encouraging women to join the cybersecurity field. Diversifying the cyber workforce and aligning the right talent to the right role could increase the channel business necessary for the launch of innovative products and approaches.

Scality

Cohesity

2021 was all about executing on the plans and go-to-market strategies Lyons had established with her partners in the previous year, following the launch of Scality’s new partner program. She was able to put her sales, marketing and enablement plans into action.

MacKie expanded the partner program to align with ser vice providers and global systems integrator go-to-market models and created a program enhancement to authorize partners to deliver Cohesity-focused installation and implementation services.

Abigail Maines

Lisa Majdi

POWER 100

Mary Leigh Mackie

Toni Maderis

Leslie Maher

AvePoint

LiveAction

Hewlett Packard Enterprise

Last year, Mackie helped launch AvePoint ’s first global partner program, revamped the website, developed par tnercentric resources to drive sales enablement, grew the product marketing o rga n i z at i o n wi th a n emphasis on the channel, and helped develop the partner portal.

Maderis took over LiveAction’s West territory and strategically nurtured and grew key relationships with top resellers in the channel. This resulted in immediate new opportunities and leads. She signed eight major new authorized channel partners in 2021 and did it with very limited resources.

Growing the partner-led consumption business with HPE GreenLake is a priority for Maher. She increased the overall business and number of partners transacting and drove simplicity with the launch of a new partner pricing program to provide competitive pricing with low/no touch from HPE.

CMO

Partner Alliance Manger, West

VP, Channels, Ecosystem

VP, Commercial, Channel Sales, North America Cybereason

Executive Director, Marketing Cox Business

C y b e r e a s o n ’s N o r t h American channel was completely rebuilt in 2021 in terms of key talent, program design and partner experience. Maines played a key role in reinventing Cybereason and the security products it makes available to partners.

Cox Business has continued its upward trajectory in the channel. Majdi has worked to set into action the growth strategy and subsequent marketing plans to create awareness of Cox Business moving from a connectivity provider to a technology company with national solutions.

Erin Malone

Doreen Marchetti

Jessica Maria

Sophos

Global Knowledge, A Skillsoft Company

Mitel

POWER 100

Sophy Malik

Sr. Channel Partner Director, Asia-Pacific

Leigh Malizia-Carlson Sr. National Channel Sales Manager

Skillsoft

ExtraHop

Malik set up a business p ro c e s s f o r p a r tn e r s covering recruitment , sele c tion and conf irmat i o n , o n- b o a rd i n g , marketing and selling, customer implementation, partner review, and enablement.

With the pandemic, Malizia-Carlson had to identify new ways to create and maintain relationships and stay top of mind while not being able to meet face-to-face. She found new avenues of engagement and came up with fun alternatives to in-person meetings.

SVP, Americas Sales

In 2021, Malone directed more resources into Sophos’ channel business, including the hiring of dozens of new account managers and sales engineers. These positions were directed at the teams that s e r v i c e S o p h o s ’ SMB channel and MSP partners.

VP, Alliance, Channel Sales

Ma rc h e tt i n e g o t iate d the flagship subscription offering to be sold through partners, navigated the first cross-company integrated offering fulfilled by channel partners, and collaborated with EMEA and Asia-Pacific to explore new channel models.

Group Director, Americas Partner Marketing

Maria joined Mitel in 2021 and is now in a partnerfacing channel role, leading partner marketing for North America and Latin America. She delivered several new channel incentive programs and guided partner messaging through major strategic channel pivots.

JUNE 2022

59

2022 Women theof Channel

Kavita May

SVP, Planning, Operations Global Technology Distribution Council

Sr. Director, Device Partner Go-To-Market

Camille Mazo

Sr. Director, Worldwide Field Strategy, Operations

Microsoft

Microsoft

May helped create the GTDC Vendor Advisory Council, enabling better community interaction a n d p ro v i d i n g GT D C greater insight, advice and guidance. The council’s conversations cover distribution topics affecting member businesses, partners and end customers.

Mayer assessed the most impactful ways to drive investments with partners and restructured pro grams to simpli f y par tner engagement and streamline growth engines. These changes have supported partners in their pre-sales, pilot and deployment work.

Mazo helps internal field teams engage with the channel. Her team has b e e n d ri v i n g c ha n g e management globally and provides content and training to help partners.

As a result, 80 percent of partners have stated they’re prepared to transact better with Microsoft.

Rebekah McAdams

Morgan McAlpine

Oanh McClure

Director, Global Field, Channel Marketing

Lead Business Development Representative

Director, Channels, Alliances

Kathy Mazza

Sonya Mazzaferro

8x8

Veeam Software

Mazza and her team continue to deliver growth for the master agent channel with innovative programs. She and her team on-boarded four new master agents and supported two U.S.-based master agents’ expansion into EMEA and Australia and New Zealand.

Since joining Veeam in April 2021, Mazzaferro and her team have led go-to-market strategies and plans with channel partners and alliances across every province in Canada and across all routes to market, driving double-digit growth and market-share acquisition.

Hope McCluskey

Katie McCroskey

VP, Strategic Channels

Zscaler

ESET

Delinea

McCluskey managed the launch of ESET ’s new global par tner por tal, where she and her team on-boarded 1,500 partners and recruited over 350 new channel companies.

She also led the release of new resources, videos and tools to support partners.

O v e r t h e p a s t y e a r, McCroskey has enabled hundreds of channel partners through e-learning, on-site custom training and thought leadership presentations. She meets with partners and their customers to educate on privileged access management best practices.

Christine McElduff

WatchGuard Technologies

McAdams worked with the channel sales team to access the needs of focus partners and created a partner marketing program that included campaigns and events “in a box” by top-, middle-, and bottom-of-the-funnel prospects.

Mc A l p i n e ’s b i g g e s t accomplishment has been quickly and successfully on-boarding the business development team. The team consists of herself and two others, and within its first quarter the team generated almost $1 million in pipeline.

With McClure leading the way, three of the nation’s largest VARs saw Zscaler’s partnership move from top 50 alliance vendors to top 10 in under 18 months, with triple-digit re venue grow th. This resulted in each of her alliance managers exceeding their quota.

Jenn McDonald

Peri McDonald

Juliette McDonough

Jessica McDowell

Cato Networks

TD Synnex

McDonough develops and enables partners to sell Cato’s SASE offering. She has personally initiated the partner relationships in the Western region of the U.S., which has impacted positive pipeline growth for the company.

McDowell led a team that continued to set the bar in the distribution channel for executing on strategic business plans tied not only to vendor-specific initiatives but also to industry and market trends. Her creative launch plans have set the standard for new vendor on-boarding into distribution.

VP, Customer, Partner Marketing

Fortinet

Talkdesk

McDonald focused on building strong sale s and marketing alignment and driving efficiencies across partner types. This alignment has impacted how the company works together internally and h ow i t e n ga g e s wi th partners.

In 2021, the Talkdesk partner ecosystem grew dramatically, as did the business. For McDonald, building and nurturing an ecosystem of diverse partners is paramount to the next phase of growth and she has nearly doubled the ecosystem year over year.

JUNE 2022

Channel Chief, Canada

Director, Partner Marketing, Events

Illumio

Sr. Director, Partner Marketing

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Maria Agnes Mayer

Inside Channel Manager

VP, Business Development

Director, Knowledge Management, Partner Training

Sr. Director, Americas Channels Palo Alto Networks

A key accomplishment for McElduff was setting the vision and developing a strategy around partner business plan creation, execution and measurement and ensuring that the channel team is aligning with the segmented teams.

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Jabra Fosters Women’s Progress, Strengthens Channel Business Q. What are you most proud of during your time at Jabra and how does the Power 100 recognition highlight this success?

A. From transforming our product portfolio, navigating a global pandemic and mak-

ing significant strides to advance women in our workforce, I am incredibly proud of the progress we have made. Within three years, I went from the vice president of distribution to president and general manager of North America. It’s a position with great responsibility that I have been honored to take on. Notably, the pandemic interrupted many businesses’ cultures and operations. While it was a challenging time, leading Jabra through it from a business standpoint while also keeping our employees at the center, supporting them personally and professionally, was gratifying.

Q. How does Jabra value women’s progress, both internally and in the channel?

A. Empowering women in Jabra’s workforce is a key focus for Jabra and GN Group.

We have established aggressive goals to advance gender diversity across our global management teams. To help push these goals forward, I partnered with a colleague to launch the GN Women’s Network, a global, employee-led group dedicated to supporting women in our company and beyond. Through mentoring, training and events, the group gives members opportunities to impact change across the organization.

While there is still work to be done, I am proud the network has been a successful catalyst for expanding and advancing women throughout the company.

Q. What changes have you made while in your position that strengthened Jabra’s position in the market?

A. During the last 2.5 years, many technology companies have struggled to maintain

stock on hand due to various supply issues. We made the decision to be transparent with our customers and partners regarding our ability to fulfill their technology needs.

By doing so, we maintained the loyalty of our channel partners and grew our market share.

Q. Can you tell us about any other exciting developments in the Jabra pipeline?

A. I am a strong proponent of alliances and building an ecosystem of solutions around

Jabra products. I’m excited about our longstanding partnership with Microsoft, which is always deepening and a major source of innovation. With constantly evolving features that empower people to be productive wherever and however they work, we are being aggressive to deliver what modern workers and consumers need and our goal is to capture market share in a significant way.

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Kelly Nagel

President/General Manager, North America

”

Jabra is laser focused on delivering products for the new normal.

With constantly evolving features that empower people to be productive wherever and however they work, we are being aggressive to deliver what modern workers and consumers need.

”

2022 Women theof Channel POWER 100

POWER 100

Louise McEvoy

Crystal McFerran

Trend Micro

The 20 MSP Group

Head of Global Partner Strategy, Programs, Marketing

McEvoy is responsible for the company’s U.S. channel sales and developing the channel cloud strategy as the modern approach to the channel business.

She is now transforming the channel business to be modern and cloud-first via marketplaces.

McFerran played a key strategic leadership role in helping achieve growth objectives for The 20. She developed strategies for member acquisition and engagement, enhanced The 20’s brand equity and furthered its reputation as an innovative, p a r t n e r- c e n t r i c M S P consortium.

Broadcom Software

Telos

McGregor Falko is responsible for leading and building the global partner program, marketing and non-technical enablement strategies across all partner routes to market for the six software divisions, including Symantec, Agile Operations and Mainframe divisions.

McKeon Cooper designed and launched the Telos CyberProtect Par tner Program. She also established a strategic go-to-market plan to recruit key security resellers, referral, implementation and distribution partners to expand the Telos footprint.

McLaren continues to drive a partner-first approach, leading the ongoing expansion of processes and applications that support the goal of making WatchGuard the easiest to work with for the channel.

This includes managing supply chain challenges, ensuring there’s always a solution available.

VP, U.S. Channels

CMO

Director, Channel Sales

Shari McLaren SVP, Operations

WatchGuard Technologies

Ashlyn McLean

Lisa McLin

Kaye McMillan

Alexandra McWethy

eSentire

Unisys

TD Synnex

WatchGuard Technologies

Since joining eSentire, McLean has published a global channel strategy anchored around identifying, acquiring and enabling partners that are powering market expansion. She also launched a new routeto-market program to streamline partner acquisition and enablement.

With McLin’s leadership, the Global Partnership Organization exceeded operating targets by more than 115 percent due to global channel execution with a focus on global partner enablement, sales e na b l e m e nt , c ha n n e l social media brand and on-boarding new partners.

McMillan’s focus is to continue to drive strategic transformation activities for more productive and efficient support models for partners. As part of the merger integration team, her focus is on ensuring a successful integration of the two companies.

McWethy’s team is responsible for creating demand for prospective end users.

With the addition of the Business Development R epre sentati ve team, there are now processes that enable the company to directly pass new enduser oppor tunities to partners.

Tracey Mead

Shavonn Mealing VP, Channel Sales

Dolly Menashe

Jamie Mendez

Gina Merjanian

VP, Global Alliances CyberRes, a Micro Focus line of business

Netsurion

Pegasystems

Intel

Mendez launched the redesign of the Pega Partner Program, including transforming the partner market development and investment model to be a fit for the investment proposal model. This provides more opportunities for partners to identify and pursue areas for growth.

Merjanian provided technical and sales support to over 8 50 par tners across OEMs, ISVs, small and midsize businesses, enterprise and cloud service providers. She partnered with them to help grow their business amid COVID-19 and the increased demand on digital compute needs.

CMO

Corsica Technologies

In McLarney ’s first year with Corsica, she focused on building her team and developing the processes, workflows and systems to support a high-performing team that produces sales and marketing deliverables efficiently and with a focus on impact to drive revenue.

Mead spent the year building and developing a high-performing alliances team from the ground up and growing revenue 39 percent year over year with alliances partners.

She also launched two new platforms with two unique global alliances.

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Sandra McKeon Cooper

POWER 70 SP

POWER 70 SP

Heather McLarney

Laura McGregor Falko

JUNE 2022

VP, Global Partner Experience

Mealing collaborated with partners to achieve yearover-year revenue growth by growing existing accounts, winning new customers and driving positive customer experiences. She has focused on better enabling the sales, technical and marketing team across key channel partners.

Global VP, Channels, Alliances

Director, Partner Success Programs Indico Data Solutions

Menashe launched Indico’s partner portal and newsletter, as well as a series of webinars to provide partners with company and solution updates and improved access to business resources. These assets provide an essential foundation for all partners.

VP, Sales Development Group

VP

Director, Demand Generation Programs

GM, U.S. Inside Sales

2022 Women theof Channel POWER 100

Debra Merritt

Commercial Channel Marketing Manager Epson America

Merritt suppor ted the deployment of a hybrid approach to ac ti vate sales for par tners via virtual open houses and sales enablement tools that deliver value. She is continuing to manage field marketing staff that provide customized engagement activities.

Kelly Meyers

Denise Millard

Gradient MSP

Dell Technologies

Meyers drives all aspects of Gradient MSP’s digital marketing, public relations and communications strategies. She also oversees product-led growth campaigns and demand generation programs by working with her team to develop meaningful content.

Millard introduced GA Partner Advisory Boards to influence the product road map and ensure that Dell maintains a constant pulse on the market. She also invested in the company’s Industries team to help them deliver offerings in the retail and edge segments.

VP, Marketing

SVP, Global Alliances

VP, Channel, Indirect Operations 8x8

Miller leads the critical program and operations functions for 8x8’s channel. She works with internal and e x ternal teams to design and support tools, processes and resources to power more than 200 percent growth in wholesale, agent and alliance partners.

Jeanne Miller President

Ener Systems

Miller was able to use her channel connections to keep customers supplied with the technology they needed quickly when supply chains were being squeezed. Miller earned certification as a Women’s Business Enterprise through WBENC.

POWER 100

POWER 70 SP

May Mitchell

Maryam Mohammadi

Diane Mitchell

Laurie Mitchell

Pure Storage

Bluum (formerly Trox)

Wasabi Technologies

Minkiewicz helped revamp the global partner program to address expanding partner routes to market. She also led an initiative to build a routeto-market council that ensures channel inclusion and alignment with cross-functional teams.

As the company went through a major merger in April 2020, Mitchell created the communication strategy, worked to integrate cultures and locations, eliminated duplicative efforts, processes and costs, and developed a plan to introduce the new entity to the market.

Mitchell’s key channel accomplishments for past year included the significant growth of Wasabi’s channe l, which gre w from approximately 3,900 channels to over 10,000 in 2021 with over 90 percent of them actively selling storage.

VP, Marketing, Communications

April Miller

POWER 100

Megan Minkiewicz Director, Global Partner Programs

POWER 70 SP

VP, Partner, International Marketing

SVP, Global Marketing iboss

Mitchell provided best practices in how to create a partner-friendly program with associated enablement materials to drive joint demand. Having direct contact and established relationships with key partners helped drive effective business planning and joint demand generation programs.

VP, Project Management, Operations IT Management

2021 was a difficult year, filled with challenges and unknowns, but with Mohammadi’s direction the company was able to maintain and strengthen relationships with manufacturer partners to serve customers.

POWER 70 SP

Sukhmani Mohta Head of Marketing, Enablement Samsung

Mohta launched multiple channel programs to drive business for Samsung as well as the company ’s partners. She led channel events, webinars, marketing campaigns and provided MDF in creative ways to help channel partners drive demand.

Daphne Monroe

Director, Partner Marketing

Megan Moore

Kimberly Moran-Blad

PKWare

Director, Strategic Programs, Partner Alliances

Head of Field, Channel Marketing

Monroe is the director of partner marketing for PKWare, where she is instrumental in furthering the growth of the channel network. Her advocacy for the channel is at the heart of everything she does and guides her daily d e c is i o n-ma k i n g a n d execution.

Sterling Computers

DDN

Moore has built strong relationships with top industry manufacturers and distribution companies to help bring the best solutions to customers.

Among the channel team’s responsibilites are events, sales enablement, technical certifications and MDF.

With the recent expansion of AI, machine learning and natural language processing, the need for scaling storage capacity is rapidly increasing. MoranBlad is now able to look at the trending data in the market and put together a fresh, defined channel strategy.

Jeri Morgan CEO

Code Blue Computing

Code Blue Computing increased its revenue by 28 percent in 2021.

Morgan kept her focus on the company ’s key verticals, customers and employees. That clarity helped drive her own personal success as well as that of her team.

JUNE 2022

63

2022 Women theof Channel POWER 100

Karen Moriarty

Sr. Product Manager, Converged Data Center

Anne Morrison

Director, Cyber Resilience Sales Webroot + Carbonite, An OpenText Company

Connection

CMIT Solutions of Capitol HIll

Sarah Morgan

Morgan’s efforts leading the MSP team resulted in massive growth within the partner base. This included creating a strategic partnership for an MDR offering designed for MSPs. This project has provided MSPs with vital security offerings.

Moriarty believes that in business environments, it is critical that strong and trusting relationships are built with internal and external customers. In 2021 she achieved her goal of being promoted to a senior role at Connection and ended the year exceeding her quarterly goals.

President

Morrision established CMIT Solutions of Capitol Hill in 2018. She also participated in authoring a book on cybersecurity using plain language in her chapter to provide a guide available to the public on what to do in the event of a cyberattack.

Macey Morrison

Sr. Director, Global Partner Go-to-Market, Programs, Experience BlackBerry

Morrison built a clear go-to-market plan spanning routes to market , aligning BlackBerr y cross-functional teams to accelerate delivery of partner program enhancements, ease of doing business and partner profitability.

POWER 70 SP

Sue Moynahan

Director, Worldwide Partner Marketing, Infrastructure

64

Harvinder Mudahar Director, International Business

Citrix Systems

Technologent

Moynahan drove changes in the partner Strategic Development Fund program that will result in clear measurement of its contribution to channel pipeline. She implemented a cross-functional global initiative for clearer return on investment.

Mu da ha r e st a b l ish e d relationships with new channel partners in India.

Wi t h h e r l e a d e r sh i p , Technologent on-boarded with Oracle and moved to a higher-tier partnership with Dell. As a result , channel sales grew more than 100 percent in India.

Joyce Mullen President, CEO

Insight Enterprises

With Mullen’s guidance, Insight works to be customers’ preferred partner, one they can rely on to architec t , implement , secure and manage their digital journey. In 2021, Insight grew to a $9.2 billion company with 26 percent year-over-year global net sales.

Tamara Mostoegl Director, Partner Enablement Tricentis

Mostoegl developed a broad Partner Enablement Program for Tricentis that allows the company to ensure consistent, efficient and fast partner on-boarding. The program now supports the sustainable growth of the partner ecosystem.

POWER 70 SP

Jasmina Muller

Wendy Munnell

Everbridge

WrightCore, a Convergeone Company

VP, Global Channel Partnerships

Since starting at Everbridge two years ago, Muller has built a novel channel program and organization, including an enablement program, on-boarding, recruiting, and marketing plans and incentives. She has also built a partner-centric team.

Director, Marketing, Strategic Partnerships

Through building strong channel alliances with distributors and manufacturers, Munnell has helped WrightCore achieve yearover-year growth. Her contributions have built a strong portfolio of providers and offerings.

POWER 100

POWER 70 SP

Shannon Murphy

Ally Murtlow

Director, National Channel Sales

Melissa Nacerino

Kelly Nagel

Rika Nakazara

Chief Marketer Zomentum

Murphy is new to the channel and has focused on reaching out and making new connections and leveraging the knowledge of sales and marketing experts. She developed a robust webinar series to empower par tners.

Delivering actionable and interesting content is her mission.

Dialpad

Netskope

Jabra

NTT

After showing year-overyear growth and success in her first role at Dialpad, Murtlow was given the opportunity to build out the first national channel team responsible for master agent and national service provider relationships.

Nacerino brought impactful par tner marketing campaigns to market , introduced a new partner experience program, created a partner sales guide series, enhanced through-partner social amplification and improved the partner contact database.

For Nagel, 2021 was about maintaining bilateral communications with channel partners. She executed more webinars than in previous years, participated in notable panel discussions and furthered the ecosystem’s knowledge of hybrid working models.

Nakazara established a new service of agile innovation to power the adoption of emerging technologies (Private 5G, IoT, etc.). This integrates the value of channel partnerships with the discovery and design for pilots, which leads to scalable deployment of innovative technologies.

JUNE 2022

Head of Global Channels, Alliances Marketing

President, GM, North America

Group VP, New Ventures, Innovation

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How To

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As Cloud Adoption Swells, Sysdig Takes Channel-First Approach To Security Q. Why are so many companies moving to the cloud and what advice do you have for them?

A. Companies are moving because they know agile organizations will out-innovate

slower competitors. Cloud-native environments cultivate rapid delivery of software and rapid iteration on already-released software, including fixing bugs, security problems, improving functionality or performance, etc.

We could write a book on best practices, a few being: 1. Take a developer-centric/ friendly approach to tools, processes and workflows. 2. Introduce automation to save time and improve quality, but make sure you’re picking a solution that has sensible remediation flows associated, preferably with context-enriched suggestions to help you prioritize vulnerabilities. 3. Shift left and shield right. Shift left means checking everything early and often. The sooner you find a bug or vulnerability, the easier it is to repair it. But shift left is not enough. Teams must shield their environments in runtime with protective controls and a comprehensive detection and response strategy.

Q.What is Sysdig and how is the Sysdig approach to cloud and container security different?

A. Sysdig is driving the standard for unified cloud and container security so DevOps

and security teams can confidently secure containers, Kubernetes and cloud services.

Built on open-source Falco threat detection (which Sysdig created and donated to the CNCF), Sysdig gives real-time visibility to risk across containers and multiple clouds, eliminating security blind spots. Sysdig uses context to prioritize security alerts so teams can focus on high-impact security events and improve efficiency. By understanding the entire source to runtime flow and suggesting guided remediation, Sysdig shortens time to resolution. With the Sysdig platform, teams can find and prioritize software vulnerabilities, detect and respond to threats and anomalies, and manage cloud configurations, permissions and compliance.

Q. Earlier this year, Sysdig announced its global channel-first approach, what does that mean?

A. We put a stake in the ground, stating sales outside of the Global 500 will transact through partners. We really want to meet customers where they want to transact.

To facilitate our commitment to our partners, we are investing in our channel partners, including CDW, Trace3, Optiv, ePlus, EVOTEK, GuidePoint Security, Presidio, Sorint.lab and SVA. We made investments in our partner training and incentives, along with increasing go-to-market funding and support. This channel-first approach gives partners the tools needed to bring Sysdig cloud and container security to their customers.

Keith Joseph

Vice President Worldwide Channels and Corporate Sales

”

The cloud learning curve is steep and channel teams have a tremendous opportunity to help their clients select, implement and operate security tools. By providing cloud security built on open standards, Sysdig enables channel partners to deliver a fully integrated security stack for clients.

”

Learn about Sysdig’s partner program at https://sysdig.com/partners

TCC_03897_Sysdig_CRN_Feb2022_HowTo.indd 1

5/24/22 3:25 PM

2022 Women theof Channel

Susan Nash

SVP, Strategic Corporate Partnerships, Dell Business Leader VMware

Nash built business plans for all the hyperscalers and built a growing business with three of VMware’s global systems integrators—Accenture, Deloitte and DXC—which have taken off with growth for VMware in multiple customer opportunities.

Natasha Nassiroghli

Emily Natoli

Nidhi Nayyar Tassone

Unitrends, a Kaseya Company

Liongard

Acer

In May 2021, Natoli launched Liongard Academy, the company’s online resource center.

Liongard Academy now has over 1,700 learners and over 400 Liongard Cer tified Professional certificates have been awarded.

Under Nayyar Tassone’s direction, Acer commercial marketing led the way with all partners as the team pivoted to virtual engagements with resellers and end customers. She also launched specific programs to grow the business in diverse segments.

Director, Channel Sales

Nassiroghli has won the title of “Channel Manager of the Year ” two years in a row with Unitrends and has turned a nonproducing territory into the company ’s best region yet. She also won the “Top Dog” award for multiple quarters by crushing her quota.

Director, Corporate, Partner Education

Sr. Manager, Commercial Marketing

Cheryl Neal

VP, New Vendor Acquisition TD Synnex

Neal and her team have been a driving force in adding over 120 new strategic next-generation technology vendors to the TD Synnex North America line card this past year.

They have supported partners and new vendors with program development and channel assistance.

POWER 100

Christina Neble

Cheryl Nelan

Cathleen Nelson

Mirantis

CMIT Solutions of Monroe

JFrog

Director, Partner Development

Over the past year, Nelson led JFrog’s global routeto-market strategy via partnerships with AWS, Google Cloud Platform and Micro so ft A zure.

This included developing indirect sales motions, enabling cloud marketplaces and building joint go-to-market programs.

Over the past 12 months at Arctic Wolf, Nemode has led a team that doubled deal registrations and channel-sourc e d revenue and continued to develop and enhance go-to-market models that allow partners to generate additional revenue.

Sr. Director, Channels, Strategic Partnerships

This past year, Neble worked with nearly 100 Mirantis channel partners, meeting with each p a r tn e r to d i s c u s s a stronger go-to-market strategy and streamlined processes like partner c ontrac ting and deal registration.

As customers got back to business, Nelan led her team to achieve unprecedented growth. CMIT Solutions of Monroe grew its business over 30 percent this past year. Nelan led the sales and marketing efforts as well as building relationships and sales with customers.

Director, Alliances

Katie Nemode Arctic Wolf

Lisa Niekamp-Urwin

Aletha Noonan

Proofpoint

Nutanix

Tomorrow’s Technology Today

CDW

Newell led a team to deliver scalable marketing programs to the channel sales organization, partnering with internal stake holders and outside agencies.

She project-managed statements of work and improved existing marketing deliverables.

Newnam had the opportunity to train and realign the team for maximum partner coverage and efficiency and also pulled Americas ver tical and re gional channel functions into one organization. These changes have allowed the team to have a greater impact on partners.

JUNE 2022

TD Synnex

Nethercoat was promoted to lead the Americas Advanced Solutions division, which brings cloud, data center, data life cycle, networking and communications, and security under one umbrella. Her team is now focused on enabling the channel ecosystem to deliver transformational outcomes.

Terra Norine

Sr. Director, Americas Channel Marketing

Networking has been invaluable to NiekampUrwin, and the business, especially over the past two years. She has built great relationships with many of her channel partners who trust her to do right by them.

SVP, Advanced Solutions

POWER 70 SP

Karen Newnam

President, CEO

Stacy Nethercoat

POWER 70 SP

Sr. Manager, Channel Marketing

Ashley Newell

66

President

SVP, Product, Partner Management

Noonan launched the CDW Partner Advisory Board, representing more than 70 percent of CDW’s channel par tner revenue. She also introduced a series of new Partner Connections to elevate virtual connections and engagement.

SVP, Sales

Bluum (formerly Trox)

Norine ’s accomplishments include managing the implementation of the company’s new CRM and sales portal, developing a sales training program, creating the Client Engagement team, and nurturing vendor relationships. She has also enhanced processes in different departments.

2022 Women theof Channel POWER 100

Stephanie Novak

Connie Noyes

Rosalva Nunez

Tina O’Dell

CyberArk

Red Hat

IBM

Juniper Networks

Novak restructured the Partner Agreement, moving from a “resell” partner contract to an agreement that supports all engagement models. This delivers a simpler agreement that governs the relationship.

She also developed the new refer/influence offering for partners.

Noyes led the global distribution focus in several key areas, exceeding distribution growth objectives and strategic initiatives.

C ommerc ial se gment growth, partner renewal rates and partner activation for hybrid cloud all contributed to significant growth via distributors.

Nunez launched the IBM Sales Partner Advocacy program in which IBM sellers advocate for partner solutions and services as well as the IBM Partner Consulting Partner program in which partner contribution related to consultative client engagements is recognized.

O ’Dell identi fies new opportunities that provide tremendous benefits to Juniper and customers.

She has rolled out a global c ha n n e l e n ga g e m e nt campaign, meeting Juniper partners where they are, and supported the expansion of community-building programs.

SolCyber was launched in July 2021, and it was Oh’s role to build and develop the brand and positioning as a modern MSSP catering to the midmarket from scratch. An integral part of this was developing relationships with key technology partners, as they are the building blocks for the platform.

Rima Olinger

Janet Oliver

Jessica Olson

Jean O’Neill

Kristina Onyon

Director, Global Partner Programs

Director, North America Partners Amazon Web Services

Olinger provided partners with a sandbox environment to test solutions on behalf of their customers and delivered customized migration funding programs for VMware Cloud on AWS partners. She also expanded the product portfolio offering between AWS and VMware.

Director, Distributors, Channel Partners

Sales Director, Channel AT&T

Oliver manages solution providers who sell to and service customers through outbound calls and face-to-face business sales. She has helped them identify and solve business challenges for end-user customers by providing solutions across AT&T’s portfolio of products and services.

POWER 100

Susan O’Sullivan

Heather Pacan

VP, U.S. Sales

VP, Americas, Sales Support

Ingram Micro

Paessler AG

In 2021 O’Sullivan focused a lot of energy on the experience of Ingram Micro’s associates and partners. She invested in the sales organization, upskilling with specialized training both in process and content, to deliver a better experience across the board.

Pacan led the team that developed a new phone su p p o r t p r o g ra m f o r Paessler’s customers with large-scale, enterprise licenses , allowing for more complex live support for channel partners.

She also launched a new implementation certification program for partners.

VP, Ecosystem Global Programs, Strategy

Sr. Manager, Global Alliances, MSSP Marketing

Director, Global Channel Marketing

CMO

SolCyber

Appgate

Sr. Director, Global Partner Marketing

Over the past year, Olson has driven Tenable’s marketing strategy for global alliances and MSSPs, across all partner tiers.

This included one-on-one go-to-market support for strategic global systems integrators and strategic alliance partners.

Under O’Neill, Appgate’s We st channe l clo se d partner-led opportunities at the rate of over 60 percent. O’Neill expanded and ignited activity, relationships and revenue within the West Coast territory and merged multiple and diverse channel programs.

Onyon joined Synk in December 2021, tasked wi t h l e a d i n g p a r tn e r marketing and support to build out Snyk’s partner community. She has grown strategic partner marketing and played a partner leadership role throughout her career.

POWER 100

POWER 70 SP

POWER 100

Laura Padilla

Maryann Pagano

Tracy-Ann Palmer

Tenable

Head of Global Partner, Platform Sales, BD Zoom Video Communications

Padilla rolled out a pilot program for Zoom Phone BYOC resellers and a complementary program for partners to provide transpor t for the service. She also launched a Zoom Phone Certified Integrator Program and ISV Program.

VP, Channel

Hwei Oh

CEO

BlackHawk Data

As CEO, Pagano leads the organization’s sales team and oversees all its marketing activities, extending BlackHawk’s reach in the market. She also has been working to give back and provide mentorship for women looking for leadership roles in the channel space.

Snyk

VP, Partner Experience, Programs, Distribution VMware

Palmer was key to evolving the partner ecosystem strategy with a plan to drive revenue through partners by building and scaling a cloud-smart ecosystem.

VMware’s Customer Lifecycle Incentives—accreditation to help accelerate cloud adoption—is the first step.

JUNE 2022

67

2022 Women theof Channel POWER 100

Tina Pangle

VP, Lifecycle Strategy, Global PMO

Emily Papermaster

Cloud Alliances, Channel Account Manager

Insight Enterprises

LogicMonitor

Pangle is highly focused on the technology life cycle. The channel continues to become more complex as traditional h a rdwa re c o m p a n i e s like Cisco transform into software companies. Her team is developing tools and processes to manage this transformation.

Papermaster has built and managed the global sales partnership with AWS and Google Cloud to create and accelerate pipeline. In January 2022, she moved into her role as channel account manager and gets to work with even more partners.

POWER 70 SP

POWER 100

Karen Penticost

VP, Development, Operations Envision Technology Advisors

Penticost took the opportunity to reach people in real time during a challenging year and was able to interview partners she felt would complement Envision’s strategy. Some of her best contacts as well as now personal relationships have come from this over the years.

Bethann Pepoli

Group VP, Partner GTM Americas

Susanna Parry-Hoey CMO

Michelle Pas

Diane Pefferle

Skyhigh Security

Zoom Video Communications

SoftwareOne

Director, Global Channel Marketing

Parry-Hoey led the marketing contribution to SoftwareOne’s multiyear global strategic agreements with hyperscalers like Microsoft and AWS. She worked with colleagues in marketing, alliances, product and field marketing to lead and scale joint marketing motions globally.

Pas leads global partner marketing, which includes the partner portal, incentives, program and partner communications. She has designed the strategy and measured the impact to the business by showing how co-marketing with partners leads to positive results.

Nickie Peters

Sr. Director, Portfolio Management

Splunk

Logicalis US

Pepoli built an organizational structure to support Splunk’s cloudfirst initiative, separating transaction support from partner development and shifting resources to align with Splunk’s cloud service providers. This allows her to focus on territory alignment with partners.

Peters standardized the portfolio life-cycle process to ensure Logicalis is bringing market-relevant s o l u t i o ns to custo mers and developed an approach to how the company can incorporate products and services from its channel partners.

Sr. Manager, Partner Programs

Pefferle expanded Zoom’s Partner Success team to provide global 24x5 coverage for partners and Zoom’s channel account managers. She also added partner on-boarding day one engagement to improve the partner journey.

Jo Peterson

Anastasia Petrova

Clarify360

Quantexa

As an early adopter and architect in the cloud space, Peterson and her team started delivery of cloud solutions to clients in 2009. Over the course of the past 12 years, the team has served environments across a variety of verticals and workloads.

Peterson is also the founding co-chair of CloudGirls.

During the past year, Petrova signed two partnership agreements with large systems integrators, which led to joint pipeline growth of over 20 percent. These partnerships also included finalized go-to-market strategy and joint marketing strategy.

VP, Cloud, Security

Alliances Director

POWER 100

68

Jennifer Phillips

Penny Philpot

VP, EMEA Partners, Ecosystems

Patricia Picco

Leslie Pickering

Director, Global Channel, Business Alliances DTEX Systems

Palo Alto Networks

Ciena

Microsoft

In her first two quarters at DTEX, Phillips revised internal processes and implemented key structu re s to su p p o r t t h e growth of the channel pro gram, e stablishe d alliances with Splunk , CrowdStrike and MITRE, and on-boarded several dozen channel partners.

Philpot is responsible for all indirect routes to market, including channel, distribution, solution provider, MSP, MSSP and CSP. She had designed Palo Alto Networks’ indirect growth strategy in EMEA.

P i c c o ’s g o a l w a s t o improve the partner ecosy stem, star ting with partners’ desire for simplification of levels and tiers and resulting requirements and benefits. She mapped out partner journeys and drivers to accomplish this goal.

Pickering delivered channel training across all of Microsoft ’s new industry clouds. She has enabled partners to earn 170 Par tner Advanced Specialization enrollments and certified 3,500 technical professionals year to date.

JUNE 2022

Director, Global Partner Programs

GM, Partner Technology Strategy

Jessica Pidgeon

Partner Programs Manager Acumatica

Acumatica rolled out a new element of its reseller program this year, designed to incentivize partners within the ecosystem to prioritize care of mutual customers.

Pidgeon worked as a project manager, confirming procedures and tools were in place to help partners better serve customers.

2022 Women theof Channel

Missy Pitcher

Jean Plank

Carol Platz

Shannon Platz

Sandy Potter

CMIT Solutions of Atlanta Northeast

Park Place Technologies

Lightbits Labs

SAP

Arrow Electronics

Plank has worked in the channel for eight years in a variety of roles. This year she assisted Park Place Technologies in attaining year-over-year growth by putting metrics into place to help her team stay focused and provide more structure for all team members.

Platz focused on channel marketing and building business relationships with strategic technical alliances. She ran joint marketing programs with Lightbits Labs’ technical alliance partners Intel and VMware.

Platz leads the partner go-to-market strategy across SAP’s addressable market. She also drives SAP technology adoption for partners developing software innovations for business transformation to the cloud to deliver an integrated, intelligent enterprise.

Potter is laser-focused on creating outcome-based marketing programs to activate partners leveraging digital platforms to enable and measure creative approaches. Her conversations with vendors have elevated to strategic, long-term planning based on the partner journey.

President, CEO

For Pitcher, this was a year of rebuilding. She encouraged her team at CMIT Solutions of Atlanta Northeast to focus on re-engaging and self-care.

This has been a difficult couple of years so she sees self-care as critically important.

Director, Channel Sales

VP, Marketing

POWER 70 SP

Amy Protexter

Appgate

Insight Enterprises

VP, Global Cloud Alliances, GTM Programs

By working closely with Appgate partners, Prazak helped to increase the pipeline significantly. She also contributed to yearover-year companywide growth of over 150 percent in North American channel bookings.

Protexter ’s team builds market relevance and generates demand for the Insight brand. Her team of 120 marketers drives thought leadership to educate the market, customers, partners and 11,500 teammates about Insight’s expanding role as an industry-recognized solutions integrator.

Puccio drives F5’s cloud alliance organizations’ strategies and executions and leads relationships with hyperscale partners.

This year, under her leadership, F5 forged a strategic agreement with Microsoft to launch F5’s first SaaS solution delivered as a first party on Azure.

SVP, Marketing

Director, North America

POWER 100

Tamara Prazak

Sr. Director, Channel Sales

Global VP, Partner Success

Christine Puccio F5

Karen Pugliese

Partner Leader, Americas CommScope

Pugliese launched a consultant program and portal, which rolled out for the Americas in September 2021 and is now being expanded globally. She also delivered a Virtual Partner Series, which is a two-hour session that includes keynote speakers, tools and partner program updates.

Deborah Purfurst VP, Channel Sales, Distribution Xerox

A 17-year Xerox veteran, Pur furst continues to be a key participant in Xerox’s channel strategy to ensure the company is focused on being easier to do business with and continues to drive better channel enablement.

POWER 100

Michelle Ragusa McBain Global Lead, Provider Elevate MSP, XaaS Cisco Systems

Ragusa McBain’s mission is to help MSPs elevate and succeed with Cisco.

She leads a team at Cisco globally that is revolutionizing and simplifying the go-to market strategy for new and existing MSPs.

Jamie Rahbany

Director, Americas Marketing

Sarita Rao

Jennifer Rawlinson

Jennifer Reid

SUSE

SVP, Integrated, Partner Solutions

Sr. Manager, Enterprise Partner Marketing

Regional Field Marketing Director, North America

2021 was a key turning point for marketing and selling in the channel for SUSE with increased interest from partners following the Rancher Labs a c q u is i t i o n. R a h b a ny executed on strong strategic plans with partners and prioritized where the greatest business alignment existed.

AT&T

Nvidia

WatchGuard Technologies

Rao established a f irst- o f-i t s-k ind ad visory council for AT&T ’s Partner Exchange channel, focused on creating ongoing dialogue with solution providers to best meet their evolving needs.

Within its first year, the council has identified new areas of revenue growth.

Rawlinson focused on driving marketing campaigns and programs through the channel within her team of experienced partner marketing managers. She fosters a trusting environment within her team where they feel like they can lean on and learn from each other.

In 2021 Reid was focused on activities that drive pipeline for partners. Her team implemented several initiatives from cross-sell challenges and pipeline generation days to sourcing new vendors that allow partners to do their own lead generation.

JUNE 2022

69

2022 Women theof Channel POWER 100

Debra Reiter

CEO, Chief Technology Advisor CMIT Solutions of the Tri-Cities

Reiter ’s long career in applying technology to solve business problems creates real value for her customers. Helping them find right-sized solutions is a challenge she finds personally rewarding.

Darcy Relihan

Sr. Channel Marketing Manager FireMon

Relihan revamped the existing North America spiff program to foster deeper integratation with FireMon partners. She was instrumental in developing small, intimate COVID-safe events that brought partners key leads and helped them turn such leads into real opportunities.

Jenna Renaud

Director, National Accounts Barracuda Networks

Work ing clo sel y wi th her sales teams, Renaud has helped Barracuda Ne t work s e xp erienc e continued growth year over year and stay top of mind with strategic partners. She has become a mentor and is seeing her team grow over this past year.

Linda Rendleman

Lou Anne Reynolds

Microsoft

NetApp

Microsoft partners have an opportunity to drive edge to cloud solutions that require more specialized support than in previous years. Rendleman added resources focused on hyperconverged infrastructure, collaboration and modern endpoint management.

Reynolds and her team have evolved the NetApp Unified Partner Program to be more flexible and to recognize contributions from all partner motions.

She has added a rewards program and included predictable benefits within the program tiers.

VP, North America Device Partner Solution Sales

POWER 100

Tera Reynolds

Manager, Partner Sales Operations, Global

Chari Rhoades

Sr. Director, Global Partner Programs, Enablement

BlackBerry

Proofpoint

Reynolds brought together the BlackBerry and Cylance channel programs in 2020. In 2021 she focused on streamlining system data and processes to drive efficiencies and on-board partners into the new BlackBerry Partner Program.

Rhoades launched two partner specializations globall y, de signe d to enable partners to deliver unique value and expertise in key growth areas for Proofpoint. She led the redesign of the deal registration program to reward partners for bringing qualified opportunities.

POWER 70 SP

Kelly Rice

Director, Distribution, Alliances, Corporate Reseller Marketing Veeam Software

Over the past year, Rice has led a team responsible for creating and executing channel campaigns and programs that drive pipeline, growth and enablement for partners.

She has continued to elevate Veeam’s partner relationships.

Brenda Richardson

Head of Channels, Americas Extreme Networks

In her second year as Americas channel leader, Richardson continued structural alignment with sales segments and extended teams. She also launched a deal registration desk, which has already increased productivity and simplified processes for the sales team and partners.

POWER 100

70

Lauren Ridzon

Director, Sales, East Region, U.S. Sycomp

Sycomp has made great strides with its new cloud offering, Sycomp Intelligent Cloud+. Ridzon drives the company to look for par tnership s that would benefit the program with growth in services, tools or methods of consumption.

POWER 70 SP

Danielle Riley

Dawn Ringstaff VP, Channels

Laura Ripans

Channel Manager Immersive Labs

Area 1 Security

Datadog

Global Director, Partner Program, Strategy

In the past year, Riley helped build out the channel program. Since doing so, she has grown her region from $2 million in revenue to $3.1 million, had over 60 deal registrations from zero, and delivered on over 20 channel marketing events that helped build pipeline from $1 million to $5.3 million in one year.

After launching the Accelerate Par tner Program in 2021, Ringstaff grew the partner base by 150 percent. She developed a variety of sales enablement tools, programs and spiffs, and drove relationships with Technology Alliances— G o o g l e , AW S a n d Microsoft.

Ripans ensures that everybody wins—customer, par tner and Datadog.

She was the first hire in Datadog’s channel/alliance/partner program to start the motion, and there is now a strong team in place that is rapidly growing and becoming a larger part of global sales.

Ritenour manages a global frontline partner team at Google Cloud supporting and engaging the “middle“ 6,500-plus high-potential partners through lower-cost vendors, partner enablement and campaign activation at scale.

JUNE 2022

Director, Worldwide Partner Programs, Experience

Director, Cloud Alliances

Robin Ritenour Google Cloud

Jacquie Rives

Chief Operations Officer Liberty Technology

Rives supports the growth of Liberty Technology by taking charge of all that goes into the processes and strategies for the team of professionals on projects, services and the customer success team.

2022 Women theof Channel

Angela Roberts

VP, Channels, Alliances SecureAuth

Roberts’ goals for 2021 were to continue the momentum and build on the foundations set during the year. She put a lot of focus on alliance par tnerships for integration capabilities and on-boarded several referral partners for an overall key strategic alliance program.

Chelsea Rodgers Sr. Manager, Channel Marketing

Wasabi Technologies

Rodgers doubled partner MDF activities every quarter in 2021. She also ran recruit and nurture campaigns that resulted in 6,000 new channel par tners in 202 2 and de velop e d eight ne w Campaigns-in-a-Box for channel partners.

Annie Rooke

Florence Ropion

GitLab

Dell Technologies

Rooke built out a diversified route to market to accelerate the business with VARs and C SPs focused on DevOps practices. She also recruited partners unfamiliar with GitLab and championed their path to becoming top achievers.

Ropion joined Dell Technologies in 2007 and launched the channel at Dell France. She has created virtual and connected events with partners to stay in touch on a quarterly basis and helped with developing a new mode of consumption with par tners in as-a-service and Apex.

Director, Channel Sales

VP, France GM Channel

POWER 70 SP

Cathy Rowell

VP, Global Partner Programs, Enablement Genesys

Nishma Ruda

Michelle Rudnick

Kaspersky

PCS

Channel Marketing Manager

President

Mayka Rosales-Peterson

Sr. Program Manager, Managing Partner Program AppSmart

Rosales-Peterson built the framework and procedures for AppSmart’s managing partner program, which included developing the overall value proposition and executing the vision. She also launched the program’s first website.

POWER 100

Dawn Rundell

Director, eCommerce Channel Sales

Jeanne Runyon Newberry

VP, Worldwide Commercial Sales, Partner GTM

Rundell prioritized eCommerce channel partner advancements through increased investments in account management resources and new digital tools. This alignment allowed her to deliver an improved customer experience when making a buying decision online.

Runyon Newberry has leveraged her industry and VMware expertise to drive business performance and a scalable par tner-first model to accelerate growth at a premium to the market.

She also has led VMware’s transformed go-to-market.

In 2021 Rowell built a new team responsible for driving channel enablement and programs to new and existing par tners.

This approach resulted in increased partner certifications and knowledge, leading to a decrease in time to revenue for new partners.

Ruda has helped increase the number of new channel partners, with a strategic focus on MSP partners. This resulted in 69 percent growth in Kaspersky ’s MSP business. She has been instrumental in creating marketing campaigns that help partners uncover new business.

As a steadfast leader, Rudnick has spearheaded numerous technological implementations for the company, taking it from a computer-solutionsfocused business to an IT integrator servicing more than 3,000 customers with offices established in five states.

Schneider Electric

Purvi Ruparel

Nancy Sabino

Divya Saggar

Francesca Salamone

Bonni-Jo Salazar

Synetek Solutions

IGEL

Director, North America Sales, Channel Operations

Sabino is vice president of sales and marketing at the MSP, which serves as an outsourced IT department for small and midsize businesses. She is also the host of the Business + Tech = Success podcast, which aims to help business owners talk about IT and how it affects business.

Saggar was key to the launch of IGEL Ready, a technology partner program that transformed and innovated how technology partners engage and jointly go to market with the company.

In 2021, she focused on operational improvements and enhancing the IGEL Ready partner experience.

Zebra Technologies

Zoom Video Communications

With her knowledge of the channel and focus on partner experience, Salamone has been instrumental in the development and execution of several channel-related initiatives. A highlight was the launch of an initiative to improve the tools and systems that partners use.

Salazar is building out a new team of program managers to develop and support Zoom’s resale, distribution and delivery programs, including a new program designed to help partners grow and scale their Zoom business regardless of their preferred route to market.

Leader, Channel Strategy, Operations AppDynamics, part of Cisco

Ruparel launched a revamped channel p r o g ra m f o c u s e d o n increasing sales opportunities, prioritizing SaaS conversions and improving partner profitability.

It offers ease of business so partners can focus on taking their observability practice to the next level.

VP, Sales, Marketing

Director, IGEL Ready

VMware

Global Partner Programs

JUNE 2022

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2022 Women theof Channel POWER 100

Nancy Saltzman

SVP, General Counsel, Corporate Secretary Logicalis US

Channel Manager Abnormal Security

Rebecca Sanda

Carla Santos

Elastic

Ingram Micro Cloud

Sanda sets overall direction and standards for the global alliances marketing strategy. She works across Elastic corporate marketing to build go-to-market processes with partners.

Her team achieves a minimum of 10X return on investment on activities.

In 2021 Santos led her team in their dedication to training and recruiting channels, reinforcing the importance of cloud solutions. She also actively participated in the process of acquiring BR Link, a cloud MSP purchased

by Ingram Micro Brazil in 2021.

In 2021, Sbar’s goal was to accelerate growth for the channel. In partnership with IT distribution, she introduced UPS as a S er v ic e , emp owering all IT solution providers to expand their services-based revenue stream. She also enhanced the eCommerce program to further enable partners.

Nicola Scheibe

Jessica Schell

Meredith Scheraldi

Sr. Director, Global Partner Marketing

Director, Cloud, Digital Solutions

As a leader in one of the largest solution providers in Nor th America, Saltzman plays a direct role in strengthening its presence and practices. This year, she has improved risk management though fraud detection and prevention training and controls.

Sanchez helped develop the foundational elements of the channel program, focusing on three core elements: launch of an awareness program, expansion of events, and implementation of a partner por tal. Combined, these efforts helped drive a 300 percent increase in channel pipeline.

Shirley Scarborough

Rachele Schainker

Commvault

CMIT Solutions of San Mateo

Scarborough oversaw the operational execution to provide a relevant incentive for the MSP program.

She designed the program process card framework to provide the partner community with easier access and ease of doing business within program elements.

Schainker has over 20 years of experience implementing enterprise-level technology projects in the financial services, retail, and public sectors. She leads a team specialized in preventing and solving IT problems for a variety of small and midsize businesses.

Scheibe guided SonicWall’s global field marketing organization and oversaw field marketing campaigns on a global scale. She also helped revitalize global partner communication via email, social and communities.

Deborah Schildkraut

Jennifer Schlabach Manager, Channel Sales

Diane Schmidt

CompTIA

Jabra

VP, Partner Development, Partner Operations

Cheri Schumacher

VP, Member Engagement

Schildkraut brings her extensive channel marketing and program development experience to CompTIA, where she has identified significant ways to increase collaboration, engagement and global perspectives across the various aspects of membership.

One of the biggest impacts Schlabach has had was identifying the need to expand Jabra’s AV distribution portfolio. With the new intelligent video solutions Jabra launched, there was a need for more niche distribution partners to help the company tap into net-new partners and opportunities.

Optimizely

Pure Storage

With Schmidt’s leadership, the North America partner sales team tripled partner pipeline revenue in 2021 and increased sales by 60 percent year over year through key strategic alliances. She also implemented a new partner relationship management system.

Schumacher developed and launched a comprehensive, role-based partner enablement framework that provides partner sales teams with re l e va n t , o n- d e m a n d training to effectively position and sell Pure’s portfolio.

Director, Partner Program Experience

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Kim Sanchez

JUNE 2022

Owner, President

Sr. Director, Global Field Marketing SonicWall

Field Sales Manager

Shannon Sbar

VP, Channels, North America Schneider Electric

Arrow Electronics

Director, Marketing, North America

Schell was a sales manager for Arrow ’s cloud group and helped evangelize cloud within the organization and partner community. She was then chosen for a data intelligence/DevOps sales leadership role, leading a team of field sellers that has made great strides around 2021 targets.

O v e r t h e p a s t y e a r, Scheraldi has continued to deliver partner-focused events and programs.

In her new role she is responsible for extending the Exclusive Networks brand and working with focus vendors for demand generation and partner recruitment activities.

Sr. Director, Global Partner Experience

Exclusive Networks

Gavriella Schuster CEO

Gavriella Schuster LLC

Schuster, a former Microsoft channel chief, now serves as a consultant to foster DEI throughout the channel. This past quarter, she released an e-book on how to be an ally through the International Associataion of Microsoft Channel Partners and joined the boards of several companies.

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2022 Women theof Channel POWER 70 SP

Mindy Schweitzer

Kristina Scott

Teasha Scott

Sterling Computers

Cloudflare

Technologent

Schweitzer developed multifaceted marketing campaigns that promote the technology solutions of channel partners to specific vertical audiences. She also established relationships with top manufacturers and oversaw sales training and readiness for partners to the sales teams.

Scott was a player-coach of a team that delivered 300-plus percent year-over-year pipeline growth. She also rolled out Cloudflare’s first partner rewards program, launched a new MDF program and initiated more frequent communications.

S c o t t h e l p e d Technologent’s top customer set up two new data centers internationally, coordinating efforts with pricing, quoting, order processing and shipment coordination of over $40 million in computer hardware to ensure that the data centers were functional by year-end.

POWER 100

POWER 100

POWER 100

Komal Shah

Irina Shamkova

Poly

Intermedia Cloud Communications

Shah launched multiple improvements to Poly ’s partner portal and processes. She also spent a significant amount of time working on partn e r s ’ c o m mu n i c at i o n processes to aid them with the company’s new quoting tools.

Knowing that partners cannot be successful without an easy-to-use, feature-rich product set to provide to their customers, Shamkova ensured that the product team understood this and made sure this promise always holds true.

Sr. Director, Marketing

Sr. Director, Global Partner Operations

Head of Partner Marketing

EVP, Product Management

Director, Strategic Accounts

Michelle Senecal de Fonseca VP, Global Strategic Partnerships

Ankita Sethi

Sr. Manager, Partner Programs Juniper Networks

Senecal de Fonseca drove the positioning and go-to-market elements of Citrix’s hyperscaler DaaS strategy. She also built the strategy for a marketplace effort for hyperscalers, cloud service broker marketplaces and a corporate e-commerce platform.

Sethi led the migration of a legacy investment program to a new platform that has now increased ease of doing investments with Juniper while providing an automated way of tracking demand and return on investment.

She also launched a new co-investment program in 2022.

Joy Shanks

Debika Sharma

Nikita Sharma

Hewlett Packard Enterprise

Alteryx

Proofpoint

Shanks worked closely with her team to establish clear key performance indicators and create a culture of consistency a n d r i g o r. S h e a l s o implemented an analytics-based go-to-market strategy and created a “channel blueprint” to help propel the business.

Sharma introduced and launched strategic alliances with several large global systems integrators, a new initiative for Alteryx. She added new programs, capabilities and strengths, while simultaneously increasing deal velocity and average deal size.

Sharma’s charter includes accelerating business growth, which has been 30-plus percent year over year. Her role involves managing new partners and go-to-market motions and ensuring their success. Her team runs all key operations, dashboards and analytics.

HPEFS Worldwide Head of Sales, Strategy

Citrix Systems

Sr. Director, Global Strategic Alliances, Partnerships

Sr. Manager, SMB Business Operations

POWER 70 SP

Pamela Sharma

Director, Channels, East, Central Region

Zerto, a Hewlett Packard Enterprise company

Noname Security

Sharma strengthened and improved Zer to’s marketing development program. She also expanded inve stment in the MSP community and reached multitouch, y e a r l y p la n n i n g w i t h Platinum and Gold partners.

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Michele Shear

Sr. Manager, Partner Marketing

JUNE 2022

Shear has been instrumental in the creation of the channel program, which launched in October 2020. There are now over 70 par tners actively participating, and she has enabled them to accelerate revenue by adding API security to their portfolios.

Carmen Shelton

Director, Strategic Alliances Technologent

Shelton’s primar y accomplishments this past year have centered around aligning internal resources with key partners to drive revenue, increase customer satisfaction, and build out enablement across multiple architectures and vendors.

Jeanine Sicinski

Sr. Partner Development Manager Intelisys, a ScanSource Company

Sicinski has over 10 years of experience in the cloud and IT services industr y. She manages the Pennsylvania market for Intelisys and her in-depth cloud experience helps partners increase their solution set with their customers.

Sara Siddiqui

Director, Partner Strategy Red River Technology

Siddiqui increased the amount of communication Red River has with partners and customers to get ahead of pandemic and supply chain challenges and set realistic expectations. She also collaborated with other business units within Red River on the partner strategy.

2022 Women theof Channel POWER 70 SP

Kedra Simm

Director, Global Partner Programs, Initiatives Splunk

Simm is responsible for the Splunk Partnerverse Program worldwide. The S p l u n k Pa r t n e r v e r s e Program has been designed to concentrate on personal partner success and innovation. She is also responsible for partner loyalty, partner journey, incentives and initiatives.

Bonnie Simmons

Vanessa Simmons

Vectra AI

Pythian Services

Simmons has over 20 years of experience in marketing, business development, overseeing sales strategy execution, and developing strategic partnerships and alliances designed to accelerate sales and margin growth.

She recently joined Vectra AI as vice president of Americas partnerships.

P y thian saw succe s s despite the continuing challenges with COVID19. Simmons doubled her team to add more power to partner relationships and launched key strategic relationships with new partners like Snowflake and SAP to align with Pythian’s key data narrative.

VP, Americas Partnerships

SVP, Business Development

POWER 70 SP

Jessica Simon

Liza Sisler

Mandiant

Perficient

Simon has more than 18 years of channel experience and more than 10 years of experience in cybersecurity. Last year she exceeded her quotas, transitioned the FireEye business and laid out an aggressive channel strategy.

Sisler leads the partner team, focusing on centralizing alliances, partner marketing, software sales su p p o r t a n d p a r t n e r program management.

Removing additional decision points allows the company to drive economies of scale for program support.

Claudia Slane

Kelly Smith

Director, Americas Distribution

Partner Marketing, Alliances Director

POWER 70 SP

Andrea Sittig-Rolf

Dawn Sizer

Faith Sizto

BlitzMasters

3rd Element Consulting

Dialpad

Sr. Director, Channel, Alliances, Global

Sittig-Rolf helps techn o l o g y o rga n i z at i o ns and their channel inspire change, maximize sales, and increase bottom-line results. During the pandemic, she continued to help BlitzMasters customers build pipeline and grow their business.

3rd Element recently celebrated its 16th year of business, growing from serving the local central Pennsylvania market to managing a national footprint. Customers span verticals from government and law enforcement to cannabis and a wide variety of professional services in between.

Throughout the past year, Sizto led the channel marketing team in support of a 40-person channel team, responsible for over half of the company’s revenue. As a result, channel marketing initiatives like field events and partner campaigns influenced over 30 percent of the channel pipeline.

In her first year at SafeGuard Cyber, Slane helped build a channel program that now encompasses a network of over 20 strategic and regional partners. The Illuminate Partner Program launched in June 2021 with coverage across channel, alliance and referral partners.

Smith vetted technology solutions to ensure RevelSec has the right security partners. She worked with the executives and channel at key partners and was on the Partner Advisory Council for several focus partners.

She also was trained and certified in solutions new to her.

Kayla Spiess

Chief BlitzMaster, CEO

CEO

Head of Partner Marketing

SafeGuard Cyber

POWER 100

POWER 100

Heather Somerville Gonzalez

Jas Sood

Rachel Spatz

Nancy Sperry

Palo Alto Networks

NinjaOne

Allego

While being new to Palo Alto Networks, Sood has quickly built a channel par tner program that has yielded 20 percent growth with 30 partners and also created strong working relationships with her sales team and the channel.

Spat z played a key leadership role in the development, rollout and marketing of NinjaOne’s new par tner program catering to VARs, consultants and technology reseller influencers. She partnered closely with the director of sales to ensure the go-to-market strategy was successful.

Sperry worked closely with par tners to help grow their business and achieved an average of 50-plus percent revenue growth. She also worked on strategies to continue to scale the partner organization, leading the discussion and directing the implementation.

Global Channel Sales Director

Morpheus Data Since joining Morpheus, Somerville Gonzalez launched the go-to-market strategy for MSPs, boosted global reach through distribution relationships, enriched cloud marketplace offerings and enhanced routes to market in Latin America.

SVP, Enterprise Sales

VP, Global Marketing

VP, Strategic Partnerships

VP, Cybersecurity RevelSec

Head of North America Partner, Solution Marketing Google Cloud

Spiess led the development of bespoke partner marketing programs in Nor th America to engage partners differently, supported demand generation efforts in critical segments, and leaned into partner “trifectas” to drive more partner-to-partner engagement and demand.

JUNE 2022

75

2022 Women theof Channel POWER 70 SP

POWER 70 SP

Katie Springs

Sonia St. Charles

Donna St. Denis

Connection

Davenport Group

Eaton

Springs helped partners stay top of mind within the sales organization even in a virtual environment. Several managed partners achieved yearover-year growth, which was achieved with a combination of grassroots efforts and participation in established partner marketing programs.

As a member of Dell EMC’s Partner Advisory Board, St. Charles works closely with Dell EMC leaders to set strategies that impact channel partners. She values Davenport Group’s exclusive partnership with Dell Technologies and believes the relationship positively advances the channel business.

St. Dennis helped kickstart Eaton’s Amazon.com sales by overseeing a team that significantly increased sales while operating with very few SKUs. She also played a key role in promoting Eaton’s strategy following the acquisition of Tripp Lite and offering new digital solutions for partners.

Sandi Stambaugh

Alex Stanton

Nicole Stavroff

TD Synnex

Arctic Wolf

SecurityScorecard

Stambaugh increased investment in specialized sales support, new vendor expansion and ecosystem development.

S h e i m p l e m e nte d a n enhanced forecasting process to support partners struggling with managed allocation requirements due to shortages and supply chain challenges.

Stanton has helped shape channel marketing within the organi z ation and leads a team of channel masters responsible for driving the partner experience, including partner engagement, communication and program growth and benefits. This includes partner tiering, incentives and portal experience.

Stavroff ’s focus on partners strengthens existing relationships and builds new ones as she continues to accelerate awareness of SecurityScorecard. She has also developed value proposition messaging aligned to customers’ top business challenges.

Product Manager

SVP, Endpoint Solutions

Jackie Steinberg

National Partner Development Manager AT&T

Steinberg recently transitioned to a new role serving AT&T ’s top 40 elite partners. She supports partners by bringing more value to the ecosystem and responding to their needs by adding bandwidth, intelligence and “push-ups” focused on partner activations.

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JUNE 2022

Founder, CEO

Director, Channel Marketing

Sally Stephens

SVP, Alliances Programs Coupa

Stephens focused on Coupa’s alliances and channel strategy, opera t i o n a n d e xe c u t i o n.

This included upleveling strategic relationships with channel partners, including global systems integrators, technology partners, payment partners and others.

Channel Marketing Manager

VP, Worldwide Channels

Anja StadelhoferWalsh

Director, Global Alliance Marketing

Brenda Stallings CEO

Matrix Integration

Channel partners bring Pure’s joint solution with Technology Alliances to the customer. StadelhoferWalsh has been working closely with Technology Alliances to offer readyto-launch demand generation activities and marketing enablement.

Stallings has over 40 years of technology and leadership experience. She is an advocate for women in business and is a board member at several national associations. She also has invested in a local application development project that will support communities locally and across the country.

Nicole Steele

Yufen Steen

Aryaka Networks

Intel

Over the past year, Steele has played a key role in launching Aryaka’s new partner program to the channel community. She streamlined communication to the partners about new pricing packages and simplified the systems.

S te e n l e a ds th e U. S . solution provider partner experience from the program perspective, with scale in mind. She served as the partners’ voice back to the worldwide team for the launch and ramp of the Intel Partner Alliance in 2021.

Pure Storage

Director, Channel Marketing, Enablement

Manager, Channel Partner Programs

POWER 100

POWER 70 SP

POWER 70 SP

Caralyn Stern

Allie Stevens

Kim Stoltz

VP, Global Channel, Americas Marketing

Director, Channel, Field Marketing

Sophos

Critical Start

Stern educated partners on how they can help support customers who may be in the middle of a breach, engaging the Sophos Managed Threat a n d R a p i d R e sp o ns e teams to quickly find and neutralize active attacks and get back online as quickly as possible.

Stevens has been building her team to support the partner network. She focused on key partners and created multipronged marke ting strate gie s .

Bringing digital, content and enablement into the fold allowed her to not just focus on singular events but find champions.

VP, Sales

High Wire Networks

Focusing on the pent-up demand and new economic challenges channel partners are experiencing, Stoltz looked deep into her sales organization to reorganize strategically to support the channel in this new environment.

Today, this new team is educated and supporting the channel.

2022 Women theof Channel POWER 100

Kristen Stoneman Marketing Executive 5S Technologies

Stoneman works with the sales and marketing manager to create content that increases visibility and engagement. She attends 5S Technologies’ events and networks with potential customers and current partners to learn more about how to better serve them in the MSP community.

Melanie Sunahara

National Director, Channel, Alliances

Myladie Stoumbou Sr. Regional Director, ISV Partners, Startups Microsoft

Stoumbou led the Microsoft team efforts in helping ISV partners and startups in CEE advance and reimagine their journey toward growth. She supported entrepreneurs and partners to realize their ambitions by developing solutions relevant for the global markets.

Stuti Sureka

Sr. Director, Cloud, Technology Alliance

Marissa Strunk

Wendy Stusrud

Emalee Sugano

ScaleFlux

Pure Storage

Blokworx

Strunk has led development of the channel strategy from the ground up to transition from a direct selling model to a channel-first organization.

She has aligned a twotier distribution model by recruiting TD Synnex to build a sell-through foundation and create operational efficiencies.

Stusrud has spent the last seven years in sales leadership roles in Americas partner sales teams and was recently promoted to vice president of the Global Partner Organization in late 2021. She has enabled sales teams to drive profitable engagements to identify and build the customer base.

Sugano debuted the re-branded Blokworx at multiple trade shows in 2021, generating leads that nearly doubled the partner base. She developed marketing materials that are utilized by nearly 40 percent of the company’s partners and ceated a Lunch and Learn program for MSPs.

Director, Channel Sales

Jodie Sutton

Sr. Channel Marketing Director, Global

TierPoint

Tibco Software

BeyondTrust

With her suppor t and f o c u s o n T i e r Po i n t ’s top strategic partners, Sunahara helped increase pipeline and re venue growth. These contributions helped her team to finish as the highestperforming segment of the company in 2021.

Sureka envisioned Tibco’s cloud partnership strategy and led the execution plan to bring intentional focus on co-selling with cloud vendors. She also delivered vertical solutions on the cloud and continued building organizationwide alignment, resulting in high-double-digit growth.

Refinement and focus are Sutton’s key to ensuring BeyondTrust is investing in and driving the right areas to help support the growth of channel partners. She has developed channel plans, launched a new partner portal and drove new enablement programs.

POWER 100

Wendy Taccetta

SVP, Nationwide Small Business, Channel Chief Verizon Business Group

Taccetta was the executive sponsor to launch a new channel program to drive 5G Business Internet. She launched a new door-todoor agent channel to aggressively target business opportunities in 5G markets as they launched.

Verizon currently has agents in 22 markets.

Eileen Tan

Director, Field, Partner Marketing, Americas, Asia-Pacific Nintex

Tan launched a new global webinar series, Nintex Solutions Showcase, to highlight real-world solutions that are common use cases or being utilized by customers. This provides partners an avenue to showcase their innovative solutions.

Kathleen Tandy

VP, Global Partner, Alliances Marketing VMware

Tandy led initiatives to promote and accelerate par tners ’ grow th.

She featured partners in brand advertising and promotional campaigns, launched a new partner executive podcast and delivered a new partner lead-sharing program.

VP, Global Partner Sales

Director, Marketing, Strategy

POWER 70 SP

POWER 70 SP

Kelly Sutton

Melissa Swann

Peak UpTime

Edafio Technology Partners

VP, Service Delivery

Sutton provides leadership to Peak UpTime’s nationwide engineering team and go-to-market produc t strate gy and maintains strategic vendor relationships. In 2021 her focus was on the rapidly changing threat landscape and customers’ protection posture.

Marketing Director

Swa n n i s c u l t i v a t i n g real relationships with channel representatives to ensure that Edafio, along with its customers, receives the most value from them. She is often exploring new and creative ways to supersede the status quo.

POWER 70 SP

POWER 100

Nicole Tate

Nancy Teixeira

VP, Enterprise Business Development, Client Enablement World Wide Technology

Tate created a partner su c c e s s te a m w i t h i n commercial sales to align partner solutions with WWT ’s go-to-market strategy. She also expanded the lead generation team to accelerate sales of partner solutions.

SVP, Partner Strategy, Sales Sage

Teixeira led the channel integration between Sage North America and Sage Intacct, including a streamlined engagement for partners who sell multiple Sage products. She also launched rewards for partners assisting Sage customers in moving from legacy solutions to Sage Intacct.

JUNE 2022

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2022 Women theof Channel POWER 100

Stephanie Testut

Head of EMEA Partner Marketing NetApp

Testut ’s priority was to support her team while working virtually to provide the best experience for the partner community. She worked to keep t h e te a m c o n n e c te d , make work fun, and ensured she was available at any time.

Taylor Thorson Channel Manager

Uma Thana Balasingam

VP, Partner, Commercial Organization, Asia-Pacific, Japan VMware

Thana Balasingam designed and executed a new business modelbased segmentation for an ecosystem of more than 7,000 partners as well as acquired over 1,500 partners to build a more diverse ecosystem.

Luxy Thuraisingam

Su Thomas

Regional Marketing Director Illumio

Thomas has on-boarded regional field channel marketing support and channel account managers. She also has developed relationships with new partners and provided ongoing support for Illumio’s existing partners.

Caitlin Tindle

ConnectBooster

Head of Global Partner Marketing

Partner Marketing Manager, Distribution, Alliance

Thorson was responsible for many of the activities related to the company’s road shows in 2021, including logistics, partner recruitment and engagement. When not on the road, she develops and nurtures relationships with the greater ConnectBooster partner community.

Cisco Systems

Scale Computing

Thuraisingam’s priority was to build a marketing team delivering resources for par tners to reach customers through new routes, with new operating models. The goal is to help partners provide what customers want in their preferred consumption model.

Tindle focused heavily on revamping par tner enablement programs within Scale Computing.

The company offers new partners a white-glove on-boarding program, enabling partners through the partner portal and various certifications.

Amy Thompson

Reyna Thompson

Fortinet

TD Synnex

After launching the Engage Partner Program, Thompson placed a bigger focus on enablement for par tners. Creating repeatable and predictable programs like “Fast Track Fridays” has made a big improvement in how Fortinet approaches its interaction with partners.

Thompson led the newly merged TD Synnex team to many ac c omplishments, including signing 37 emerging vendors, launching multiple partner enablement and sales development programs, and expanding the company’s services offerings.

Director, Channel Marketing

Shannon Tomlinson Sr. Director, Marketing

SVP, Product Management

Shawn Trotter

ScanSource

VP, North America Channel Sales

Tomlinson leads a team that developed and implemented a vertical-focused, partner enablement program called Discover Opportunity. The program h e l p e d p a r tn e r s d iscover new opportunities throughout several different vertical markets and expand their portfolio.

As Dell entered its second year of remote work, Trotter shifted the focus to excellence in virtual leadership. She has trained teams on mental wellness and dealing with burnout and stress, elevating the experiences for employees and partners.

Dell Technologies

POWER 70 SP

Rachel Tuller

Sr. Director, Global Channel Programs, Strategy Cloudera

With Tuller’s direction, this year has been one of modernization for Cloudera’s par tner program. Her teams overhauled deal registration, MDF and incentive programs and unveiled a modern, competency-based partner program, the Cloudera Partner Network.

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JUNE 2022

Rachel Turkus

SVP, Sales, Marketing

Robin Uhl

CyberReef

Director, Channels, Alliances

Turkus came to CyberReef to boost the company ’s channel focus. She has reorganized the company into partner-focused teams, including customer success, partner success, regional sales and sales engineering. She has backed those teams with a sales operation as well.

In 2021 Uhl built and e m p o we re d a s tro n g channels and alliances team. She added new partners, hired new team members and expanded strategic relationships.

She also led the team to attain 133 percent of its revenue goal.

Ensono

Charlene Urban

Maria Urias

Regional Sales Director

Manager, Strategic Alliances

AT&T

FloQast

The culture for any team starts with the leader, and Urban leads by example.

She ensured that there wa s a c o m m o n p u rpose and objectives and built a plan for success that included sharing knowledge and learning together.

Urias oversees strategic relationships globally with private equity, venture capital and consulting firms to help companies report financials faster and more accurately while ensuring a strong and efficient close environment.

With Urias’ direction, the team exceeded annual quota by 127 percent.

2022 Women theof Channel

Teresa Uthurralt Director, Global APN Programs

Amazon Web Services

Uthurralt and her team launched two new financial incentives for resale partners, expanding the investment in the channel. She also launched Partner Paths, delivering major improvements in the partner experience, and accelerated co-selling with ISVs.

POWER 100

POWER 100

Abbey Valentine-Milko

Cathryn Valladares

Sara Valtin

Binary Defense

Nextiva

Valentine-Milko focuses on larger partners and aligns them with a robust go-to-market strategy and sales enablement.

This year she has more than tripled her sales from the prior year, executed a partner workshop initiative, and improved collaboration and effectiveness with partners.

This year was significant for Valladares and her team as they brought the Nextiva and Five9 partnership to the channel.

They were also successful in the fact that they are being named “Rookie of the Year ” for Five9 and outdid themselves in regard to sales and pipeline generation.

Director, Strategic Accounts

VP, Enterprise Solutions

POWER 100

Agnes Van De Walle GM, Solutions Partner Microsoft

During the pandemic, Van De Walle helped the overall ecosystem of French partners maintain their growth, assisting them with building new innovative solutions and approache s . She also helped them work b e tter to ge ther partner-to-partner.

Danika Veldkamp

José van Dijk

VP, Partner Performance, Operations, Global Partner Sales, Sales and Marketing Cisco Systems

Van Dijk expanded the internal team’s impact with the channel and provided programs and platforms that assist the channel. She also launched Integrated Pa r t n e r P l a n n i n g t o streamline and automate partner planning with the teams and the channel.

Extreme Networks

One of Extreme’s goals was to push cloud subscription sales, and Vianden’s team developed partner incentives to further that mission. Extreme has now seen 20 percent sequential growth of new subscription bookings of ExtremeCloud IQ.

Van Anderson leads customer success at ANM, which includes project management, managed services and professional services. ANM has significantly expanded its portfolio over the past year, and she played a key role in recruiting, training and aligning ANM’s teams to new opportunities.

Miluse Vejdani

CMIT Solutions of Monmouth

Technology Integration Group

Liongard

This year was a year of challenge for many of CMIT Solu tions of Monmouth’s customers and the business as well.

Vasa’s ability to stay positive was key, and she focused on enhancement of the business and preparing for growth.

Vasilion took on the additional responsibility of managing the internal OEM team and better defined their roles to drive sales by running alongside the sales team. This, coupled with driving better alignment with OEM channel partners, has led to more growth and success.

Coletta Vigh

Last year, InfoSystems radicall y changed it s marketing strategy. This required Veldkamp to adapt to an entirely new plan. The new strategic focus involved learning a new marketing platform, HubSpot, as well as deepening relationships channel-wide.

ANM

Georgia Vasilion

COO

Natalia Vianden

InfoSystems

Valtin led a significant internal restructuring of the channel team to put focus where it needs to be while maintaining healthy work-life balance.

She has been leading the North America channel sales team up to and since KnowBe4’s 2021 IPO.

Director, Client Success

Mitali Vasa

POWER 100

Director, Global Channel Programs

KnowBe4

Heidi Van Anderson

POWER 70 SP

POWER 100

Marketing Communications Manager

VP, Channel Sales, North America

POWER 70 SP

Head of Worldwide Channel Strategy Check Point Software Technologies

Since joining the Check Point team in 2021, Vigh is working with the cloud p a r tn e r d e v e l o p m e nt team to ensure that new cloud-focused partners get the support they need to secure cloud environments for their customers.

VP, Public Sector

Director, Demand Generation

Vejdani ensures that the Liongard brand name is out there to as many potential buyers as possible. She was able to build a strategy that increased impressions from thousands to millions. Her real success was hearing prospects say, “We see Liongard everywhere.”

POWER 100

Regina Vignone

VP, Channel Sales, East

Leslie Vitrano Hubright

Sophos

Director, Global IT Channel Programs, Digital Experience

Vignone helped accelerate the growth of Sophos’ business in the education sector, specifically for SMBs and midmarket enterprises, through the channel. As part of this work, she has identified new ways to target and introduce Sophos’ next-generation security services to new verticals.

Vitrano Hubright is committed to helping partners transform their businesses to managed services and as-a-service models. With the launch of the Digital Services and Software Program, she has helped partners across the world grow their as-a-service opportunities.

Schneider Electric

JUNE 2022

79

2022 Women theof Channel

Jennifer Vosburgh

Jennifer Wadland

Jaime Wagner

Jennifer Walcott

Christina Walker

Tego

Acer

Gluware

D&H Distributing

Tego did not have any marketing effor ts or strategy in place when Vosburgh joined the organization in May. She began to work with partners on utilizing MDF, event planning, and enabling the sales team and marketing efforts to drive revenue for Tego and its channel partners.

Wadland drove significant growth in education with more than 50 percent growth year over year and relationships with four of the top six U.S. school districts. She also created a sales team charged with increasing enterprise sales, which has grown more than 30 percent year over year.

As vice president of North American sales, Wagner’s first action after joining Gluware was to invest in dedicated channel sales leadership to increase fo cus and ac c elerate growth. This included an initiative to double partnerships across the U.S.

Wa l c o tt o rc h e strate d a new “BFG” initiative at D&H, which stands for “Built for Grow th, Generations and Giving.”

It encompasses D&H’s fo cus on growing i t s partners’ business, while maintaining work-life balance and an outstanding internal culture including community involvement.

Blancco Technology Group

Cheryle Walline

Danielle Walter

Michelle Wang

Jabra

Performive

Eaton

2021 highlighted the need to augment Jabra’s audio strategy with its new portfolio of intelligent video solutions. Walline spent time making sure channel partners were well-versed in the complete product portfolio and had the tools necessary to satisfy the needs of the hybrid work environment.

In building the channel marketing program, Walter and Performive’s team worked to expand the company ’s partner relationships by developing marketing services for channel agents and energizing the community through fun, competitive campaigns.

Wang worked with internal teams to help with branding and messaging for the Eaton acquisition of Tripp Lite and optimized the Western Europe channel marketing strategy and execution. She also led the team to be productive, accomplish more and take on additional responsibility.

VP, Marketing

VP, U.S. Commercial Sales

POWER 100

POWER 100

Mary Beth Walker

Kimberly Walkey

Head of Global Channel Strategy

Director, U.S. Channel Sales, Distribution

HP Inc.

Eaton

Walker has been key to the development of HP Amplify programs for commercial and retail partners, as well as the launch of HP’s Amplify Impact sustainability initiative and HP Amplify Data Insights, designed to support partners and push the industry forward.

Wa l ke y ha d to m o v e quickly and remain flexible to overcome disruptions caused by supply chain constraints and rising component and freight costs. Her team delivered year-over-year growth by prioritizing efforts and strategic direction.

VP, Sales, North America

VP, Sales, Distribution

VP, Marketing

VP, Marketing

Global Director, Channel

Wa l k e r w a s i n t e g r a l to Blancco’s position a s a “c h a n n e l - f i r s t ” company and par tner strategy around AWS and ServiceNow. She is leading partner education efforts around sustainability and driving Blancco’s push into the U.S. public sector with partner Carahsoft.

Director, Channel Marketing

POWER 100

Britton Ward

Director, Global Partner Marketing Deltek

Ward has focused on partner communication, enablement, and expanding and operationalizing Deltek’s partner programs.

She led the redesign of the MDF program and the development of new partner marketing resources and enablement tools.

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Tiffany Ward

Director, Professional Services D&H Distributing

Ward’s team expanded the professional services business 116 percent year over year, completing 441,000 services in the channel.

The team was a key contributor to the education market, providing services for school districts across the nation and expanding the services portfolio in custom projects.

Shannon Warner

Kristine Wedum

TD Synnex

Pure Storage

Emphasizing the cloud, data and IoT, Warner d e l i v e re d su b st a nt ia l cloud revenue growth, added new vendors and launched new cloud solutions and services to partners. These outcomes were achieved by tight vendor go-to-market and incentive alignment.

With the help of her peers in marketing and the field, Wedum created three campaigns that focused on driving new business, recruiting new sellers within the current partner ecosystem, and increasing the engagement of Pure’s C-level executives with their peers at partners.

VP, Cloud, Ecosystems, Alliances

Channel Sales Director, North Central, Canada

Michelle Welch

SVP, Marketing, Channel WatchGuard Technologies

We l c h o v e r s aw t h e expansion and modernization of WatchGuard’s a p p ro a c h to c o o p e rati ve and vendor-le d demand generation activities, including the integration and rollout of buying intent technology for WatchGuard and its partners.

Keeping the Women of the Channel Community Connected Is Our No. 1 Priority The Women of the Channel Leadership Network is an online community that brings together the most prominent and rising women in the IT channel to connect and learn from one another, as well as build new relationships. This community unites women from all career levels and delivers the content and connections they need to thrive in their organizations and achieve their personal and professional goals.

Take advantage of the following membership benefits: Access interactive peer networking groups, live Q&A sessions with industry experts, webinars, podcasts, trainings, mentorship, and education Network and enhance relationships with women from across the tech industry Be inspired by best-in-class thought leadership, including Women of the Week (WOW) interviews with members Gain connections and content to advance your career and your business Discover how to improve company culture, while unleashing the power of inclusion Automatic participation in our Loyalty Program — a tiered rewards program based on members’ engagement

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2022 Women theof Channel POWER 100

Wendy Welch

Executive Director, Value Added Reseller Channel Lenovo

Welch ensured Lenovo maintained consistent engagement with channel partners as remote work continued. She led and championed several formats to ensure her team remained connected and continued building through collaboration.

POWER 100

Maitjian Welke

Founder, Chief Security Officer CMIT Solutions Silicon Valley and Pleasanton

In 2021 Welke received her cer tification as a Registered Practicioner

by CMMC-AB, authorized by the Department of Defense to be able to work on NIST and CMMC readiness for DoD contractors.

POWER 100

POWER 100

Cheri Wesinger

Jennifer Whaley

Director, Channel Marketing Hewlett Packard Enterprise

Wesinger increased her partner executive network to better understand channel-related marketing needs. She has made it a priority to gain greater external perspective and deeper thought leadership through external research and share them with partners to accelerate their own transformation journey.

North America Director, Channel Partner Support Organization Lenovo

Whaley has led the Data Center Programs organization to deliver the best-of-breed programs and promotions for the partner community. With these, Lenovo is seeing partners grow their business and adopt these benefits.

Kelly Wells

VP, Customers, Retention Axcient

Over the past year, Wells has focused on building out processes and programs to support Axcient par tners and provide enablement around its solutions. In her role, she ensures partner success and provides awareness of the value of Axcient’s offerings.

Dalyn Wertz

Executive Director, Indirect Program, Marketing Comcast Business and Masergy

Jamie Werve

VP, E-Commerce Strategy Insight Enterprises

Wertz continues to dedicate her time to mentoring young professionals and providing insight into her career journey and lessons learned. She brought on a full-time intern from Villanova and donated her time to help women new to the industry.

Werve led the e-commerce te a m i n o n- b o a rd i n g customers to Insight ’s electronic solutions, streamlining processes in procuring technology solutions. She engages with customers and partners to ensure the customized e-commerce experiences represent approved technology solutions.

Sheryl Wharff

Lisa Wight

Raquel Wiley

Quantexa

Cradlepoint

Wharff worked to build Quantexa’s first par tner program, which will launch early fiscal year 2022. She also built joint demand generation materials and drove campaigns that helped key alliances drive pipeline and revenue growth of 50 percent from 41 percent.

Wight enabled expansion into additional countries using a new and repeatable process. This expansion process allows Cradlepoint to expand, supports recruitment of the right partners, and lets the leaders in geographies participate in the selection process.

As par t of the team recruited to remake the NetFortris partner-first go-to-market strategy, Wiley spoke with executives and board members to educate and advocate for changes and investments required to support the partner community.

She also helped clear any roadblocks.

CiCi Williams

Tish Williams

Zenoss

Vipre Secuirty Group

Williams recently developed and launched a new partner program. The program and supporting elements include a tieredpartner-level approach with specific discounts and incentives, deal registration and MDF programs, as well as the launch of a new partner portal.

Williams is initiataing development of a new go-to-market strategy.

She is focused on MSP initatives and strategy to build strong MSP partnerships and bring new products to market. She is also developing a new channel partner portal for resellers.

Global Alliance Marketing Director

VP, Global Distribution, Partner Programs

VP, Marketing NetFortris

POWER 70 SP

Kristy Wilke Director, Sales

Davenport Group

Wilke was promoted after running one of Davenport Group’s top re venue producing territories. She has grown the inside sales force by nearly 50 percent and assumed alliance management responsibilities, working with sales leaders at Dell EMC to create and close joint pipeline.

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Kylie Wilkinson

EMEA Vendor Product Manager Westcon Comstor

Wilkinson has been involved in generating campaigns to get the channel partners excited and inv igorate d o ver new products. She has also been instrumental in encouraging growth in the solution life-cycle management internally and externally.

Amy Williams Owner, CEO

PIER Group

Wo r k i n g w i t h A ru b a, Williams set forth aggressive sales goals while still in a time of uncertainty.

Knowing the market and supply chain issues would still be challenging, Pier Group held true to its commitment and was named the top team of the channel in North America.

Director, Channel Marketing

Director, Channel, Distribution

2022 Women theof Channel POWER 100

Danielle Wilson

Director, Americas Channels

Robin Wolf

Leslie Wood

Leah Woomer

Noa Yaar

Nvidia

CMIT Solutions of Columbus

Area 1 Security

Wiz

Woomer has led Area 1 S e c u r i t y ’s m a r k e t i n g efforts to help expand channel awareness, recruit new partners and enable existing partners. These efforts have played a key part in growing the partner base by 150 percent over the last year and increasing partner revenue.

Yaar has built a strategy of channel sales that resulted in millions of dollars transacted through the cloud marketplaces.

This strategy is supported by a comprehensive partner plan and strategic initiatives that brought Wiz closer to the cloud providers as a channel.

Maryam Zand

Julie Zhang

Red Hat

Veeam Software

Zagury led the initiative to build and define the first route-to-market team within the global partner sales organization. She defined and mobilized the company and led the launch of the first Cisco+ offer, part of its pivot to an as-a-service company.

Zand has been involved in an ongoing initiative at Red Hat to refine the partner engagement model to help drive further success with partners and customers.

The goal is to modernize Red Hat’s partner ecosystem to help partners build tailored customer solutions to address the changing market.

Zhang focused on recruiting new Veeam service providers as a part of the go-to-market strategy. She ensured that all new partners had the necessary enablement training to be successful and continue to make money with Veeam.

Victoria Zona

Rebecca Zsolnay

Menlo Security

Sr. Director, Enterprise Partner Marketing

Wilson launched Menlo Security’s Boost Partner Program, implemented the company’s membership in the AWS Marketplace program, and enhanced technical and sales enablement options for par tners including field materials, webinars, incentive programs, blogs and more.

Wolf leads the go-tomarket strategy, planning and execution for the North America and Latin America channel, including solution providers and distributors, global OEMs, g l o b a l s t o ra g e p a r t ners and ISVs. Her team focuses on maximizing the partner experience.

President, Sales, Marketing

Wood has been able to market and sell to 10 new managed ser vice customers this year and has enabled CMIT Solutions of Columbus to grow and increase gross revenue sales even during COVID-19 shutdowns and challenging times.

Director, Channel Marketing, Events

Cloud Service Provider Alliance Manager

POWER 100

Jessica Yeck

VP, Vendor Solutions TD Synnex

Yeck focused on staying close to her team and channel partners. The team’s perseverance and execution helped partners and vendors grow.

Yeck also co-led the E3Elevate effort centered on connecting co-workers globally and led the distributor’s “You’re Included” DEI initiative.

Lydia Zhang

Co-Founder, President

Nora Yusoff

Head of Partner Marketing, Asia-Pacific NetApp

Yusoff accelerated the shift to digital marketing for partners. A key pilot program was social selling campaigns, an area partners are not familiar with. She invested in the campaigns through an expert agency working directly with partners, with great results in new opportunities.

Aika Zikibayeva

Partner Marketing Manager

Ridge Security Technology

Cockroach Labs

Zhang established a global two-tier channel structure, recruited over 250 channel partners worldwide within one year via webinars, and developed a partner portal with 800-plus user accesses. She also built marketing and product collateral to train partners on how to sell and use their products.

Zikibayeva built the first full-fledged par tner marketing program at Cockroach Labs. She drove messaging visibility and engagement with strategic partners and delivered a cadence of webinars, podcasts, blog posts and events, garnering hundreds of qualified leads.

Alexandra Zagury

VP, Partner Managed, Asa-Service, Global Partner Organization Cisco Systems

VP, Cloud Partners

Manager, Americas Distribution, National Accounts

Product Marketing Coordinator

Ergotron

Zsolnay created an email communication strategy to help increase awareness of Connection’s marketing activities. She also created unique sales tools, which strengthened the relationship among partners, sales and marketing teams, and other internal departments.

Zona created an e-tail par tner strate gy that significantly increased customer count and revenue year over year. She also optimized distribution programs and partnerships and launched two new distribution partnerships with D&H and Ingram Micro Canada.

Sr. Manager, Cloud Marketing

Connection

JUNE 2022

83

SOLUTION PROVIDER 500

The Transformation Touch Solution providers have the specialized services and expertise to take on today’s complex IT challenges and are reaping the rewards.

Our annual list highlights the largest solution providers in North America.

By Rick Whiting

H

ybrid cloud and multi-cloud, business transformation and digital transformation, hybrid work environments—the complexity of IT hasn’t just increased in recent years, it has increased exponentially. Throw in the surge of cybersecurity threats and economywide issues like supply chain disruptions and calls for sustainability, and it’s a lot for today’s businesses to handle.

Not surprisingly, businesses across the industry are relying more and more on solution providers for not just the IT, but for the services and expertise needed to handle these challenges.

On the following page we provide the top companies on the 2022 edition of the CRN Solution Provider 500, the annual ranking of the largest solution providers by revenue with operations in North America.

For the second year in a row Accenture is No. 1 on the Solution Provider 500 list. The IT systems integration and consulting services giant reported $50.5 billion in revenue in 2021, up 14 percent from $44.3 billion one year earlier.

While some of that increase is due to organic growth, a significant factor in Accenture’s growth has been its aggressive acquisition strategy. In 2021 Accenture bought more than 50 companies (up from 30 acquisitions in 2020) as the company sought to expand its expertise, its service offerings and its geographical reach. And the acquisition spree has continued into 2022: Just between March 24 and April 22, Accenture bought six companies.

The biggest change in this year’s Solution Provider 500 was spurred by IBM’s move last year to split IBM Global Services in two: IBM Consulting, including the company’s professional and consulting services, and infrastructure managed services company Kyndryl, now an independent company.

IBM Global Services had topped the Solution Provider 500 list for many years before dropping to No. 2 behind Accenture in 2021. This year Kyndryl debuts on the Solution Provider 500 at No. 6 (with 2021 revenue of $18.7 billion) while IBM Consulting is at No. 8 (with 2021 revenue of $17.8 billion).

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During Kyndryl’s recent earnings call, CEO Martin Schroeter described the company as expert at “designing, managing and modernizing complex, mission-critical systems at scale for large organizations.”

“We have the capabilities to gain share in this growing market with six global practice areas that give us an end-to-end perspective with world-class intellectual property, data and know-how with extensive alliances with other technology leaders, with an optimized delivery model, with an incredibly skilled global team of nearly 90,000 with in-depth knowledge of our customers’ industries, and with an evolving culture that is restless, empathetic and devoted to customers,” Schroeter said.

The IBM-Kyndryl changes have made room near the top of this year’s list with Tata Consultancy Services moving up from No. 3 last year to No. 2 and NTT Data Services moving up an impressive five spots to No. 3. CDW, which acquired Sirius Computer Solutions in December for $2.5 billion in one of the biggest channel deals in history, moved up to No. 4. Capgemini, No. 7 on the list in 2021, moved up two spots to round out the top five.

The addition of Kyndryl moved many companies down one spot this year including Cognizant (No. 7),World Wide Technology (No. 10) and Leidos (No. 11). DXC Technology, which has sold off noncore businesses and recorded a 9 percent revenue decline in fiscal 2021, dropped from No. 4 to No. 9.

In total, this year’s Solution Provider 500 has 41 companies new to the list including DoiT International (No. 54), The Judge Group (No. 64), Peak Technologies (No. 70) and Wachter (No. 84).

The Solution Provider 500 collectively generated $436.4 billion billion in revenue in 2021, up 8.3 percent from the $403 billion generated by last year’s Solution Provider 500.

Scan here to see the full report. To purchase the list with all collected firmographic data, contact sales@thechannelcompany.com or call 508-416-1175.

THE TOP OF THE 2022 LIST 2022 Rank

2021 Rank

Company

North America Location

Website

Top Executive

1

1

Accenture

Chicago

accenture.com

Julie Sweet, CEO

2

3

Tata Consultancy Services

New York

tcs.com

Rajesh Gopinathan, CEO, Managing Director

3

8

NTT Data Services

Plano, Texas

nttdata.com

Bob Pryor, NTT US CEO

4

5

CDW

Vernon Hills, Ill.

cdw.com

Christine Leahy, President, CEO

5

7

Capgemini

New York

capgemini.com

Aiman Ezzat, CEO

6

–

Kyndryl

New York

kyndryl.com

Martin Schroeter, CEO

7

6

Cognizant

Teaneck, N.J.

cognizant.com

Brian Humphries, CEO

8

2

IBM Consulting

Armonk, N.Y.

ibm.com/consulting

Arvind Krishna, CEO

9

4

DXC Technology

Ashburn, Va.

dxc.technology

Mike Salvino, President, CEO

10

9

World Wide Technology

Maryland Heights, Mo. wwt.com

James Kavanaugh, CEO

11

10

Leidos

Reston, Va.

leidos.com

Roger Krone, CEO

12

13

GDIT

Falls Church, Va.

gdit.com

Amy Gilliland, President

13

12

SHI International

Somerset, N.J.

SHI.com

Thai Lee, President, CEO

14

11

CGI

Montreal, Quebec

cgi.com

George Schindler, President, CEO

15

16

Wipro Technologies

New York

wipro.com

Thierry Delaporte, CEO, Managing Director

16

15

Carahsoft Technology

Reston, Va.

carahsoft.com

Craig Abod, President

17

14

Insight Enterprises

Chandler, Ariz.

insight.com

Joyce Mullen, President, CEO

18

17

SoftwareOne

Waukesha, Wis.

softwareone.com/en-us

Ashley Gaare, President, North America

19

27

Computacenter United States

San Francisco

computacenter.com

Kevin Shank, President, North America

20

–

Peraton

Herndon, Va.

peraton.com

Stu Shea, President, Chariman, CEO

21

18

CACI

Reston, Va.

caci.com

John Mengucci, President, CEO

22

20

Conduent

Florham Park, N.J.

conduent.com

Cliff Skelton, President, CEO

23

23

EPAM Systems

Newtown, Pa.

epam.com

Arkadiy Dobkin, President, CEO

24

22

Presidio

New York

presidio.com

Bob Cagnazzi, CEO

25

25

Optiv

Denver

optiv.com

Kevin Lynch, CEO

26

26

Connection

Merrimack, N.H.

connection.com

Timothy McGrath, President, CEO

27

33

Slalom Consulting

Seattle

slalom.com

Brad Jackson, CEO

28

24

Atos North America

Irving, Texas

atos.net/en/north-america

Dave Seybold, Head of Americas

29

30

Zones

Auburn, Wash.

zones.com

Firoz Lalji, CEO

30

36

ePlus Technology

Herndon, Va.

eplus.com

Mark Marron, President, CEO

31

29

Unisys

Blue Bell, Pa.

unisys.com

Peter Altabef, CEO

32

28

AHEAD

Chicago

ahead.com

Daniel Adamany, CEO

33

31

Avanade

Seattle

avanade.com

Pamela Maynard, CEO

34

32

Softchoice

Toronto, Ontario

softchoice.com

Vince De Palma, President, CEO

35

34

ConvergeOne

Bloomington, Minn.

convergeone.com

John McKenna, CEO

36 (t)

39

Converge Technology Solutions

Gatineau, Quebec

convergetp.com

Shaun Maine, CEO

36 (t)

41

Trace3

Irvine, Calif.

trace3.com

Rich Fennessy, CEO

37

48

Denali Advanced Integration

Redmond, Wash.

denaliai.com

Majdi Daher, CEO

38

37

Virtusa

Southborough, Mass.

virtusa.com

Santosh Thomas, CEO, Executive Director

39

35

Consolidated Communications

Mattoon, Ill.

consolidated.com

Bob Udell, President, CEO

40

43

CyrusOne

Dallas

cyrusone.com

David Ferdman, President, CEO

41

45

Iron Bow

Herndon, Va.

ironbow.com

Rene LaVigne, President, CEO

42

38

AVI-SPL

Tampa, Fla.

avispl.com

John Zettel, CEO

43

52

ECS

Fairfax, Va.

ecs-federal.com

John Heneghan, President

44

47

HTC Global Services

Troy, Mich.

htcinc.com

Madhava Reddy, President, CEO

45

40

CBTS

Cincinnati

cbts.com

Jeff Lackey, President, CBTS

46

44

Diversified

Kenilworth, N.J.

onediversified.com

Eric Hutto, CEO

47

61

CDI

New York

cdillc.com

Rich Falcone, President, CEO

48

54

GuidePoint Security

Herndon, Va.

guidepointsecurity.com

Michael Volk, Founder, Managing Partner

49

46

Compucom

Fort Mill, S.C.

compucom.com

Mick Slattery, President

50

49

Red River

Claremont, N.H.

redriver.com

Brian Roach, CEO

JUNE 2022

85

ON THE RECORD

After 40 Years The Future Looks Very Bright

W

By Robert Faletra

ITH CRN REACHING its 40th year in operation, it becomes a challenge to recount all the major events, stories and changes in the industry over that period of time, let alone changes to CRN. We’ve attempted to do just that in this issue and online, but I want to talk a bit about CRN and The Channel Company.

When I joined the publication as a reporter in October 1989, the competitive set was large for what was then a weekly print newspaper. Within a few years of my joining and becoming the Editor in Chief, we had driven the publication to be the largest business-to-business trade publication in the world.

Back then The Wall Street Journal and other “mainstream media” had yet to discover high-tech and, while we fielded 75 reporters, they had a handful. Our weekly was more than 200 pages on a regular basis, and our Comdex trade show issue was often more than 600 pages. In some weeks, we published multiple issues.

Today CRN not only stands alone in high-tech channel publishing, it is one of the few surviving B2B brands in high-tech.

Our website gets enormous traffic from not only North America-based strategic service providers but from a worldwide audience. And it is growing. Obviously, the print media business in general has changed dramatically and what all publishers do today is online-based given the ability to instantly provide the latest news and information.

So why is CRN such a strong survivor in a field littered with casualties, and what does the future project?

To the first question, we won because we worked harder, invested more and had a take-no-prisoners approach to defending the value and competence of our audience. We have never been afraid to take the heat from the vendor community when we expose a bad program or change in direction that puts our readership’s business model in jeopardy. On more than 86

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one occasion we have had advertising pulled or a vendor approach a potential competitor and tell them they will support a launch against CRN. The challenge with that is no contender will ever have the passion, experience and understanding we do. And, frankly, we want the vendor/supplier community as well as the partner base to do well. We investigate and write the hard stories because we believe and have proven that good programs and policy with partners grows the business and profit for both sides.

CRN and The Channel Company are moving into a new investment and expansion era, one in which we will enhance worldwide our business principles that have been so successful.

While CRN has been a worldwide brand for a number of years, we have made several acquisitions over the past year that now prepare us to duplicate and enhance our larger business model globally.

The Channel Company provides services that increase the efficiency and measurable results of MDF allocated and spent through partners. We provide research, analysis and consulting services on go-to-market channel strategies worldwide.

The number of worldwide channel events through our XChange group is increasing, and we will be the largest purveyor of independent channel events not only in North America but in Europe soon and elsewhere within a few short years.

As we unfold the worldwide expansion, the guiding principles we have fine-tuned over 40 years will remain the same.

Understanding, talking to and listening to the audience on a daily basis and engaging from a base of knowledge and understanding with the vendor community helps us breed success for partners and suppliers. Always has, always will. ■

B A C K T A L K : Make something happen. Robert Faletra is a Founding Partner of The Channel Company. You can contact him via email at rfaletra@thechannelcompany.com.

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PAID ADVERTISEMENT

Bigger is Not Always Better:

5 Reasons Why Print-as-a-Service Makes Sense The modern office space is evolving. The shift to the hybrid work environment has led to changes in document management needs. The new directive: bigger is not always better.

According to IDC, there will be around 2.3 trillion pages printed in 2025. Despite the decline, this amount still represents about 4.4 million pages being printed globally every minute covering the area of 39 football fields every minute!1 As printing decreases, so does the need for expensive copiers with variable maintenance and supply costs. Traditional oversized copiers no longer make sense for a modern, hybrid workforce.

It’s time for businesses to rethink their approach to document management technology.

Here are five reasons why Print-as-a-Service is the right choice for you and your customers.

1

PRINT-AS-A-SERVICE CUTS COSTS With no upfront costs, Print-as-a-Service helps free your customers from printing-related capital expense outlays such as costly, multi-device purchases.

print technician can monitor day-to-day usage and anticipate your customer’s needs. Real-time data helps manage supply levels and budgets, ensuring your customers are never overstocked.

Additionally, Print-as-a-Service helps to cut down on waste. In this paradigm, a knowledgeable

2

FLEXIBILITY IS BUILT-IN Flexibility is a key component of Print-as-a-Service.

Why should your customers get stuck overpaying for hardware and supplies they don’t need?

A Print-as-a-Service program is designed to shift with the needs of today’s changing work environment.

That means no long-term commitments and no overstock. Just the hardware, supplies and services your customers really need.

1

For example, if your customer is expanding its footprint, it’s easy to increase the number of devices in their fleet and add additional monthly supply deliveries. Or perhaps they’re trying to streamline operations and reduce expenses— then the flexible monthly plan can easily scale so your customers are only paying for the hardware and supplies they need.

Source: “IDC Forecasts Worldwide Page Volumes to Rebound In 2021, But Will Not Reach Pre-COVID-19 Levels,” IDC, August 2021 TCC - Brand Publisher

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PRINTING SUPPLIES DELIVERED MONTHLY Your customers should never have to worry about replenishment of device supplies. Printas-a-Service programs typically include regular deliveries of ink and toner, eliminating the need to purchase online or at brick-and-mortar stores.

Reliable deliveries take the guesswork out of replenishing supplies across multiple locations

4

THE PEACE OF MIND YOUR CUSTOMERS DESERVE Operating a successful business can be complex and time-consuming. Managing a printer fleet doesn’t have to add to the complexity.

A smart Print-as-a-Service program includes comprehensive service and support provided by expert technicians. Whether the issue is training on new hardware, regular printer maintenance or customized document workflows, your customers will appreciate knowing that help is just a phone call—or a click—away.

5

or offices. Under a Print-as-a-Service program, deliveries are typically made when it’s most convenient for your customers. Supply costs are consolidated into a predictable monthly fee, eliminating potential overspending on unneeded supplies which may have been a common occurrence in the past.

Convenience is key. Because Print-as-a-Service solutions are all-inclusive they don’t require dedicated IT staff to manage. That makes it ideal for customers looking for a mix of transactional and managed print services (MPS) offerings.

Compared to traditional MPS programs, however, Print-as-a-Service offers predictable invoicing and the flexibility to change plans to align with your customer’s changing business needs. Yet there is no long-term commitment or upfront cost.

VALUE FOR RESELLERS, TOO You might be asking—well, what’s in it for me?

Print-as-a-Service removes the complexity of selling managed print services. And because there are no upfront purchases or hardware to resell, it helps to minimize business risk and improve your bottom line.

Providing an all-inclusive service helps to give you a competitive advantage and establish longterm customer relationships. It also provides the

opportunity to capture new hardware sales as you help your customers upgrade and right-size their fleets. A recent study from Forrester found 88 percent of organizations feel that managed printing capabilities are important to their future.2 Furthermore, under a Print-as-a-Service program, the provider’s support technicians are typically always available to help with ongoing technical details and support issues.

Contact your Brother representative today You can help your customers save time and money by introducing a smarter, more cost-effective approach to printing. Print-as-a-Service solutions enable businesses to gain the benefits of flexibility, predictability and peace of mind.

Brother can help with our Value Subscription Program (VSP), a Print-as-a-Service program offering hardware, supplies, service and support under a single, fixed monthly flat fee based on expected page volumes.

Plans are built to support the hybrid work environment with Brother’s at your side support. And, with phone support and Priority Exchange Service included in the monthly fee, we will ensure your customer’s business is not affected.

Visit brother-usa.com/vsp for more information or to contact your Brother sales representative.

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Source: “Is Your Company Ready For The Future Of Work?”, Forrester Research, Inc., June 2021 TCC - Brand Publisher