CRN June 2020 - Issue 1394

ISSUE 1394 • JUNE 2020

crn.com

WOMEN OF THE CHANNEL The human connection has never been more important PAGE 15

SOLUTION PROVIDER 500 Rising to the occasion PAGE 72

NEWS, ANALYSIS AND PERSPECTIVE FOR VARs AND TECHNOLOGY INTEGRATORS

The New Channel Normal In the midst of the global coronavirus pandemic, solution providers are transforming the way they do business even as they work to keep locked-down customers humming and uncover new paths to growth PAGE 10

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Computer Reseller News

June 2020

Columns 6 The Final Cut

By Steven Burke

74

On The Record

By Robert Faletra

The New Channel Normal

Features 8 Tech 10

These 10 companies are taking today’s cloud security services to the next level—helping businesses safely migrate to the cloud and prepare for and respond to cloud breaches.

10 Leading Fearlessly In this unprecedented time, female executives have been called upon to do the one thing many have avoided in their careers: get personal. Here are some of their stories as we recognize more than 900 Women of the Channel this year.

Stepping Up

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 CRN, Dept. 100, P.O. Box 3608, Northbrook, IL 60065-3608. 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 CRN, P.O. Box 3608, Northbrook, IL 60065-3608. FOR SUBSCRIPTION SERVICES call (877)705-5559 or go to crn.com/subscribe Copyright© 2020 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

CRN_June2020_TOC.indd 5

14 15

72

The 2020 Solution Provider 500 collectively generated more than $393 billion in 2019, an impressive feat. Yet even more impressive is how they are quickly pivoting to help businesses navigate this new remote-work world wrought by the coronavirus pandemic.

6/9/20 10:56 AM

There’s More Online Most-Read Stories

1. Michael Dell: Work From

Home Will Be ‘Permanent Feature’

2. HPE’s ‘Monumental’

Breakthrough: GreenLake Central Is Here

3. Oracle Cloud Preparing

To Introduce Nvidia’s New A100s

Carousels

Videos

5 Big Microsoft Teams Announcements That Partners Should Know

HP’s Alex Cho: ‘We’re Ensuring’ Productivity Scan here to watch the video on CRN.com

CRN® Magazine Is Now Available Online • Easily accessed from anywhere • Share articles via email or social media

Read Online Now at CRN.com/Magazine 4

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THE FINAL CUT

Future Shock: COVID-19 Channel Upheaval THE OLD PLAYBOOK HAS BEEN THROWN OUT THE WINDOW

By Steven Burke

IN THE 1970 BEST-SELLER “Future Shock,” Alvin Toffler wrote about the enormous structural change that was taking place as a result of the shift from an industrial to a super industrial society.

The state of future shock is the perfect metaphor for the technology upheaval that is ripping through the channel in the wake of the COVID-19 pandemic. Forget super industrial. The new future shock may well be the equivalent of a supercomputer for every home given the structural changes in the global workforce.

The pandemic has exposed the fault lines in IT budgets and strategies, which are now shifting at a blinding pace to provide employees the computing power and support they need.

So what does this future shock mean to solution providers? That’s the question Senior Editor Kyle Alspach takes on in this month’s cover story, “The New Channel Normal.”

The deep dive on the pandemic impact—which includes data from the COVID-19 Channel Impact Study by our sister business unit IPED—shows that the solution providers that are thriving are changing at a rapid pace what they sell and how they sell it.

The old channel playbook has been thrown out the window. Solution providers that do the same thing they were doing before the pandemic outbreak are going to find themselves grappling with the famous definition of insanity: doing the same thing over and over again and expecting a different result.

The bottom line is customers are speedily moving to pay-per-use cloud services and anytime, anyplace and anywhere business models. That’s good news for solution providers with an end-to-end suite of recurring revenue managed IT services.

If you want a good example of a company that gets it and is moving at a blinding pace to help customers move to the new world order, then look no further than Anexinet, No. 212 on the 2020 CRN Solution Provider 500.Anexinet CEO Todd Pittman is one of the leaders who has put his Blue Bell, Pa., company at the forefront of the post-pandemic super industrial era. That means closing a blockbuster virtual sales deal with a national energy company for a new mobile and web app.

“We’ve revamped our approach with our customers,” Pittman said, calling the virtually delivered project a major success that Anexinet is now replicating with two other customers. “Frankly, [the stakeholders] at our first customer were raving fans.”

It’s no small matter that Anexinet—a Hewlett Packard Enterprise Platinum partner— is also betting big on HPE’s GreenLake pay-per-use platform. “Everybody wants to ensure that they have the capital required to keep their business operating through this uncertain time. And so I think that will continue to drive more conversations around leveraging the cloud, pay-as-you-go models, GreenLake,” Pittman said.

The future shock, by the way, also applies to vendors. HPE CEO Antonio Neri, for one, is doubling down on an edge-to-cloud Platform-as-a-Service strategy and accelerating HPE’s Everything-as-a-Service model in the wake of the pandemic.

In Toffler’s amazingly prescient vision of the information era, citizens are, for the most part, inextricably linked to their homes, doing their own manufacturing and consumption from those electronic cottages.

That’s the world we find ourselves living in now. Those solution providers that are able to absorb this kind of future shock are going to thrive. Those that don’t will disappear into the past. n

Women of the

Channel

Women of the Channel online offers the opportunity to: · Network with peers · Learn about channel trailblazers · Exchange career and life advice · Gain the tools for success

Women of the Channel online is the destination for female channel executives to discuss leadership, entrepreneurship and innovation.

Visit wotc.crn.com

BACKTALK: Are you changing how you sell and what you sell to avoid future shock? Let me know at sburke@thechannelcompany.com.

6

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T E C H 1 0 : S ECU R ITY

Taking Cloud Security Services To The Next Level These 10 companies help businesses plan safe migrations to the cloud, identify and mitigate significant cloud-borne threats, and prepare for and respond to cloud breaches

By Michael Novinson

1. ACCENTURE

6. IBM

Accenture’s cloud security services provide a holistic approach that satisfies industry and regulatory requirements. The company’s security strategy and risk services help clients assess risk tolerance and determine the right level of security for their cloud ambitions, while identity and access management centralizes and streamlines access to cloud services. Accenture’s application services help customers design secure cloud-based applications, while the data protection tool determines the right data to migrate.

IBM’s cloud security services span both consulting and managed services to formulate a sound strategy and deliver the skills and expertise needed to safeguard the cloud. IBM’s intelligent log management tracks incidents and collects data, while the company’s security intelligence and operations consulting services extend protection across all IT environments. The services rely on IBM’s enormous threat and vulnerability database and can save businesses up to 55 percent on information security management.

2. ALERT LOGIC

7. PALADION

Alert Logic’s public cloud security services combine advanced technology and certified cybersecurity experts to keep customers safe, secure and compliant. The company helps customers reduce their attack surface by finding vulnerabilities with cloud-native capabilities. Alert Logic’s network security monitoring protects against threats, attacks and potential business risks. And the company’s log management service collects and normalizes log data with around-the-clock monitoring and analysis adding human intelligence.

Paladion’s managed cloud security services utilize a team of more than 1,000 cybersecurity specialists to deploy human insight and machine intelligence against incoming threats. The company’s Microsoft Office 365 service provides around-the-clock detection, deep visibility into usage, granular data protection controls and real-time protection of emails.

And Paladion’s Azure service provides SQL database and storage threat detection, attack detection across the entire fabric as well as adaptive access and application controls to limit attack exposure.

3. ALTEN CALSOFT LABS

8. SECUREWORKS

Alten Calsoft Labs’ dynamic cloud security services encompass consulting to build security capabilities across all IT environments and managed services to safeguard the cloud. The company’s security intelligence technology provides deeper insight to stay ahead of future threats with speed and agility. And Alten Calsoft Labs’ cloud identity services enforce data access rights to prevent unauthorized and illegal reach. Services include cloud security strategizing, threat prediction and managed web defense.

Secureworks, part of the Dell Technologies portfolio of businesses, provides hybrid IT security across on-premises and multi-cloud deployments for popular platforms such as Amazon Web Services and Microsoft Azure. The company’s services include cloud security monitoring to guard critical assets and cloud security consulting to advise on strategy, program, architecture and compliance. Secureworks’ vulnerability management team can scan cloud applications, APIs and devices, while cloud incident response services help businesses prepare for and respond to events.

4. AUJAS CYBERSECURITY

9. TRIANZ

Aujas can help businesses migrate securely to the cloud, protect critical cloud assets and safeguard users accessing those assets. The company starts by implementing a strong cloud foundation to ensure appropriate security configuration, controls and policies. From there, Aujas’ contextsensitive, customized risk management meets compliance needs and counters cloud threats and risks. Plus, Aujas can engineer and orchestrate cloud workloads and optimize cloud investments through cloud-native and commercial security tools.

5. CAPGEMINI Capgemini’s portfolio of advisory, stand-alone and end-to-end managed security services helps customers secure the hybrid cloud. Capgemini’s cloud security assessment provides insight into current or planned cloud computing projects, and the company’s cloud security advisory services help enable adoption. The company’s cloud protection services provide identity and access management, data protection, application security and infrastructure security, while cloud security monitoring ensures the security of ongoing operations.

8

Trianz’s cloud security services combine key technologies with governance, risk and compliance to stay ahead of cyberthreats. The company designs blueprints that manage risk while incorporating and scaling to address business needs and enable newer technologies. Trianz said migration to the cloud can help facilitate enhanced services in areas such as security analytics, monitoring and management, incident response and automation, which in turn help produce more secure hybrid architectures.

10. VERSPRITE VerSprite’s custom tools and reporting checks allow organizations to obtain real-time insight when changes occur in performance and security configuration. VerSprite’s cloud security audit runs checks against cloud infrastructure to identify security gaps and prioritize recommendations.

The company also defines trust boundaries to help businesses decide where, how and what type of authentication measures are needed.

VerSprite has built its continuous monitoring managed services around virtualization and application security. ■

JUNE 2020

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C O V E R S T O RY

The New Channel Normal In the midst of the global coronavirus crisis, solution providers are transforming the way they do business even as they work to keep locked-down customers humming and uncover new paths to growth

I

f you had asked Anexinet CEO Todd Pittman a few months ago to close a deal with a brand-new customer without ever meeting in person, he might have looked at you funny.

But now, amid the global coronavirus pandemic, Pittman can proudly say his Blue Bell, Pa.-based solution provider business is a veteran of virtual sales.

Anexinet secured a new customer—a national energy company—without an in-person visit, then collaborated virtually with 19 people at the customer to carry out the complex process of prototyping a new mobile and web app.

“We have now moved into the next stage to start designing that,” Pittman said. “And we’ve been able to do all that without ever having to set foot at the customer’s location.”

That was a first for Anexinet, which used collaboration tools such as Microsoft Teams, Zoom and the Miro virtual whiteboard to deliver its “Kickstart” process for digital transformation projects as an online experience. Typically, such projects mean flying four staff members to the customer site for long workdays and numerous nights of hotel stays over the course of three weeks.

The virtual model, though, “eliminates a lot of coordination that’s not really a value-add to the process,” Pittman said.

“We’ve revamped our approach with our customers,” Pittman said, calling the virtually delivered project a major success that Anexinet is now replicating with two other customers. “Frankly, [the stakeholders] at our first customer were raving fans.”

Anexinet’s ability to transform itself to do business in new ways is emblematic of the variety of shifts solution providers throughout the channel are making as they adapt to “the new normal” of doing business amid the far-reaching impact of the novel coronavirus outbreak.

They are changing not only the kinds of solutions they sell but the vendors they work with to build them and the ways they sell them.

In a time of uncertain budgets, for example, solution providers are evolving to increase their recurring revenue, particularly as

10

By Kyle Alspach customers are seeking to consume IT as a utility more than ever.

That shift means that Braintree, Mass.-based IntraSystems is re-evaluating the vendors it focuses on, with the aim of emphasizing those that are consumption-oriented, said Paul Kunze, vice president of sales and marketing.

“We’re looking at the business models they have, and aggressively saying to them, ‘You need to have a consumption model.’

We’re already seeing increased customer demand to move to that model,” Kunze said. “There will be new vendors [for us]—we’re looking to vet that out now.”

Due to the changes in the market, the solution provider expects to move from 28 percent recurring revenue currently to 35 percent by the end of the year, he said.

“What we’re seeing now is this [recurring revenue] model that we started on four years ago is aggressively growing even more now with what’s happened with the pandemic,” Kunze said.

The coronavirus crisis is also expected to transform many of the fundamentals of running a solution provider business, spanning sales and marketing to events and travel—amid the evolution of a more tech-driven society.

“There’s going to be a change from this, and I think it’s a permanent change,” said Paul Clifford, president of St. Paul, Minn.-based Davenport Group. “Our reliance as a society on IT was already growing and growing, and the pandemic has actually increased the reliance on IT. That’s not going back. So for solution providers like us, we’re going to have to adapt to those needs as they become even more important.”

Solution providers, like other companies, have been forced to overhaul their approaches to sales and marketing as a result of stay-at-home orders and other travel restrictions. For salespeople, the pandemic has meant a “dramatic shift,” Clifford said. “We’ve got a team of salespeople and engineers who thrive on being out with customers, and they don’t get to do that.”

And yet, the business world has been collectively learning how to communicate better over video. “It has forced us to learn

JUNE 2020

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ing new customers, but iCorps Technologies CEO Mike Hadley said that’s exactly what’s been happening.

“We’re forecasting for continued growth,” Hadley said. “Our security practice is really thriving. We’re landing new clients based on cybersecurity, based on the need for remote support, based on the need for collaboration with Microsoft Teams. We’re doing a ton of work with Teams, Office 365, Azure. We’re selling a lot of laptops, printers, firewalls, managed security.”

Hadley’s Woburn, Mass.-based company is among the many solution providers that see the ramp-up in technology investments spurred by the COVID-19 pandemic as just getting started—with managed services, security, collaboration and cloud solutions among the areas set to keep growing in coming quarters. Many in the channel report continuing to be slammed with opportunities even after the initial shift to remote work and distance learning in mid-March, which helped buoy a record first quarter for countless solution providers.

“We’ve actually been insanely busy—growing a lot faster than we were expecting,” said Chuck Crawford, chief strategy officer at Fishtech, a security-focused solution provider based in Kansas City, Mo. Amid the health and economic crisis, solution providers have redeployed to focus on the new growth markets as opportunities abound to enable everything from ongoing distributed work to cost-saving measures.

Many solution providers see reasons for cautious optimism in the rest of 2020, particularly those that have a strong emphasis on recurring revenue streams, according to a recent survey of 265 solution providers by The Channel Company’s IPED Consulting group. (The Channel Company is the parent of CRN.) Sixty percent of solution providers expect a positive impact or no impact to their managed services businesses in coming quarters, the study found.

how to bring [video meetings] into our skill set,” Clifford said.

Even as lockdowns are beginning to ease, video communication—including for sales—is certain to remain higher than it once was, he said.

“I see us incorporating it much more going forward,” Clifford said. “It’s not as good as sitting down and going out for a beer, but you can still get things done and not take as much time.”

Mark Wyllie, CEO of Boca Raton, Fla.-based Flagship Solutions Group, said he used to travel to Atlanta every other week to meet with customers.

“Am I going to go up every other week after this is all over? I don’t know,” he said. “I definitely think I’ll do more with either Zoom or Teams.”

Flagship is utilizing collaboration tools to transform its messaging to clients from a traditional sales approach to educational, thoughtleadership and relationship-building activities, such as webinars.

The company recently hosted a wine tasting event over video, shipping three wine tubes from Vine Box to each customer for sampling during a group video chat,Wyllie said. It’s been a lighthearted way to stay in touch with customers during a trying time, he said.

Ultimately, the COVID-19 crisis marks an inflection point for the channel that requires adaptability and flexibility to thrive.

“This change that our customers are going through will create opportunities for us to better serve them, help them innovate and bring new solutions to bear to keep pace with the turmoil that this pandemic has created,” said Anexinet’s John Kolimago, executive vice president and general manager for cloud solutions.

Those that can adapt are finding new paths to growth, solution providers said.

Finding Opportunities Amid The Downturn An economic crisis might not be a time you’d expect to be land-

COVID-19 Impact By Technology Segment Significant Positive Impact

Minimal Positive Impact

Remote management/collaboration software

No Impact

24%

Unified communications

18%

Mobile devices and laptops

17%

Security business continuity

15%

Connectivity and bandwidth

15%

Endpoint security

Storage Servers

22%

6%

15%

26%

16%

29%

16% 23%

16% 32%

18% 22%

7% 14%

10% 5%

9% 12%

6% 7%

10% 13%

5%

26%

42% 38%

5%

15%

29%

13%

6%

16%

33%

21%

12%

14%

21%

25%

Don’t know

16%

27%

23%

13%

4%

20%

28%

7%

Significant Negative Impact

27%

16%

Cloud

Networking

Minimal Negative Impact

9% 11% 17%

11% 8% 11% 8%

Source: COVID-19 Channel Impact Study, IPED Consulting, April 2020

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6/9/20 11:19 AM

C O V E R S T O RY At solution provider 10th Magnitude, the managed services business has been growing faster than expected amid the pandemic and “will be a very strong part of our essential business, especially in the next six months,” said Lori Borg, chief growth officer at the Chicago-based company.

According to the IPED study, 50 percent of solution providers expect growth ahead in their cloud business, despite the challenges in the economy.

While customer spending overall is highly uncertain for the rest of 2020, “because so much of our revenue is recurring, we’re generally insulated from that,” said Tony Safoian, CEO of SADA Systems, a Los Angeles-based cloud solution provider.

Safoian said that SADA recently closed several new deals, including one of its largest deals ever.

“This crisis has just naturally created a much higher sense of urgency around digital transformation—that these are not optional things that customers can take forever on to decide,” Safoian said.

Cloud solutions also have greater relevance due to the potential for cycles of restarting society and then having to lock down again if the virus returns, said Bob Bailkoski, CEO of global solution provider Logicalis Group, based in Slough Berkshire, U.K. “It’s likely that the lockdowns will become a feature of life for the foreseeable future—we’ll restart, then lock down, restart,

How much has COVID-19 affected your overall solution provider business so far?

Significant Negative Impact Minimal Positive Impact

Minimal Negative Impact Significant Positive Impact

No Impact Don’t know

1% 6% 12% 17% 5% 34%

8%

39%

Source: COVID-19 Channel Impact Study, IPED Consulting, April 2020

lock down,” Bailkoski said. As a result, “businesses need to be agile. They need to be flexible. And therefore, there has got to be a public cloud component.”

Shifting to operating expenses instead of capital expenditures should help to drive spending on cloud and other pay-as-you-go offerings, solution providers said. There’s no question that customers right now are focused on capital preservation, said Anexinet’s Pittman.

12

“Everybody wants to ensure that they have the capital required to keep their business operating through this uncertain time.

And so I think that will continue to drive more conversations around leveraging the cloud, pay-as-you-go models, GreenLake,” Pittman said, referring to Hewlett Packard Enterprise’s GreenLake pay-per-use offering.

Scott Dunsire, CEO of Buffalo Grove, Ill.-based ACP CreativIT, said his firm anticipates continued growth for as-aservice solutions amid the broad interest in Capex reduction.

Offerings in Device as a Service and Infrastructure as a Service, such as GreenLake, are poised to become more attractive to customers than in the past, Dunsire said.

Device as a Service pairs PC leases with technologies for device management and security—though it has not been the preferred way for ACP CreativIT customers to procure devices to date. “But I think that the current conditions potentially could regenerate those conversations,” Dunsire said.

Cost-cutting is also expected to drive greater demand for managed services in the form of outsourced IT, while cost-saving service management and automation technologies are seeing rising demand as well, solution providers said.

Customers are clamoring to maximize the value they can get out of their enterprise service management (ESM) platform, typically ServiceNow, while also increasingly exploring automation solutions such as VMware vRealize Automation, said Stephen Ayoub, president of Chicago-based solution provider AHEAD. “They’re focusing on cost control within their IT environment and are becoming more open to looking at different ways of using technology, which maybe they weren’t open to prior to COVID,” Ayoub said. “There are so many manual processes that go along with IT. And the more that they can automate—from VMware all the way up to their ESM layer—it’s just a massive savings from a staffing cost.”

For the coming quarters, security is another opportunity that solution providers are feeling bullish about.

Following successful implementations of work-from-home solutions, “now we’re seeing a big pivot to securing those environments,” Anexinet’s Kolimago said. “That’s top of mind for many of our customers.”

Along with seeing off-the-charts demand for VPNs, solution providers say they are finding multifactor authentication and cloud security to be key areas in the current environment.

For security-focused solution provider Fishtech, demand is surging for solutions around identity and access governance, which ensures that employees only have access to the applications and data that they need. “Identity access governance is a huge push that we’re also leading with, to make sure organizations are looking at things holistically,” Crawford said.

At the Davenport Group, many of the new opportunities uncovered since the initial work-from-home surge have been around security. In the past, protecting a business often meant providing security at just a handful of locations, Clifford said.

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“Now you’ve got literally hundreds of endpoints with potential security problems. It’s a whole different game,” he said. “The threat actors are aware of that as well. They’re working to get in and they know that you’re vulnerable.”

There are numerous signals that the need for enabling workfrom-home is not likely to dissipate any time soon. A recent survey of CFOs from PwC suggests that half of companies plan to permanently allow remote work as an option for applicable roles—while 26 percent are already planning to reduce their real estate footprint.

The crisis has “changed people’s perspective very quickly, in a way that technology providers never could have, about workfrom-home and work-from-anywhere,” said Zac Paulson, CEO of Fargo, N.D.-based solution provider TrueIT. “In one fell swoop, in the middle of March, we taught the whole world that all those tools work just the way we said they did. And we could have never done that. I’ve been doing this for about 15 years now, and even though the technology has existed, we used to always sit there going, ‘How are we ever going to convince people this is possible?’”

Customers will also re-examine their usage of office space, he said.

“I do think that we’re going to see the real estate market change,” Paulson said—citing estimates from research firm Gartner that even if companies see a 5 percent loss in productivity from remote work, they will still save 20 percent on costs for real estate.

For businesses that do keep their offices, the concept of hoteling—where employees don’t have assigned desk spaces at the office, but are scheduled to come in as needed—is likely to make a comeback, said Kelly Yeh, president of Chantilly, Va.-based Phalanx Technology Group. Hoteling can enable employers to have fewer workers in the office at a time, which is good for social distancing and provides the benefit to employees of continued working from home and less time commuting.

“We’ve just had a proof of concept of eight weeks of 100 percent teleworking,” Yeh said. “If businesses were able to be as productive as they normally are and didn’t really feel like there was that much of an interruption, then there’s no reason to not allow more fluid on-site work.”

The return to the office is also creating brand-new opportunities for solution providers around supporting crucial health initiatives such as temperature measurement.

Salinas, Calif.-based Alvarez Technology Group is now providing several solutions for checking temperatures of employees or students before they enter the workplace or school each day, said CEO Luis Alvarez.

The company’s Thermal Protect temperature testing solutions include two types of thermal cameras—one that can screen 30 people a minute, and one that can screen 30 people a second.

Alvarez Technology Group is also reselling a temperature-taking kiosk developed by HP Inc. and kiosk manufacturer Meridian.

Demand for the Thermal Protect solutions has been huge, and

the company is now exploring other technologies that might be useful to help businesses operate their offices safely, Alvarez said.

“We’re building a toolkit that we call ‘Get America Back To Work,’” he said.

To keep workers connected wherever they happen to be located, collaboration tools are expected to continue to be among the most important areas for solution providers. Videoconferencing platforms such as Zoom, Microsoft Teams and Cisco Webex have been surging and will continue to play a pivotal role, solution providers said.

Maryann Pagano, CEO of New York-based BlackHawk Data, said that now that many customers are getting used to remote work, there remain opportunities to enhance work-from-home deployments with business-grade collaboration tools and security.

“Tech Data and Cisco have offered us MDF, which doesn’t come easy for people like us because we’re small. We’re going to run a campaign with Cisco on work-from-home solutions like Cisco Umbrella, Cisco AMP or Duo for security, as well as on different collaboration tools—whether it’s Webex Teams or Webex Meetings,” Pagano said.

Virtual desktop infrastructure is also having a moment as a core component of many remote work deployments. For instance, delivering Microsoft’s Windows Virtual Desktop—with the help of Azure automation platform Nerdio—has been among the fastest-growing areas for 10th Magnitude since the shift to workfrom-home began, Borg said.

“When I’m looking at the strategic direction of the business and how we can serve enterprise organizations going forward, we expect that there will be a lot more opportunity to deepen our relationships with organizations around Windows Virtual Desktop,” she said.

Alvarez said the massive changes left behind after the Sept. 11 attacks can give some sense of how COVID-19 might transform society. “If you told people before 9/11 that someday, to get on a plane, you’ll have to take off your coat and your shoes, they’d look at you like you’re crazy. But now that’s the new normal,” he said.

With the current crisis, Alvarez said, “We’ve been looking at this and saying, ‘What is going to be the new normal from this?

And how can we help people, and get in front of people we previously haven’t been in front of?’”

Anexinet’s Pittman also sees this environment as “a great opportunity for us to expand our reach and do more with more clients”—especially when it comes to using a virtually delivered approach for digital transformation projects, as his company has rapidly learned to do during the pandemic.

“When you think about being bound by time and space, and having to fly people into different places, clearly that’s a competitive disadvantage when you’re not as close to the client. I think this opens up a whole ton of clients that may have [previously] been averse to a virtual model,” Pittman said. “For us, it offers a great opportunity to expand and grow and provide our services to a wider set of clients.” n

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Leading Fearlessly In A Time Of Crisis The COVID-19 pandemic has called on female executives to do the one thing that many have avoided in their professional careers: get personal

By Gina Narcisi

T

anaz Choudhury, president and CEO of TanChes Global Management, used to put on her red lipstick— her “warpaint”—at the beginning of every workday to ready her mindset to get business done. Now, she’s putting it on each morning for a different reason: to give her employees and customers a small sign of normalcy during a chaotic time.

“It went from being my own tool for confidence to becoming a signature of confidence,” Choudhury said. “The way you portray yourself during a time of crisis can make a big difference to someone else. Being a woman leader in a predominantly male environment really puts the focus back on me at times like this—I truly feel like the matriarch of the organization.”

Leading fearlessly is key to being an effective and transformational leader during the best of times. But as the COVID-19 pandemic hit this year, the phrase has taken on a whole new meaning.

Most businesses were forced to close their doors, and employees began working from home to help slow the spread of the virus. But it wasn’t just professional lives that were upended by the crisis. Schools across the U.S. began closing their doors in March and students of all ages were required to learn at home, sparking brand-new challenges for working parents.

The importance of human connection, executives told CRN, is the silver lining that has emerged from the COVID-19 crisis.

Sugar Land, Texas-based TanChes took a multifaceted approach to responding to the pandemic both internally and externally. For clients, TanChes still had to be a trusted solution provider and put the right connectivity and security technologies in place to help customers work remotely, very quickly. But Choudhury also found herself “playing therapist” with anxious clients, as well as with her own employees.

“We had to change from being just a trusted adviser to being more human,” Choudhury said. “Not only were we dealing with issues professionally, but we were dealing with personal issues as well because this is happening to all of us at the same time.”

In the midst of the pandemic, 77.5 percent of respondents in a

recent survey of channel women from CRN parent The Channel Company said that they believed their voice and ideas were more important than ever. At the same time, 23.7 percent of respondents said that senior leaders were turning to them at this time to keep the company going.

Leading fearlessly in a time of crisis, ironically, calls on women to do the one thing that many have actively avoided in their professional careers—showing their human side, executives said.

“I think my team might be surprised by how personal I’m getting on calls and sharing a bit about my life and asking about theirs—sometimes, even skipping over work things to ask how their families are doing and what they are looking forward to when this passes,” said Elissa Livingston, senior vice president of growth and strategy for cloud optimization startup CloudCheckr. “My team and, frankly, my customers and partners have been amazing about expressing empathy and understanding at this time.”

Livingston has been making herself available visibly during the workday via videoconferencing tools since Rochester, N.Y.based CloudCheckr started to work remotely in March. Replacing in-person interactions and one-on-one meetings with connections across new tools has been critical, according to Livingston.

“Making sure team members are OK and understand they are still an important part of the business and team right now is huge,” she said. “I’m certainly still as busy as I was before, but I’m being more intentional with my time.”

For Livingston, becoming more tactical and less strategic was an important adjustment to make.

“It’s hard to look a year out and plan for in-person events,” she said. “Right now, it’s about improving the day-to-day things. This has given us an opportunity to look at the micro-level elements of our business. It’s giving us the opportunity to look inward.”

On the following pages, CRN honors more than 900 women across the channel for their unique strengths. For more on each honoree, go to the Women of the Channel database on crn.com. ■

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of 2020 Women the Channel

Daria Abbaei

Barbara Abboud

Director, Partner Enablement

Director, Partner Sales

Ivana Abruzzese Sr. Channel Marketing Manager

Michelle Accardi Pres., Chief Revenue Officer

Kaspersky Lab

Star2Star Communications

In the past year, F5 has acquired Nginx and Shape Technologies.

A key priority for the channel organization is enabling partners around these solutions.

Abboud is focused on doing just that and driving solution-led engagements with customers.

Abruzzese increased adoption of the Kaspersky United Program upward of 15 percent and delivered valuable campaign elements and incentives to increase pipeline and drive revenue. She also aligned business plans to drive revenue through multi-marketing strategies.

Ac c a r d i released new offerings including a virtual workspace integrated with UCaaS (powered by Citrix Workspace and Star2Star) and enhanced partner programs with better training materials and more personalized service for partners.

Dee Dee Acquista

Amanda Adams

Pelin Agar

Karlene Alameda

SVP, Global Channels

BeyondTrust

Sr. Dir., European Alliances

CrowdStrike

Finance Director, Turkey

Field, Channel Marketing Mgr.

Barracuda Networks

Ingram Micro

Acquista star ted her new role at BeyondTrust in March. She plans to leverage the power of the channel for growth and scale by enabling the strongest security sales and technical teams to hunt and fish for new business opportunities.

CrowdStrike’s national partner program grew over 80 percent in 2019 from 2018, with three national partnerships growing over 200 percent. By providing programs and initiatives for these partners, Adams’ team aligned investments to accelerate partner-sourced business.

As Tech Data’s finance director of Turkey, Agar is focused on achieving financial targets. Over the past year, she has helped increase profitability and revenue and partnered with sales teams, which have become strong allies.

Alameda and her team have focused on enhancing channel and partner programs. She has worked with key stakeholders and rolled out the changes to channel partners so they understand what’s new from Barracuda Networks.

Power and cooling represent a foundational solution within the IT channel. Under Alexander’s lead, Ingram Micro transformed a historically operational, infrastructure-minded business into a strategic growth category for all stakeholders.

Bethany Allee

Beatriz Almeida

Carrie Almeida

Megan Amdahl

Abi Aminu

Channel Account Manager, Southern Europe

Federal Business Manager

SVP, Operations

Skout Cybersecurity

F5 Networks

As soon as Abbaei moved into her role, she began working on documentation for internal and external use.

As Skout Cybersecurity had never had a partner enablement team, she helped build the team, delegating responsibilities and instituting a plan based on success criteria.

Executive Vice President

Cybera

Webroot, an OpenText

Tech Data

Channel Sales Exec. Director, EMEA Data Center Group

Lenovo

Acedo-Rico Gonzalez scaled the data center business units in the EMEA channel through the creation of motivated channel sales teams. She leveraged her expertise in channel planning, including controlling sales budgets and forecasts.

Kimberly Alexander Sr. Vendor Business Mgr.

Nvidia

Insight Enterprises

Manager, Global Programs, Strategy, Americas

Company

Thales

Allee led marketing strategy for growing the channel program from four to 36 partners in 12 months.

She also launched a new portal that is now used by all partners.

She and her team exceeded a marketing-driven pipeline goal by 212 percent.

Almeida transformed one of the most challenging regions into a profitable business, supported by a robust channel. She has increased revenue by 30 percent, optimized profitability by enabling current partners and expanded the partner network.

Almeida identified and on-boarded focused federal partners and invested in developing these partners via training, marketing investment and account planning. She also helped launch the Federal Partner Competency Club program.

Amdahl’s team oversees strategic sourcing.

Through Insight Enterprises’ sourcing optimization program, she and her team look to optimize purchasing power through consolidation of the vendor portfolio and a strong RFP process with distribution partners.

Rather than focus on the expansion of the current Gemalto program, Aminu helped design a new partner program through interviews with partners and internal stakeholders. It has features to drive partner profitability, segmentation and simplicity.

Margaret Amori

Jennifer Anaya

Sue Anders

Liz Anderson

Michelle Andreas

Federal Partner Business Manager

SVP, Marketing, Global Technology Solutions

Manager, Government Contracts, Programs

VP, Marketing

APS Payments

Logicalis U.S.

Amori solidified solutions into 14 proposals. She has helped Nvidia win multiple awards as a subcontractor, including two large AI-related IDIQ contracts, one at $885 billion of contract ceiling and another AI-related R&D contract at over $600 million of contract ceiling.

Anaya brought more collaboration, customer focus and business excellence to marketing initiatives worldwide via the Global Marketing Summit, where attendees conducted planning and shared projects that support partner growth.

Anders helped secure the Sourcewell Co o p e rat i ve Purchasing contract for the third consecutive term, giving Mitel’s 200-plus channel partners, who are authorized selling agents, a competitive advantage in public sector sales opportunities.

Anderson oversaw implementing a to-partner e n a b l e m e nt strategy to help partners more easily identify prospects and rolled out a partner communication strategy to keep partners up to date on current programs and initiatives.

Andreas led development of a customerc e n t r i c approach to marketing in the channel, emphasizing customer stories and executive thought leadership.

She did this through a dedicated content and media strategy and a strong web presence.

Nvidia

16

Irene Acedo-Rico Gonzalez

Ingram Micro

Mitel

VP, Marketing

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of 2020 Women the Channel

Teresa Annibale

Maria Ardila

Marcella Arthur

VP, Global Accounts

Latin America Channel Director

Unbound Tech

Zscaler

Functionize

Annibale opened up a whole new business area for Evotek with a different approach to solving a problem. This created a new go-to-market strategy for the organization and differentiation in the market.

Ardila and her team focused on expanding three key pillars: cloud security adoption, artificial intelligence and Security as a Service.

They have provided partners with programs that promote their excellence through enablement, promoting sales and support in various processes.

Understanding the channel and how the commercial requirements have changed are critical to the implementation of a revenuerich channel program. In joining Unbound Tech, Arthur aims to position the company as an innovator laser-focused on expanding the channel.

Ashworth Ambrose is passionate about building and maintaining meaningful relationships. She is known for her positive attitude, willingness to connect others, and drive to help those starting out in the business, especially but not limited to women.

A s t ro m h a s held the role of operational manager for the Functionize Summit Partner Program since its inception. The program includes a deal registration workflow design, conceptualization, a secure partner portal and a robust training program.

Tricia Atchison

Kam Attwal Kaila

Kim Austin

Kristina Austin

Raluca Avram

Group Dir., Worldwide Partner Enablement, Marketing, Microsoft Business

President

Business Development Manager

Sr. Director, Global Alliances, Partner Cloud, Industries Marketing

Bitdefender

Atchison developed a global e n a b l e m e nt framework to guide partners through the learning process.

She provided opportunities for joint demand generation with key alliance partners to help expand reach.

ITBD’s sales cycle is often centered on uncovering pain points an MSP has around talent, which is a longer conversation than a typical product sale. ITBD accelerates that process by sparking engagements with educational content.

Austin has been tasked with several strategic projects in order to help Intuit reach its next-level goals, from finding new ways to reach additional segments within the channel to collaborating with the marketing team on content creation for the channel.

Austin and her team mobilized to support the launch of Dell Technologies Cloud, Dell Technologies On Demand and new flexible consumption offerings for partners.

They also created awareness of the value that partners provide.

A v r a m put more emphasis on Bitdefender’s MSP Partner Program, launched a new lead generation program through a channel marketing automation tool and improved the channelfacing communications flow.

Tracey Awad

Mira Ayad

Andrea Ayala

Lorraine Azzinaro

Wendy Bahr

Global Lead, AWS Marketplace Channel Programs

Channel Engagement Manager

Chief Operating Officer

Rubrik

Evotek

Sophos

IT By Design

Citrix Systems

Assistant VP, Commercial Video

VP, Marketing

Intuit

Dawn Ashworth Ambrose Channel Manager

Dell Technologies

Irina Astrom Program Dir., Global Alliances, Channels

Sr. Manager, Worldwide Partner Program

Chief Commercial Officer

Amazon Web Services

Datto

Aspire Technology Partners

Awad and her team grew activations year over year in a challenging environment. They launched a Door to Door program and incorporated the ability for partners to sell AT&T business solutions with distributors.

Ayad launched the new AWS Solution Provider Program and led its international expansion. She also defined the AWS Marketplace Channel program strategy to create more peer-to-peer opportunities and programs.

Ayala streamlined Datto’s vendor alliance programs, engaging with channel vendor partners globally to help build out strategic partnership initiatives. She also managed the sponsorship and vendor participation of two large MSP partner conferences globally.

Azzinaro cont r i b u te d to distributor-led initiatives and led the vetting and on-boarding for all ecosystem partners. She also oversaw expansions in managed services operations and supervised the implementation of Aspire Technology Partners’ ITIL-based processes.

Bahr has built strong alliances with NetApp, Microsoft and Amazon Web Services. Rubrik has seen tremendous success in the first year with the Rubrik Velocity Partner Program, and she says she is proud that 100 percent of customer business is done through channel partners.

Julie Baldwin

Emily Ball

Amanda Banker

Corey Banner

Laura Barbaro

Head of Cloud

Marketing Manager

Sr. Mgr., Partner Experience, Worldwide Partner Org.

Director, Partner Success

Americas Managing Director, IoT Sales, Marketing

Since joining SUSE in December 2018 to lead cloud strategy, Baldwin and her team grew the cloud business by 64 percent year over year by deepening relationships with public cloud providers and local and regional service providers across the globe to ensure customer and partner success.

Ball established TBI’s video program with a state-ofthe-art studio.

She also led several strategic revenue-generating channel campaigns with providers and partners and used TBI’s marketing resources to increase partner engagement.

Banker is a pivotal par t of the team responsible for launching VMware’s game-changing partner program, Partner Connect.

Her team coordinates all stakeholder communications as well as all asset development and training engagements.

A big focus for Banner over the past year was to drive partner retention and growth. In support of these efforts, she developed various partner campaigns to drive awareness around the value of partnering with Axcient and to support partners’ go-to-market strategies.

AT&T

SUSE

TBI

VMware

Axcient

Intel

Barbaro shared with channel par tners an engagement model for IoT solutions that enabled them to accelerate their business in a range of market segments, with specific use case solutions resulting in solving real IoT business problems.

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Dell Technologies Celebrates 30 Accomplished And Remarkable Women Of The Channel We’re thrilled to celebrate the 30 inspiring women of Dell Technologies, who have contributed so much to aid our partner community. The images you see below are the faces of the best and most influential women channel leaders who help partners maximize their relationship with Dell Technologies. While we’re proud and excited for all these Women of the Channel, we want to highlight those who have earned multiple awards since 2011, including Mary Catherine Wilson (10 times), Heather Wilcox (eight times), Cheryl Cook (six times) and Maureen Gaumer (six times).

Congratulations to all award winners!

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Cheryl Cook

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Diane Brode

Sr. VP, Global Partner, Embedded and Edge Solutions Marketing

Sr. Dir., Global Alliances, Partner Cloud and Industries Marketing

Sr. VP, Global Channel, Alliances, Embedded & Edge Services Sales

MDF Operations Team Lead, Channel Partner Marketing

President, Global Channel, Embedded and Edge Solutions

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Natalie Crawford

Nikkia Despertt

Kathleen Flaherty

Kelli Furrer

Maureen Gaumer

Sarah Griffin

Tina Hanson

Kathy Kenneally

Tina Mentschik

Sarah Meyer

Kathleen Meza

Brinda Robin

Susanne Schuetz

Patty Scire

Caroline Scott

Nicola Sheppard

Sarah Shields

Cindy Spring

Beth Villalpando

Heather Wilcox

Data Center Lead, CDW

Director, GTM & Programs, Global Alliances

Director, Dell Technologies Partner Program Strategy

Director, Global Partner and OEM Business Transformation

Director Readiness & Adoption, Channel Services

Director, Cloud Partner Marketing

Program Manager, Edge and IoT Ecosystem

Vice President & General Manager, Central & North Europe Channel

Senior Director, Channel Services

Senior Director, Global Channel, Renewal Sales

Director, Channel Marketing, EMEA

Director, Global ISG Channel Specialty Strategy and Programs

Vice President, Federal Channel and Alliances

Regional Senior Channel Manager, Austria

Senior Director, North America Strategy and Programs

Director, NA Distribution and National Solution Provider Marketing

Senior Director, Global Partner Ecosystem and Program Marketing

Director, Dell Channel, VMware Sales & Go to Market

Director, Channel Marketing, North America

Director, Client Solutions Field Marketing, Channel

Join our network: delltechnologies.com/partner/womensnetwork

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of 2020 Women the Channel

Amanda Bedborough

Joy Belinda Beland

SVP, EMEA Operations

Sr. Director, Cybersecurity

As HP evolves its print business, one of the top priorities continues to be a shift toward managed print services. As the leader of the MPS channel in HP’s largest market, Beach plays a critical role in spearheading this transition from an indirect perspective.

B edborough led the transition to term-based sales from perpetual licences with minimal channel disruption. She also launched a new Secondary Storage virtualized software solution as well as a new partner portal.

Beland oversaw a team of security experts to develop a vendor-agnostic, foundational cybersecurity certification for MSPs. She also cultivated training around security awareness for MSPs to follow as an entry point to cybersecurity expertise with clients and prospects.

Heather Bell

Hedy Belttary

Monica Benatti

Patty Benitez

VP, Global Enterprise Channel Sales

SVP, Sales

Marketing Director

Vicki Batka

Sr. Director, Global Channel Sales

VP, Partner Org., Asia-Pacific Japan, Greater China

Cisco Systems

HP Inc.

Although new to Armor, Barnhart has built a team of elite channel sales experts that can bridge the gap between managing/ building relationships and helping their MSP and VAR partners pivot and develop net-new Security-Software-as-a-Service offerings for customers.

As Cisco transforms, Batka has been working with par tners to focus their businesses and has been developing new revenue models to deliver high-value services. Every day more partners seek help and guidance on this journey.

Amy Belcher VP, Global Partner Marketing

Armor

Xerox

Sectigo

Head of Managed Print Services Channel Sales

DataCore Software

ConnectWise

SVP, Channel Sales

Laserfiche

NTT

APS Payments

Belcher is responsible for enabling channel expansion through effective global partner programs, channel enablement and marketing. She developed the strategy for the company’s first Global Partner Summit, hosting over 900 participants from around the world.

Bell has worked to deliver significant revenue growth, PKIcertification-focused training, new strategic partners globally, and has attracted and retained experienced candidates for senior leadership roles that will drive growth in North America.

Belttary developed the strategy behind a new licensing model for Laserfiche that prioritizes flexible pricing and caters to the needs of solution providers and customers. These efforts have increased awareness for solution providers and customers and accelerated adoption.

B e n at t i developed a project called the Latin America Integration Program that gathered the best practices of the Brazil, Chile and Mexico offices and from that, started an integration and expansion program to the other Latin American countries.

After building a successful channel team, B e n i t e z ’s vision was to establish processes that would allow APS Payments to scale and on-board additional channels faster. She achieved this by implementing turnkey, partnercentric programs the moment new integrations were launched.

Cynthia Bennett

Harsha Bennur

Lauren Berntson

Rachael Bertrandt

Gunjan Bhardwaj

Director, Partner Tech Strategy, Government

MDF Operations Team Lead, Channel Partner Marketing

Dell Technologies

Global Corporate Controller, Principal Accounting Officer

Insight Enterprises

Vista IT Solutions

Bennett is zeroed in on growing and developing the team and providing management and leadership opportunities for them. She and her team will focus on identifying what makes them successful as recruiters and implement best practices to stay ahead of the competition.

B ennur has led the channel technology strategy for Microsoft government-focused services and solutions partners. She directed the technology strategy for her team of strategists to build capacity and capability around industry outcomes.

Berntson worked with channel partners and across multiple divisions within Dell Technologies to deliver best-in-class partner MDF investment management.

Careful administration of these investments has been key to supporting partners.

Bertrandt supported leadership on key financial decisions, ensuring Insight meets its fiduciary responsibilities. She brings clarity to ambiguous situations, no matter how complex, because finance’s mission is to support and enable the business.

As vice president of technology operations at Vi s t a I T Solutions, which specializes in enterprise solutions, infrastructure, cloud, software development and more, Bhardwaj leverages her experience to transform ideas into innovative solutions.

Carisa Bianchi

Diane Bierman

Heidi Biggar

Jennifer Binet

Bridget Bisnette

VP, Controller, North America

VP, Strategic Partnerships, Sourcing

Director, Worldwide Partner, Sales Enablement

SVP, Enterprise Sales

Sectigo

Riverbed

The Strategic Pa r t n e r s h i p and Sourcing department was formed in 2019. Bierman has been tasked with strengthening channel relations while identifying partner programs to increase financial stability. She is working to align goals with vendor partners.

Biggar developed the messaging for Commvault’s partnerfocused sales plays for cloud, recovery and infrastructure modernization as well as the new Partner Program, enabling partner and internal sellers on channel-relevant messages that drive revenue.

Binet has fine-tuned the partners Sectigo works with by identifying key partners and regions, establishing relationships, contracts, educating sales teams and building traction while establishing Sectigo as an emerging technology partner in the enterprise space.

Bisnette focused on attracting and retaining talent, to the benefit of Riverbed’s business and partner experience. She continued mentoring and coaching teams to improve performance, providing a support structure for talent and revealing opportunities for growth.

VP, Talent Acquisition

Impact Networking

Insight Enterprises

New to Insight, Bianchi has been immersed in learning the c o m p a n y ’s business and back-end operations, leading Insight’s North America accounting function, and driving the North America finance integration of Insight’s acquisition of PCM.

20

Tami Beach

Liz Barnhart

Microsoft

MNJ Technologies

Commvault

VP, Technology Operations

SVP, Global Partner Sales

JUNE 2020

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Achieve Your Spectrum Of Channel Success The Spectrum Partner Program Continues Expansion

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Q. How has the Partner Program evolved in the past year?

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Q. Considering the Partner Program’s recent success, what are Spectrum’s plans in the coming months?

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of 2020 Women the Channel

Laura Blackmer

Bethany Blackwell

SVP, Dealer Sales

Director

Channel Sales Dir., Managing Director for Latin America

Jennifer Bodell

Shannon Bodnar

VP, Channel

Sr. Director, Americas Channel, Commercial Marketing

Konica Minolta Business Solutions U.S.A.

Carahsoft Technology

Blackmer is focused on building the Workplace of the Future for the channel, which is defined by products and strategies. She is always looking for new ways to assist dealers with go-to-market strategies and provides access to top-notch marketing.

B l a c k w e l l ’s goal has been to solve the procurement challenges related to solution-selling for Salesforce. With a goal of increased visibility for the vendor community and a solution-delivered approach for customers, she has brought to market a total package solution.

One key component Lexmark partners were in need of was better credit terms. In Blom’s role, she drove key conversations with the corporation to make sure Lexmark was able to support strategic partners by meeting their credit needs.

Bodell listens to par tners and takes the dialogue back to Pax8 so the company can find new solutions to strengthen the business. She also manages Pax8’s 100-plus channel events, including Mission Briefings, bootcamps and the Wingman conference, which will be held virtually this year.

Bodnar added a new sales organization to her team’s responsibilities. This was an entirely new through-channel model, and she had to create a marketing strategy from scratch while also maintaining a high ROI and trackable investments.

Katie Boeh

Michelle Boers

Leslie Bois

Lauren Bonaca

Lori Bonenfant

Director, Customer Experience

Country Manager, Canada

VP, Global Channel, Alliances

Sr. Manager, Partner Marketing

Director, Commercial Channel Operations, Business Group

Boeh and her team assembled a Partner Advisory Council with an aim to further understand partners’ challenges and how APC by Schneider Electric could steer strategy and offers in a direction that would enable their business initiatives.

In 2020, Boers helped launch the third successful Lifeboat Canada Emerge event, where vendors and resellers found much value in attending. In addition, she signed on a new vendor to Canada, which does not use distribution, and has exceeded expectations in all aspects.

Bois’ focus was on driving the organization to a partnerled model and transitioning away from a direct model. She implemented a “land with channel initiative” to align selling efforts to the strengths of partners. This helped to drive an increase in the percentage of sales with partners.

Bonaca led the launch of the Datadog Partner Network.

The network currently has over 350 partners. She has developed a deep understanding of the challenges partners face and all her initiatives are geared toward ensuring seamless execution.

Bonenfant and her team deliver programs to ensure partners are fully supported throughout their customers’ solution life cycle. She develops the channel strategy to broaden Verizon’s reach, expand the portfolio and create differentiated value.

Elena Bonvicino

Tami Booth

Heather Bouvier

Lisa Box

Catherine Boyce

VP, Global Alliances, Presales

Channel Teritory Director

VP, Strategic Alliances, Business Development

Sr. Channel Manager

APC by Schneider Electric

Manager of Channel, Italy

Lifeboat Distribution

Lexmark

Veracode

Pax8

Datadog

Nutanix

Verizon

Veeam

Dell Technologies

B o n v i c i n o ’s responsibility is to manage the whole channel community of over 4,000 partners. She has implemented different, specific tailored plans for each of them to create and enable the correct winning mentality to address their targeted market.

Booth works with partners to ensure they understand the value of alliance partnerships. She also educates internally within Dell sales and presales to show the value of partners, especially when it comes to multi-cloud and winning the design war on Dell’s behalf.

As channel territory director, Bouvier grew iland’s channel business in the Northeast in 2019 by 160 percent. She accomplished this by adding new partners and aligning with very strategic vendors.

Box spearheaded the Hubspot integration with WP Engine, concluding her 10th year as head of WomeninDomaining, and gave back by promoting DomainConnect as an open standard for DNS providers to work with various service providers.

B o y c e exceeded her quota by 141 percent in 2019. She was able to expand her partner base by recruiting and educating IT consultants, MSPs, VARs and integrators. Her extensive relationships with master agents have contributed to her overall success in the channel at Vonage.

Meitra Bozorgzadegan

Lynn Brading

Kelly Brady

Stephanie Bray

Judith Breen

Director, Digital Experience Alliances

Director, Worldwide Partner Business Enablement

Sr. Manager, Global OEM Channel Ops., Programs

Director, Strategic Partnerships

Director, Channel Sales

22

Carlota Blom

Sungard Availability Services

Perficient

Bozorgzade gan executed on joint goto-market strategies at the field level with several key alliance and technology partners. She also grew relationships with strategic regional partners and on-boarded new partners to join the ecosystem.

Brading advanced the relationship with Adobe by increasing software sales, achieving certifications and specializations, and maintaining positive customer references. Perficient added three Adobe specializations and became a Platinum Partner.

iland

WP Engine

Vonage

NetApp

Dell Technologies

Insight Enterprises

Brady proved the success of NetApp’s Channel Evangelist career development program, which has allowed her to expand it to all employees within the worldwide channel organization. It involves developing employee business skills and mentoring.

Bray embarked on a journey to ensure Dell is reaching its full potential with partners and is focusing on collaboration with the broader partner ecosystem. This hinges on the interlocking role she has with channel leaders to ensure harmony.

Breen built a strong team of product managers and partner-funded resources, emphasizing diversity, collaboration, structure, efficiency and strategy. She and the team consistently exceeded budget targets.

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of 2020 Women the Channel

Diane Brode

Rebecca Brennan

Tara Bresnahan

Director, Sales

Carahsoft Technology

Sr. Manager, Channel Marketing, Americas

Sophos

Dell Technologies

Brennan has helped Splunk grow its public sector business by 20 percent over last year. She has invested in several programs that enable the partner ecosystem, allowing it to generate net-new opportunities, nurture existing customers, and provide the best solutions to customers.

Bresnahan oversaw all channel marketing strategy and execution for several Sophos national partners. This included managing a multimillion-dollar annual MDF budget, developing sales enablement programs, and overseeing sales incentives and promotional initiatives.

Victoria Brumbaugh Director, Global Partner Sales Strategy, Operations

Brumbaugh provided trend analysis and program design frameworks to achieve a shift to subscription, significant growth of net-new customers, and increased productivity of the partner ecosystem. She also developed the Focus Partner Program.

Susan Bullwinkle

Qlik

Regional VP

Evotek

Luciana Broggi

Jill Broyles

SVP, Global Head of Channel Strategy, Global Accounts

Account Executive

Brode’s team launched an enhanced MDF experience as well as made continued improvements to the lucrative MyRewards partner incentive program. This resulted in increased partner loyalty and increased partner earnings and spend year over year.

B ro g g i wa s instrumental in developing and implementing HP’s new market structure to its global channel organization. This work was both internal and external to ensure a seamless transition and provide greater efficiency and resources for channel partners.

Broyles helped bring in a $12 million deal last year, which included a complete SD-WAN refresh, switching stacks at clinics in the network, as well as the deployment and management for those services. She also brought in 11 new clients across New England.

Christina Bryant

Nancy Buckley

Donna Buffett

Toni Buhrke

Sr. Account Manager

East Manager, Channel Sales

Palo Alto Networks

Sr. Director, Worldwide Partner Enablement

Citrix Systems

Forescout Technologies

Bryant’s goal for partners is to make sure they are aware of everything SolarWinds MSP offers. Overall, she helps customers identify gaps, provides solutions and assists in coordinating training to implement the solution.

B u c k l e y ’s accomplishments are based on a foundation of relationships established throughout her career. She puts a strong emphasis on developing and executing plans that combine company and partner business objectives to overachieve and deliver on results.

Buffett helped partners understand the latest Citrix messaging, products and programs.

Partners could then educate their customers on how Citrix technology leads in delivering digital transformation with higher productivity and higher profitability.

Buhrke used her technical presales experience to expand curriculum for enablement around architecture, troubleshooting and deployment best practices. She works closely with her post-sales counterpart to ensure smooth coverage for all partners and distributors.

Meredith Bunker

Charla BuntonJohnson

Traci Burch

Laura Burdine

SolarWinds MSP

Director, Channel Marketing

LogMeIn

Sr. Director, Global Partner Marketing

HP Inc.

Sr. Manager, North America Distribution

NWN

Dir., Worldwide Channel, Inside Systems Engineering

Sales Operations Manager

Global Director, Channel, Field Marketing

Citrix Systems

Adapture Technology Group

WekaIO

Bullwinkle came on board in January 2019 to launch a new market, establishing and developing the Colorado territory. During the year, she hired a team, met with 50 partners and selected 20 to focus on, and with them drove $9 million in sales.

B u n k e r engaged with partners to develop customized marketing plans and drive leads.

She also supported the vertical go-to-market strategy and built out marketing for key verticals as well planned and managed the Jive Partner Advisory Board.

Bunton-Johnson launched the Weka Innovation Network, a global partner program, and implemented the partner portal. She will be driving the new AI/machine learning competency as well as partner playbooks to enable partner goto-market success.

Burch achieved 55 percent growth in revenue due to her initiatives working with her distributor.

They implemented growth goals and a clear path to success, along with specific lead generation programs that have led to success.

As the company ’s CRM administrator and sales operations expert, Burdine led the development and execution around improving the internal sales process. This resulted in a higher level of client service capabilities and more streamlined executive reporting.

Jennifer Burl

Beth Burnside

Christine Burrows

Elizabeth Burton

Anna Busch

VP, Marketing, Corporate Social Responsibility

Owner

CMIT Solutions of Erie

National Account Manager

Eaton

Sr. Partner Marketing Manager

Amazon Web Services

Sr. Director, Partner Business Management

SAP

Burl takes great pride in sharing her insight with others in the channel.

This year she conducted channel training for the HPE Digital Marketing workshop and presented channel strategy at the HPE Global Partner Summit to share key insight to channel success.

CMIT Solutions of Erie experienced 47 percent growth in revenue in 2019. In addition to managing this growth effort, Burnside continued to streamline operations, add staff and complete her dissertation proposal as a Ph.D. candidate.

After joining Eaton, Burrows was able to use her insight and experience to help jump-start new initiatives, including launching several successful sales and reseller campaigns, implementing new pricing strategies and streamlining processes for warranties and renewals.

Bur ton is a champion for some of the company’s largest strategic managed partners.

She leverages her decades of experience in technology and marketing to create innovative strategies and tactics that drive sales to and through the channel.

Busch drove cloud adoption, customization and delivery across 80 percent of top North American partners. She also implemented a proposal-based marketing program to drive pipeline growth and aligned the North America channel program across industry best practices.

Worldcom Exchange

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of 2020 Women the Channel

Christine Bush Sr. Government, Major Account Manager

Louise Butler Sr. Account Manager

Salena Butler VP, Channels

Mechelle Buys du Plessis

Sr. Director, Global Alliances, VMware, Dell Technologies

SolarWinds MSP

Working closely with Sharp’s channel partners, Bush focuses on the value of understanding the customer’s workflow environment.

Sharp MFPs natively streamline workflow and eliminate the need for additional software on the network.

Bustamante’s team last year delivered 42 percent yearover-year revenue growth by expanding the channel, routes to market, and launching new partnerships with Pure Storage and Tech Mahindra.

Butler helped run a proof of concept for SolarWinds Endpoint Detection and Response, putting forward a number of partners to assist with the project. Choosing the right partners was key to a successful initiative, and partners felt the benefits.

Butler leads the North America Partner Council and is a key s t a ke h o l d e r in Infor’s Global Council. The councils help prioritize areas of improvement, and this feedback delivers positive changes for the betterment of partners.

Key to Buys du Plessis’ success is deep engagement with channel and OEM partners. The close development and cadence with channels and OEM partners set her apart.

Laura Cairns

Addison Caldwell

Cherie Caldwell

Heather Campbell

Jessica Campbell

Sr. Manager, Customer Success

Partner Success Engineer

Dir., Global GTM Strategy Collab., Global Partner Org.

Chief Experience Officer

Federal Channel Account Manager

Cairns led the development and successful implementation of SolarWinds MSP’s values system, which defines how people are expected to behave toward each other and to customers, and cultivates a culture that promotes teamwork.

After partners sign on to a solution, if they can’t get on-boarded, or fully understand how to continuously get more value from it, then they won’t stick around.

That is what Caldwell addresses on the on-boarding team, which has grown rapidly over the past year.

U n d e r C a l d w e l l ’s direction, fiscal year 2019 collaboration channel growth was up 9.7 percent and recurring revenue was up 33 percent. She also recruited new partner types and simplified partner certifications.

Campbell launched ARG’s value realization process last year. The process builds on the business value identification in ARG’s consulting process and carries it beyond deployment to ensure that clients fully implement and operationalize the benefits of new technology.

To support the acceleration of the channel business through partners and make it easy to do business with Red Hat, Campbell is focused on getting the sales team in front of the right partners that are going to help support their goals and expand Red Hat’s footprint.

Rachel Canales

Brooke Candelore

Kate Canestrari

Nicole Cardenas

Elizabeth Carlin

Product Manager

Sr. Director, Partner, Alliance Marketing

Director, Channel Marketing

Sr. Channel Account Manager

Sharp Electronics

SolarWinds MSP

Infor

Liongard

VP, Central Region

NTT

Rackspace

Cisco Systems

ARG

Red Hat

North America OEM Channel Sales, Strategy Executive

BrightGauge, a

ConnectWise solution

VMware

Canales developed a new channel program that identifies top channel sales individuals and rewards them for their efforts.

She created stronger relationships with her primary partners’ sales organization, netting a pipeline that has grown five times.

Candelore aims to mature BrightGauge as a product by providing advanced analytical capabilities and continuously improving partners’ experience by reducing friction in the web application.

To build a strong channel business, she believes one needs to bridge the tech skills gap.

Transforming how partners engage and market with VMware has been a key mission for Canestrari. Focusing on operational improvements and launching innovative programs like PartnerNow and Partner Connect make it easier for partners to engage with VMware.

Cardenas transformed Pivot3 into a partnerled business by developing a new program designed to maximize partner return.

This transformation included streamlining processes, identifying tools and creating a go-to-market strategy that supports Pivot3’s routes to market.

Carlin’s main initiative is to i n c re a s e Spirion’s brand awareness and product/service visibility to strategically identified partners. She is utilizing her training, mentoring and motivational skills to build positive relationships that will maximize sales potential.

Kim Carlton

Kristin Carnes

Lauren Carson

Andrea Carter

Kelly Carter

Director, Channel Sales Development

Director, Global Channel Programs, Operations

Director, Marketing

Legrand AV

Regional Director, Marketing, Northern EMEA

Ingram Micro

Carlton drove an effort that is changing the way channel sales teams can work with channel partners to sell Intel-based products. She delivered the first phase of this project with the second-generation Xeon Scalable processor launch.

C a r n e s accelerated investment in McAfee’s PRM platform. This continues to provide partners with a more comprehensive, simple view of their business.

She also launched a new rebate program that provides predictability and greater earning potential for partners.

Carson’s team was responsible for combining the par tner contracts across all Legrand AV brands for 2020, as well as formalizing the Reseller Partner Program. Her leadership drove both of these projects.

C a r t e r strengthened the bond with Sophos’ channel, managing the Northern EMEA partner events. She talks to partners to better understand local needs and how to help her international team deliver them.

Lenovo

Intel

24

Adrianna Bustamante

McAfee

Pivot3

Sophos

Spirion

VP, Finance, Canada CFO

Carter elevated her game around channel financing by bringing new solutions and education to partners. She has pursued and engaged flexible finance partners, as well as developed innovative financing programs that differentiate both Ingram Micro and channel partners.

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of 2020 Women the Channel

Sandy Carter

Rowena Case

VP, Public Sector Partners, Programs

Head of Channel Marketing, Western Europe, Sub-Saharan Africa

Amazon Web Services

Rachel Cassidy

Head, Partner Marketing, Communications, Corporate Events

SUSE

SVP, Global Channel, Cloud

Aimee Catalano Global Partner Marketing Executive

Google Cloud

Nutanix

DXC Technology

Carter created mechanisms that improved the value partners bring to customers and that AWS brings to partners. She launched the Public Sector Partner Competency Awards based on customer results, revenue, and Amazon’s Leadership Principles.

Case has developed a number of campaigns to deliver alongside a complex and raw sales cycle for partners to easily utilize. She listened to partners’ business strategies to create collaborative tactics that conveyed blended value propositions.

By expanding the team with the addition of channel marketing roles, Case equipped partner sales and drove the creation of integrated channel plans. She directed the launch of elements critical to partnering across strategic and operational aspects.

Cassidy is architec ting the evolution of SUSE’s channel strategy to help partners build out open-source practices to take advantage of the growth in adoption and support joint customers in edge computing, IoT and digital transformation projects.

Google Cloud’s channel marketing organization continued to evolve to meet the fast-growing demand of partners. Catalano introduced new marketing campaigns and hosted partners as full attendees at the Sales KickOff conference for the first time.

Lanay Cerilli

Chanel Chambers

Caroline Chapin

Sr. Director, Product Marketing

Director, Global Partner Programs

Beatrice Charbonnier

Carmela Chartrand

Executive Director, Partner Planning (Purchasing) U.S. Technology Solutions

SolarWinds MSP

Datto

Cerilli spends a lot of time making sense of the sale and learning from the numbers. To add more operational efficiency, she advocated for increased automation and machine-to-machine learning.

Chambers’ focus has been on providing the advanced security services MSPs need to protect their businesses, and their customers’ businesses, from security threats.

She launched 11 new service offerings, many of which were in the security part of the portfolio.

Sarah Chaseling

Ingram Micro

EMEA GSI Alliance Manager

VP, CFO, Channel, Ecosystem Finance

Veeam

Hewlett Packard Enterprise

Chapin was critical to finalizing the global partner program merger strategy (Datto and Autotask), driving partner marketing engagement and launching a new Datto Developer Partner Program to support over 170 third-party vendor integrations.

Charbonnier has developed relationships with the key global systems integrators located in Europe.

This includes managing highlevel executive meetings and making them identify Veeam as a key partner as well as setting up account mappings.

Chartrand prepared co m p re h e n sive “channel economics” evaluations to help transform related channel investment operating models and optimize top-line growth and HPE profitability. She also enhanced the Partner Ready rebate program.

Karen Chastain

Vivian Chavez

Jennifer Cheh

Emily Chen

Sr. Director, Global Alliances

Sr. Director, Channel Programs

SVP, Marketing

VP, Product Management

Sr. Manager, Partner, Alliance Marketing, APJ

Episerver

Chaseling is responsible for the go-to-market strategy in A s i a - Pa c i f i c Japan with Cisco, AWS, Hitachi and VMware. She has forged new stakeholder relationships between Commvault and its technology alliances throughout the Asia-Pacific region.

Chastain led the launch of Episerver App Marketplace to provide a single source for customers to find pre-vetted partner solutions that easily integrate with their existing Episerver solutions.

She led the team and built and executed the launch plan.

Over the past year, Chavez focused on becoming an extension of the sales team in support of their growth and success. She also was the conduit for large master agents and the top tier of partners focusing on key ActiveCore/SD-WAN and midmarket initiatives.

Cheh expanded the reach of NEC with partners, salespeople, design engineers and end users through NEC Technology Showcases and partner training events. She also delivered promotions, programs and tools that drove growth through the channel.

Chen worked with HP/Synnex to launch various projects, enabling Synnex to have exclusivity for key product lines with HP. She exceeded the growth targets for revenue and profit and gained momentum, making a difference in the existing and new product lines Synnex carries.

Julia Chen

Connie Cheng

Vanessa Chet

Marie Cheung-Ong

Tina Chiao

VP, Global Partner Transformation

Worldwide Channel, OEM Programs, Operations Mgr.

Sr. Manager, Americas Distribution Strategy, Planning

Chief of Staff, Americas Commercial Channel Sales

Carahsoft Technology

Cheung-Ong collaborated with the channel leadership team to drive growth in strategic areas and execute partner engagement strategy. She also continued to lead the community outreach program, HP Channel for Change.

Commvault

26

Victoria Case

Comcast Business

Cisco Systems

Qumulo

Cisco Systems

Chen enabled partners to achieve higher wallet share and profitability through new buying centers and differentiated business outcome solutions on top of Cisco platforms. She ensured customer success to increase renewal rates from life-cycle services.

Cheng has been instrumental in refreshing the Qumulo Partner Program to ensure partners find it easy to do business with the company. She also has streamlined program processes to scale Qumulo’s channel business.

Chet simplified t h e i nve s t ment portfolio for Cisco’s distributors while focusing on partner and distribution profitability in the redesign. She also built out a new architecture team to support distributors in the U.S., Canada and Latin America.

NEC Display Solutions of America

HP Inc.

Synnex

Sr. Director

Because of her unique role at a public sector distributor, Chiao sees the business from both the vendor and partner perspective. This enables her team to strategize with vendor partners and resellers to provide the best solution in support of government customers’ missions and initiatives.

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VMware Women Share Insight, Influence That Drive Partner Success VMware recognizes 17 outstanding women whose insight and influence drive partner success. VMware is committed to an inclusive culture and proud of our women leaders who inspire positive progress to our partner community. We commend their thought leadership, innovative vision for channel growth and dedication to excellence launching Partner Connect.

Three of these leaders were also named to the Power 100, representing the most powerful women leaders across IT channel organizations. Congratulations!

POWER 100

POWER 100

Jenni Flinders

Anna Dorcey

Amanda Banker

Kate Canestrari

Kendra DeCoste

Joan Fazio

Tara Fine

Coleen Greco

Kiran Kaloti

Stephanie Ladner

Patti Lewis

Amber McGough

Sonal Patel

Kathleen Tandy

Cheryl Vlacilek

Lisa Wight

Sasha Wright-Neville

POWER 100

Global Channel Chief

Director, North America Partner Marketing

Sr. Director, Worldwide Partner Organization, Compliance

VP, Americas Marketing

Sr. Manager, Global Partner Marketing

Head of Worldwide Distribution

Sr. Manager, Partner Experience, Worldwide Partner Organization

Sr. Manager, Worldwide Partner Programs

Sr. Director, Partner, Alliance Marketing

Sr. Director, Americas Systems Integrators, Systems Outsourcer

Director, Partner Demand Generation Programs

Director, Cloud Provider Sales MSP

Director, Partner Go To Market

Sr. Director, Partner Role Excellence, Operating Model

Canada Channel Chief

Sr. Director, Partner Marketing

Sr. Manager, Worldwide Partner Incentives, Investments

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of 2020 Women the Channel

Leslie Chiorazzi

VP, Global Partners, Alliances

Managing Partner

President, CEO

Over the past y e a r, C h i n drove 2.4X growth of all partner bookings, representing 50 percent of UiPath’s 2019 business. She also delivered enhancements to drive predictability, profitability and velocity for partners.

Lindsey Christensen

Margaret Chum

Account Manager

Sr. Channel Program Manager

Lenovo

Chiorazzi in 2019 gained a health-care client that doubled the size of CMIT Solutions of Murray Hill’s business. Her relationship and skill set allowed the company to provide unique business solutions for this very large practice.

TanChes Global Management

U n d e r Choudhur y ’s direction, Ta n C h e s i n 2019 grew year-on-year channel business by over 55 percent. Her mission is to continue the growth trajectory as well as growing her teams. The building of the company’s own technology center is slated for completion this year.

Christensen’s work on field alignment has developed into a program that brings channel and field sellers together. She has championed the efforts to expand how Lenovo leverages the program’s format for category penetration and new line of business acquisition.

Samantha Ciaccia

Lisa Citron

Allison Clarke

Melany Clayton

Corey Cohen

Sr. Marketing Project Mgr.

VP, Worldwide Channel Sales

Dir., Global Channel Programs

Dir., Global IT Operations

VP, Marketing

Ciaccia’s primary role is to own the development and management of complex global marketing initiatives and projects. She has managed, enhanced and promoted the Datto Global Partner Program for which Datto accepted over 20 industry awards in 2019.

One of Citron’s key channel accomplishments was aligning partner rebates with F5 business goals. This required partnering with many internal and external stakeholders in North America and is now the foundation for F5’s global structure.

Clarke leads the global Sophos Partner Program and associated offerings, including the MSP and Cloud Security Provider programs. She ensures Sophos’ next-generation solutions and services are available to partners, protecting against advanced attacks.

With a focus on delivering an exceptional client experience, it is critical that client-facing and internal tools operate efficiently. Clayton leads a team that supports Insight’s Cloud + Data Center Transformation solution area and the global quality assurance team.

In 2019, Cohen was named as the first female executive at TBI when she was promoted from director of marketing to vice president of marketing. She also heads up the strategy for TBI’s expansion into Europe, which is currently in full swing, having recently filled the first U.K.-based role.

Ciera Cole

Heather Collins

Joanne Collins Smee

Abbey Renee Colville

Stacy Conrad

Dir., Cloud, Ecosystem Partners, Americas Partner Organization

EVP, Chief Commercial, SMB, Channels Officer

VP, Operations

Director, Channel Sales, Southeast

UiPath

Datto

COO

The 20 MSP Group

CMIT Solutions of Murray Hill

F5 Networks

Sophos

Insight Enterprises

Vision Computer Solutions

Thales

Chum is working to build a new partner program for the company.

She is doing this by consulting different stakeholders and partners about how to improve and meet their expectations.

TBI

Cisco Systems

Xerox

Cole started two new departments at The 20 MSP Group—vendor relationship and recruiting, and employee engagement. She also developed accountability groups for members to better engage and push each other.

IDC estimates that by 2021 30 percent of customer purchasing will be driven through the ecosystem. Collins’ team works with ecosystem partners to solve joint customer problems, while growing revenue for both Cisco and the ecosystem partner.

Collins Smee joined Xerox i n 2 0 1 8 to spearhead the development of Xerox’s software and services strategy. She has built a strategy and implemented new innovations that are enabling partners to expand and diversify their business.

Colville launched the SharePoint Development branch of Vision Computer Solutions. This new addition to Vision Computer Solutions is expected to bring in at least $250,000 of development revenue in 2020.

Conrad developed a new geography for TPx Communications’ channel program. She has been involved in hiring, partner recruitment, training, promotions and all other aspects of driving revenue for the company.

Cheryl Cook

Louise Cooke

Donna Cooney

Ashley Cooper

Lori Cornmesser

SVP, Global Partner, Embedded, Edge Solutions Marketing

VP, Channel

Director, Partner Sales, Cisco Canada

Partner Programs Manager

Auvik Networks

VP, Worldwide Channel Sales, Alliances

Cooney has worked with national and strategic par tners to help them perform and transform their business to capture new areas of growth. Through transformation investments, partners have introduced managed services and expanded their solutions.

Drawing on more than a decade of experience working with and supporting MSPs, Cooper played a strategic role in the launch and adoption of Auvik TrafficInsights, ensuring the partner experience was top of mind throughout the planning and implementation phases.

Dell Technologies

Cook helped develop program incentives to drive the “Simple. Predictable. Profitable.” mission. She collaborated with partner leaders to make it easier (and more lucrative) for partners to do business with the company.

28

Tanaz Choudhury

Cheryln Chin

BigID

Cooke joined BigID with a vision on how to expedite company growth. The installation of a partner portal, deal registration guidelines and detailed pricing plans worldwide have been instrumental in the successful design, launch and expansion of the VAR partner program.

Cisco Systems

TPx Communications

Infoblox

Cornmesser and her team have been focused on building credibility and predictability in the partner business. She also helped grow Infoblox partnerhunted bookings by 25 percent in 2019 and led the initiative to hold the first Americas/EMEA Partner Advisory board.

JUNE 2020

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The Best Way To Lead Is By Example

Working Together, We Are Making The Impossible, Possible People make partnerships powerful and businesses purpose-driven. Our biggest differentiator is human, and together as a team, we are working from anywhere and everywhere to help humans like you succeed, smile and Imagine What’s Next.

This year’s Ingram Micro WOTC honorees represent leaders from all areas of the business, including sales, marketing, operations, finance and more. The complete Ingram Micro list includes: POWER 100

Kimberly Alexander Jennifer Anaya Sr. Vendor Business Manager

Kelly Carter

Senior Vice President, Vice President of Marketing, Global Finance, Technology Solutions Canada CFO

Florencia Gannio Senior Marketing Manager

Alexandra Harding

Lanay Cerilli

Executive Director Partner Planning (Purchasing) U.S. Technology Solutions

Julie Czubinski

Sr. Sales Manager, Partners Licensing Group

Melanie DelValle Sr. Manager, Financial Solutions

Therese Ferullo

Executive Director, Sales

Sabine Howest

Stacy Khreis

Alyssa Lahham

Sue Lim-Brunings

Cheryl Rang

Jessica Rosen

Kelly Sander

Lynne Thornton

Director, Vendor Vice President, Management, Business Global Partner and Consumer Solutions Engagement

Director of Global Global Marketing Business Development Director

Director, Marketing Operations

POWER 100

Holly Niedzielski

Director, Event Marketing and Partner Communities

Susan O'Sullivan

Vice President, Sales

Director, Advanced Solutions

Sr. Vendor Business Manager

Senior SMB Business Development Executive

Executive Director, Sales

Thank you andPortfolio. cheers toIncrease this year’s Women of the Exceed ChannelYour and Power 100 honorees!

Expand Your Your Profitability.

Imagine what’s next at https://bit.ly/IM2020WOTC Customers’ Expectations.

Learn more at star2star.com.

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of 2020 Women the Channel

Christine Corso

Pam Cory

Global Channel Operations, Programs Leader

VP, Global Marketing

Corso continued to build the global channel infrastructure, which included processes, programs and governance. She built, grew and enabled North America channel partners to increase sales and expand the business.

Globalization and par tner success are primary focuses for BitTitan.

Cory helped establish programs with global and regional distribution partners, as well as channel partners in BitTitan’s target countries around the world.

Martha Cox Channel Manager East

Mary Coucher

Christine Cox

VP, Worldwide Systems Channel Sales

SUSE

Costa helped Latin America achieve double-digit growth in bookings. This was the result of the positioning of the new cloud portfolio and the launch of the Arcserve Appliance 9000 Series, which is now available in a “made in Brazil” version for Brazilian partners.

Coucher grew worldwide systems channel sales in an extremely competitive environment, promoted new executive staff into key channel positions, and expanded IBM’s partner ecosystem in strategic areas in line with the overall systems expansion mission.

Cox’s connection with the community is to get away from the notion of being “channel-friendly” and to establish the mantra that the “channel is the business.”

Switching the public sector business from a direct model to a fully channel-engaged model was important.

JuliAn Coy

Kirsten Craft

Jennifer Craine

Carolyn Crandall

Principal, West Region Technology Consulting Leader

Head, Business Development, Marketing

Prolifics

Operations Director, West Partner Sales Organization

Cisco Systems

Chief Deception Officer, Chief Marketing Officer

Cox focused on a partner in New England that had only sold $20,000 in 2018. As she is located in Boston, Cox worked with the partner directly, meeting with sales managers to determine the most effective way to work with their teams. Sales increased to $490,000 in 2019.

RSM acquired Explore Consulting 18 months ago.

The integration role Coy played with this M&A this last year has dramatically accelerated RSM’s success footprint in the Oracle + NetSuite channel.

Craft created a new focus on driving channel revenue for Prolifics, leveraging her executive relationships with key channel partners and her own peers to make bold plans, then drove the follow-through. She also served in multiple channel advisory roles.

Attivo Networks

Cisco is on a multiyear journey to move from a n e t wo r kequipment company toward cloud computing and softwaresubscription revenue. Last year, Craine and her team were the bridge between the segments and the channel community.

A t t i v o Networks positions its solutions as forcemultipliers to existing security products.

Crandall was instrumental in enabling the vendor’s channel community with the tools and resources needed to drive significant growth.

Larissa Crandall

Natalie Crawford

Krischel Crawley

Peggy Crespin

Lisa Critchlow

Data Center Lead, CDW

VP, Sales, West

Director, Worldwide Partner Marketing Programs

Sensormatic Solutions

LogMeIn

Sr. Director, Channel Sales, Americas

BitTitan

RSM US

VP, Partner Sales, Latin America

Arcserve

IBM

RVP, Public Sector

Dell Technologies

Nasuni

Sr. Manager, National Solution Provider Channels, U.S., Canada

Poly

Commvault

Crandall’s team overachieved channel-initiated business, growing from single digits to 35-plus percent.

Crandall created programs and training for Gigamon and partners. She also worked with the ecosystem to develop go-tomarket solutions to accelerate revenue for partners.

Crawford has influenced Tech Refresh campaign development and implementation; created a hyperconverged growth campaign strategy for CDW; and established cohesiveness between the dedicated CDW channel team as well as regional partners.

Crawley works closely with Nasuni’s partners to help customers solve their enterprise file storage challenges and accelerate cloud and digital transformation. She has a passion for innovation and bridging the gap between business challenges and customer needs.

Crespin developed the “Top 5 Channel Priorities” playbook as a guideline for executing a partner growth strategy. They include revenue growth, pipeline generation, sales and channel alignment, channel capability and partner development.

Critchlow s p e a r headed and executed on Commvault’s Partner Demand Center, a scalable, multi-touch channel marketing automation platform to seamlessly deliver, track and manage demand generation campaigns to the worldwide partner ecosystem.

Tracie Crites

Shanade Cufe

Brooke Cunningham

Kelly Curnow

Julie Czubinski

Vice President

Sr. Analyst, Global Channel Communications

Area VP, Global Partner Programs, Marketing, Ops.

Director, Partner Development, Experience

F5 Networks

Sr. Sales Manager, Partners Licensing Group

Ingram Micro

Cufe focused on the migration of two partner communication channels onto new, more robust and interactive platforms. Handling these cross-functional projects simultaneously was a challenge as the goal was to improve the overall user experience on both systems.

Cunningham provided incentives, resulting in 76 percent of new customers being contributed by partners.

She also analyzed partner profitability to maximize partners’ Splunk ROI.

C u r n o w developed relationships with the worldwide channel team, sales and crossfunctional stakeholders. She also assisted in the launch of the partner version of a new learning management system.

Recognizing the increasing importance renewals have on business continuity and overall customer experience, as well as the revenue stream of channel partners, Czubinski led Ingram Micro’s delivery of the RenewVue platform.

Gigamon

CorKat Data Solutions

Crites is the creator and implementer for the channel program at CorKat, including all new vendor relationships, cloud sales and channel direction. She has built solutions around the direct problems MSP partners face when migrating to the cloud.

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Daniela Costa

RSA Security

Splunk

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of 2020 Women the Channel

Rushina Dalal

Rola Dagher

Camilla Dahlen

President, CEO, Cisco Canada

Global VP, Software Solution Partners

Technical Delivery Manager, Modern Infrastructure vCORE Technology Partners

Dagher leveraged trusted partner relationships she has built over her career to deepen ties between Cisco Canada and top partners across a network of 1,700 Canadian partners. That trust has helped speed up alignment, enhance cooperation and achieve customer results.

Dahlen led her team and partner ecosystem through a t ransformation period as SAP combined the business across the Software Solution programs and embarked on a shared vision for next-generation partnering, created to simplify the partner and customer experience.

Krista Damico Manager, Strategic Alliances

Cisco Systems

LogicMonitor

Carey Daley

Brandee Daly

Sr. Field Marketing Manager

Founder, CEO

Dalal ’s role entails leading a team of 16 delivery engineers at vCORE. She has a strong background in project management—building and maintaining customer relationships and vendor relations.

Daley helped in the execution of more than 30 joint field marketing activities with key channel partners. These marketing activities are now resulting in measurable incremental revenue for the business.

Daly led the way in ensuri n g f e d e ra l adoption of the cloud was secure. She developed an overarching cloud security strategy for federal organizations and rolled out innovative tools, ensuring objectives and milestones were met.

Maggie Daniels

Kate Danks

Cathy Daum

Angharad Davies

Partner Account Manager

Sr. Channel Marketing Manager

SVP, Global Partner Org., Go-ToMarket and Scale Partners

Director, Channel Marketing EMEA

Daum championed the transition of SAP ’s traditional channel partners from on-premises to the cloud, ensuring that partner margins are safeguarded in their cloud sales and implementation projects.

Davies has driven Commvault’s global channel initiatives into the EMEA ecosystem, increasing visibility for the company’s channel-first strategy. She has focused on building strategic alliance relationships in key markets.

SAP

AHEAD

Mimecast

Keysight Technologies

SAP

C2S Consulting Group

Commvault

Damico built the global strategy and program guidelines for the entire LogicMonitor Partner Network, which includes how the company goes to market and generates revenue with the biggest technology companies in the world.

Daniels is responsible for managing over 55 channel par tner relationships, including all of AHEAD’s Level 2 partners and some of its Level 1. Prior to being promoted to partner account manager, she spearheaded partner marketing initiatives.

Danks worked closely with the channel team to realign marketing investments and support to partners who have demonstrated commitment to Mimecast. She has been educating partners about how they can develop a more integrated marketing approach.

Tera Davis

Deidre Deacon

Claire Dean

Kendra DeCoste

Lisa Del Real

GM, ViewSonic Canada

Sr. Director, Solutions Marketing

Director, Partner Demand Generation Programs

VP, Global Channel Programs, Operations

Del Real created the Preferred Partner Program and the Platinum Partner Program.

The Preferred Partner Program rewards partners who are RingCentral evangelists; the Platinum Partner Program rewards the performance of top global partners.

Managing Director

Critical Start

ViewSonic

Davis led MSSP CriticalStart’s strategic decision to move its managed detection and response services’ go-to-market strategy to a channel-only model. She also brought on a new vice president of channels and alliances and signed agreements with Ingram Micro and Synnex.

As demand accelerates for collaboration solutions, ViewSonic has expanded its presence in the AV channel in Canada through strategic new partnerships and the launch of an AV Solutions program. This helps ViewSonic drive higher margins and foster closer relationships.

Dean engages S y m a n t e c ’s partner communit y and started new ways of sharing product and sales information with them.

She trained internal teams on the channel and developed a channel track at sales kickoff.

DeCoste transfo r m e d t h e channel strategy to develop and deliver different sets of marketing programs and tools by segment and launched a successful global channel marketing survey. She achieved 1.5 million throughpartner reach via solution campaigns.

Keri Delaloye

Melanie DelValle

Maureen DeNardo

Eileen DeRoma

Kerry Desberg

Sr. Director, Channel Marketing

Sr. Manager, Financial Solutions

Channel Account Manager, Data Center Group

National Partner Account Manager

Impartner

DeNardo helped partners ramp up on Lenovo’s products by investing in equipment for them to demonstrate Lenovo’s capabilities. She also increased partner certifications and invested in marketing activities to help partners find new opportunities.

With a 100 percent channel-focused sales model, it is DeRoma’s responsibility to connect Mimecast’s channel sales reps with Mimecast sales reps. She is training teams, building relationships and growing businesses together.

Netsurion

Delaloye focused on creating programs and processes to enable a quickly growing list of partners. She implemented a channel marketing strategy and provided oversight across demand and lead generation for events, web media, collateral and communication.

Ingram Micro

DelValle worked closely with her team to bring to market a financial solution that would help channel partners grow their business and offer financing solutions to their end-user clients.

Broadcom

Lenovo

VMware

Mimecast

RingCentral

CMO

Desberg built strong vendor-partner connections, and Impartner’s partners feel more that they are a part of the company and continue to build upon the relationship they have with the Impartner team.

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of 2020 Women the Channel

Nikkia Despertt

Jessie Devine

Director, Readiness, Adoption, Channel Services

Community Engagement Manager

Sr. Director, Marketing, Asia-Pacific Japan

Connie Dimitroff

Grace Ding

Director, Americas Partner Transformation

Education Marketing Manager

Dell Technologies

QuoteWerks

Sophos

Cisco Systems

Laserfiche

Despertt strove for program simplification, enabling partners to focus on their customer relationships.

She ensures that products and services competencies are available for timely adoption by partners.

Devine is responsible for all event marketing initiatives for QuoteWerks. In her role, she manages all aspects of partner-facing efforts, including spearheading the annual QuoteWerks User Summit.

Dewhurst provided 7,800 fully qualified sales leads to partners in APJ, with a close rate of 28 percent.

She also spearheaded a company-leading digital marketing program that delivered greater than 11X in influenced pipeline.

Dimitroff created the first Americas Transformation team and created the Americas Partner strategy and go-to-market plans for three Cisco transformation areas: managed services, ecosystem partnerships and DevOps.

Resulting from marketing campaigns targeting the education sector, Ding generated 5,500 leads for the channel. She also solidified Laserfiche’s partnership with Ellucian, which will expand opportunities for Laserfiche’s solution providers in education.

Linda Ding

Stephanie Dismore

Mai Doan

Olivia Donnell

Anna Dorcey

Director, Strategic Marketing

SVP, Managing Director, North America

Sr. Director, Worldwide Partner Marketing Automation Anywhere

EMEA Channel Director

StorageCraft

VMware

Laserfiche

HP Inc.

VP, Americas Marketing

Ding has focused on evangelizing Laserfiche in financial services, education, government and manufacturing. She supports solution providers by developing partnerships that result in industry-specific Laserfiche solutions and the growth of channel expertise.

The HP Americas Channels team saw growth in every HP category last year, spanning personal systems, print, supplies and services. Dismore drove strong year-over-year partner growth, while setting the foundation for partner success.

Doan recently joined Autom a t i o n Anywhere, a robotics process automation company. Her mission is to recruit, enable and advance the partner ecosystem with marketing programs to scale their practices.

By focusing on giving partners exceptional service through strong, open and collaborative partnerships in 2019, Donnell grew the European channel in all major markets. Teamwork is her secret to success.

Transforming the way partners engage and market with VMware has been Dorcey’s priority. Her team has implemented operational improvements to more accurately measure marketing investments and worked with key partners to build strategic marketing plans.

Leah Dorenfeld

Linda Dotts

Betsy Doughty

Lyndsay Dowd

Debbie D’Souza

CloudGenix

Chief Partner Strategy Officer

Blue Prism

VP, Corporate Marketing

Business Unit Executive, AI Applications

Sr. Global Program Lead, Connect Partner Program

Dorenfeld helped propel channel-led business to over 300 percent year-on-year growth. Her efforts also helped increase channel-led deal registrations by over 200 percent. She was part of the team to launch CloudGenix’s carrier-neutral global managed SD-WAN offering with Wipro.

Dotts and her team built Blue Prism’s Digital Exchange, an intelligent automation “app store” and community. DX provides users with an a la carte menu of intelligent automation solutions, securing 2,850 registered companies since launch in November 2019.

Doughty guided her team through expanding S p e c t r a’s distribution strategy, adding distributors in Latin America, North America and Europe. She also launched Spectra’s first software-only solution to the channel, with a targeted colaunch with 12 partners.

Dowd grew the channel from 20 partners to more than 50 in the past year.

She helped secure investment for value-added distributors to build solutions to support partners and ignited a cultural shift within the brand to make partners a part of nearly every deal.

Not only did Cloudera and Hortonworks merge,but Cloudera also launched a new category—the enterprise data cloud. Expanding into uncharted market territory, D’Souza spearheaded revamping the partner program, providing new benefits and including all partners.

Alma Du Preez

Jeanne Duca

Tiffany Dunn

Karin Dushaw

Julie Dzubay

VP, Global Sales

VP, Brand, Experience

Sr. Dir., Strategic Partnerships

Federal Channel Program Mgr.

Director, Marketing

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Nicki Dewhurst

Spectra Logic

IBM

Cloudera

Director, Sales Operations

Insight Enterprises

BCN

LogMeIn

Poly

AppSmart

Du Preez makes it a top priority to engage with the channel at all levels. This includes scheduling quarterly workshops and account planning and strategy sessions aimed at solidifying mutual strategic goals in a way that is beneficial for Insight, clients and partners.

Duca continued to drive the focus on the BCN experience as it relates to the BCN team, sales partners and customers. Ongoing initiatives to monitor NPS ratings for all three audiences have helped to drive increased satisfaction in the channel.

Channel enablement— internally and externally— has been a huge focus for Dunn. She has helped push key initiatives including the cultivation of a collaborative winning team, internal partner alignment, and building strategic value with key partnerships.

Dushaw has zeroed in on targeting key strategic partners and strengthening relationships with them. This includes creating and managing business plans, setting pipeline and revenue targets, and fostering engagement opportunities with the federal team.

Dzubay formed an advisor y team of 25 active technology advisors in the new AppSmart program to gather continuous feedback on integration efforts and the rollout of the Technology MarketPlace. The feedback was used to provide direction for the project.

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ADVERTISEMENT

Fernandez Helps Scale Computing Reach New Heights Q. What skills are needed to succeed as a woman in the channel and how have you used those skills at Scale Computing?

A. Recent research I read about in the Harvard Business Review resonated strongly

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This award is both self-gratifying and a reminder that sharing your success with others can be both positive and powerful.

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Vice President, Marketing

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Q. How does it feel to be part of the Power 100 list?

A. I am honored to be included in a list of such successful and inspiring executives.

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Learn more about becoming a Scale Computing partner at Your Expand Your Portfolio.

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Exceed www.scalecomputing.com/become-a-partner Customers’ Expectations. Learn more at star2star.com.

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of 2020 Women the Channel

Michelle Eatherton

Emily Eddy

Tanya Edmonds

Ashley Edwards

Jeannine Edwards

Global Partner Investments, Incentives Leader

Partner Business Development Specialist

Regional Diversity, Inclusion Lead

Sr. Federal Channel Manager

Sr. Director, Channel Marketing

In addition to continuing to own the global partner budget, Eatherton took on responsibility for owning the AWS multibillion-dollar channel (reseller and distribution) business. She and her team exceeded revenue targets for the channel.

As a playercoach on the enterprise networking te a m , Ed d y both manages the business for Cisco’s largest partner (bookings are up 40 percent year over year) and leads a team of specialists responsible for driving strategy at the top 14 U.S. partners.

Edmonds developed an Early Career Pro gra m to ensure diversity engagement. She also built partnerships to provide professional development for women in the organization and built a talent pipeline of diverse candidates.

As the first federal Nvidia channel manager, Edwards is creating thought leadership, certified training, federal sales plays and joint solutions for partners and distributors to utilize. With these assets, she was able to close one of the largest GRID orders for the company.

StorageCraft brought the channel partner community two new solutions in 2019. Edwards collaborated with leaders and departments to ensure the creation of a strong channel message around those solutions.

Susan Elder

Jamille Ellingson

Sammi Ellman

Caitlin Ellsworth

Karine Elsen

Sr. Director, Marketing

Channel Account Manager

Zix | AppRiver

Director, Strategic Alliances

IPM

Regional Sales Manager, New Business

Cisco Systems

Elder worked with Jenne’s Tier 1 vendors to develop and implement growth-oriented marketing programs. These programs have driven adoption and sales in the channel of their product lines through Jenne’s value-added resellers, agents, integrators and service providers.

2019 was replete with change: pricing changes, new partner programs, and the Zix acquisition of AppRiver. Ellingson established relationships with partners and guided them through the many changes while focusing on growing the business.

Key to IPM’s channel success over the past year has been establishing itself as a reseller that not only provides value, but is loyal.

Ellman implemented internal strategies that map to those of key vendors and specialized in ensuring alignment with partners across New York City.

Ellsworth was promoted to her new role in October 2019.

She has had the opportunity to manage a team of sales professionals, help them achieve their annual sales targets, as well as exceed the fourth-quarter 2019 new partner quota by almost 150 percent.

Elsen drove d e m a n d generation campaigns with key strategic partners. She also activated new routes to market and launched the Cisco Designed portfolio through those routes as well as distribution and two-tier resellers.

Tiffany Embry

Maryam Emdadi Smith

Paula Enache

Nicole Faletra

Lindsay Faria

Worldwide Digital Partner Program Manager

Channel Marketing Manager

Director, Content, Partner Marketing

Amazon Web Services

Jenne

Director, Sales

Tech Data

VP, Sales

Carahsoft Technology

NTT

Bitdefender

Datto

Pax8

StorageCraft

Director, Partner Marketing

Barracuda MSP

Embry leads over 125 of Te c h D at a’s inside sales professionals, handling some of the most strategic accounts. She also is focused on developing Tech Data’s customer acquisition strategies to drive an increase in new customers and deeper relationships with existing partners.

In 2020, Emdadi Smith’s team grew the Dell Technologies channel business by over 46 percent.

They were responsible for onboarding and enabling over 143 new partners into the Dell federal channel program.

Enache played a key role on the implementation and launch of the Partner Marketing Portal. With this tool, Bitdefender partners are just one click away from all the campaigns created as marketing-in-a-box by the Bitdefender channel marketing teams.

Faletra oversees the c re at i o n o f integrated marketing programs that focus on strategic IT channel events and sponsorships. She works directly with new and prospective MSPs to communicate the Pax8 story and share its value-add with the IT channel community.

Faria’s teams produced more content, resources and campaigns that ultimately enabled partners to more successfully run (and grow) their managed services businesses. They also extended growth marketing activities and partner engagement programs.

Katy Farney

Joan Fazio

Gabriela Ferado

Jennifer Ferguson

Marlena Fernandez

Director, Channel Sales North America

Director, Partner Go To Market

Manager, Channel Sales

Director, Strategic Partner Marketing

Scale Computing

It has been a year of building the North America channel for Farney, who has taken a hands-on approach and worked with internal sales and marketing teams and directly with partners to devise meaningful programs.

Fa z i o b u i l t out centralized launch processes for the par tner go-to-market team to allow for simplified execution. She drove the strategy and executed crossfunctionally to enable partners to achieve bookings across key VMware solutions.

As part of the Cloud Service Provider team, Ferado’s main responsibilities were extending channel efforts to Latin America and helping teams understand the CSPs as another route to market. She also supported lead development activities.

F e r g u s o n ’s focus has been on cultivating partner marketing relationships with BlueVoyant’s strategic partners to enable joint go-to-market.

This was realized through creating and executing joint activities and developing marketing and sales enablement tools.

Fernandez helped simplify and enhance channel engagement and enablement. That resulted in continued momentum as Scale Computing expanded international relationships and doubled its North American channel partnerships.

Viavi Solutions

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Cisco Systems

Nvidia

VMware

McAfee

BlueVoyant

VP, Marketing

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of 2020 Women the Channel

Maria A. Fernandez-Quera

Mariana Ferola

Crystal Ferreira

Therese Ferullo

Margaret Fetting

Executive Director, Sales

Sr. Channel Marketing Mgr., Information Display, Solar

VP, Global Channels

Citrix Systems

Latin America Brand, Partner Marketing Director

Xerox

Ribbon Communications

Ingram Micro

To support Citrix’s go-tomarket strategy, FernandezQuera launched new partner programs and promotions. Working with her team, she drove the incentive modeling process and defined the eligibility reporting framework.

Ferola established a bond with Xerox partners to generate better engagement. This was done through beginning a new conversation with them and launching a number of new tools and marketing programs.

Ferreira helped improve Ribbon’s global channel strategy by redefining the partner profile and journey to better support partner needs. She also restructured the organization to ensure comprehensive, collaborative support for all partners across the ecosystem.

Ferullo prioritized learning and listening, and encouraged her team to look beyond what they can do as a business unit to what Ingram Micro can do collectively for channel partners. She and the team began to go deep on the resources they can bring to customers to enable growth.

Fe t t i n g launched a partner program that increased channel revenue 20 percent with participating partners, and grew membership 25 percent or more.

She also increased MDF spend by increasing communications with resellers.

Lucia Filanti

Addie Finch

Tara Fine

Charlene Fischer

Tina Fisher

Head of Industry Partner Marketing

Canada Channel Chief

VP, U.S. Channel Sales

Amazon Web Services

Director, Channel Sales, North, South America

Tufin Technologies

Executive Director, Vendor Management

Filanti established a new working model with global mixed-portfolio partners and helped them grow partner-led bookings via aligned investments and integrated demand generation.

Finch reenergized Tufin’s channel program by establishing a framework that turns traditional channel relationship-building into measurable results. Her goal is to build a funnel of incremental opportunities that wouldn’t exist without the channel.

Fine led efforts in Canada to help partners drive differentiated customer success and digital transformation. She also spearheaded the Canadian rollout of a new program to recognize partners for the value they bring to customers, which launched in February 2020.

Fischer built an organization from the ground up with a mission to grow revenue through solution providers. As part of building that organization, she made a commitment to hiring and mentoring the next generation of female sales leaders for Xerox.

Fisher’s accomplishments include onboarding and building new vendor relationships across a range of segments. Her responsibilities include manufacturer and category management, aligning manufacturer programs and strategies, and driving profitable growth.

Alyssa Fitzpatrick

Shelly Fitzpatrick

Kathleen Flaherty

Megan Flanagan

Willa Flemate

Channel Sales Manager

Sr. Director, Channel Services

Dir., Field, Partner Marketing

VP, Sales

Dir., Worldwide Partner Ops.

GM, Partner Co-Sell

VMware

Xerox

LG Electronics

D&H Distributing

Microsoft

Kaspersky Lab

Dell Technologies

Fitzpatrick designed, instrumented and delivered a comprehensive co-selling motion with the Microsoft ecosystem, driving $4.8 billion in partner-contracted revenue in the past year.

Fitzpatrick developed strong partnerships and expanded the channel’s knowledge of Kaspersky’s solutions via sales trainings and knowledge transfer. She also increased partner revenue by 25 percent, showing partners how to maintain high levels of customer satisfaction.

F l a h e r t y ’s team delivered a sophisticated program tracker as the “one source of truth” for everything services for Dell Technologies partners, including tracking delivery performance metrics and competencies.

Flanagan cont r i b u te d to Arctic Wolf ’s transition to a 100 percent channel go-to-market strategy.

She invested in building out the channel marketing function, which tripled in size over the past year, and designed tools to deepen engagement.

Flemate helped expand service offerings and partnered with numerous solution providers in new markets.

Targeted growth areas in 2019 were gaming, security, AI and embedded solutions. The company saw continued growth in its overall business and partner community as a result.

Danielle Fletcher

Jenni Flinders

Sandra Flinders

Beth Foley

Micaela Foley

National Manager, Sales Operations

Global Channel Chief

Sr. Director, Recurring Value Programs

Director, Partner Marketing

Head of Global Channel Marketing, Americas Field Marketing

Fletcher created several programs that challenged Xerox’s monobranded channel partners to change their conversations with customers. The goal is to help them work smarter and sell more.

Flinders has helped global partners pivot toward VMware’s strategic priorities, letting partners engage with VMware based on their business model through a complete redesign of the program into Partner Connect.

Flinders focused on mapping programs to a life-cyclefirst approach, helping partners transform their business from “customer-focused”to “customercommitted.” She has also evolved the services partner program.

Foley teamed up with sales to “light up the channel.” They dissected the channel process and evaluated how it’s working today versus the ideal future state. This helped identify gaps and develop an improved process and workflow with regional directors.

Xerox

VMware

Cisco Systems

Arctic Wolf

Medigate

Synnex

CloudHealth by VMware

Foley has increased channel partner marketing engagement and more than tripled the amount of co-marketing activity generated by CloudHealth

by VMware’s channel partners.

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of 2020 Women the Channel

Stephanie Ford

Director, Partner Programs Strategy, Planning

Cisco Systems

VP, Enterprise Sales, Southeastern U.S., Caribbean

Mitel

Director, Public Sector Partner Sales

Splunk

Alert Logic

Avaya

Ford leads a team that supports the creation and execution plans for evolving Cisco channel programs, including project management, regional governance, business planning, program documentation, partner implementation and enablement.

Since Ford started in this position eight y e a r s a g o, there’s been a remarkable shift as customers look for options in cloud and mobile. Everyone’s path is not the same. Her key focus is working with partners to address their specific needs and the needs of customers.

Forsythe established a team culture of transparency, accountability and professional and personal development. She also developed a go-to-market framework for the team with measurable metrics to drive growth for the partner community as well as Splunk.

Fox is building a partner on-boarding process that will result in faster activation. She also is leading the marketing team in a strategic, programmatic approach to demand generation with focus partners.

To b u i l d successful partnerships, Frederick focuses on customer business challenges. Her goal is to simplify engagement, helping partners’ business transformation to recurring revenue models with cloud and subscription services at the core.

Gail Fredrickson

Shiri Friedman

Emilee Frisbie

APC by Schneider Electric

Sr. Director, Channel, Field Marketing OutSystems

Regional Partner Account Manager

Tanja Froehlingsdorf

Kerri Fry

Director, Strategic Execution, Channel Marketing

Fredrickson embarked on a fact-finding mission to understand emerging e-commerce channel dynamics. She secured funding to launch an improvement project that will benefit and protect partners from margin erosion.

U n d e r F r i e d m a n ’s direction, channel marke t i n g w a s uniquely responsible for a 79 percent increase in deal registrations and a 64 percent increase in co-funded marketing activities.

Alaine Fulton Managing Partner

Safe Haven Solutions

Alyssa Fox

Lisa Frederick

Sr. Director, Partner Marketing

Sr. Director, Channel Sales, DMRs

COO

Sr. Dir., Global Channel Marketing

IGNW

Frisbie created campaigns and programs to expand Juniper’s visibility and generate net-new customers and pipeline for the partner community. She is focused on building a stronger co-brand (Juniper and partner) in key vertical markets.

Froehlingsdorf is working to generate pipeline through and with Rubrik partners and update the partner infrastructure to improve ease of business and deliver better margins for a successful channel program.

Fry works to maintain a customer-centric approach with OEM partners as well as end clients. One of her top priorities this past year was creating a streamlined process for managing and interacting with channels efficiently.

Kelli Furrer

Hilary Gadda

Jonna Gage

Jennifer Gallego

VP, Federal Channel, Alliances

Director, National Channel Development

Sr. Director, GTM, Cloud, Data Center Transformation

EVP, Channel Sales, West

Rubrik

Avant Communications

Furrer transitioned the federal team to a focused distribution model, allowing partners to solve government challenges with consistent purchasing and better access to Dell Technologies’ endto-end technology. The model provides an important channel.

A s d i re c t o r o f n at i o n a l channel development, Gadda’s responsibility at TPx Communications is to bring new programs, trainings and processes to drive growth in revenue in addition to partner participation.

Insight Enterprises

G a g e d rove value and market growth in Insight ’s Cloud, Data Center Transformation division by continuing to evolve its goto-market strategy, programs, services and teams. Those efforts helped secure client wins and expanded partner agreements.

Gallego spearheaded Avant’s growth globally and made several technological enhancements within the Avant ecosystem. This created true business advisory services that added value for Avant’s trusted advisers and those they serve.

Patricia Gallup

Angelina Gambina

Akila Ganapathy

Florencia Gannio

Tia Garaas

Founder, Chair, Chief Administrative Officer

Global Channel Sales Lead, Emerging Technologies

Sr. Dir., Worldwide Channel Services Strategy

Sr. Marketing Manager

Channel Program Communications Manager

Gallup’s efforts over the past year centered on laying the groundwork for Connection’s continued success by modernizing the workforce, strengthening partnerships and reinforcing a culture of innovation.

Gambina underscored how important it is to listen to the needs of partners and value their input. Key to being “joint with partners” is to create programs that continue to strengthen their value-add to the end customer.

Ganapathy has embarked on a mission to bring greater visibility to Palo Alto Networks’ channel services business. She also is driving a project to scale support services through its authorized support centers.

Gannio played an instrumental role in Ingram Micro’s H2H (Human to Human) Business as a new distribution model emerged, increasing the Digital IQ at Agency Ingram Micro. She also built a specific team to engage with digital capabilities.

Connection

Dell Technologies

Juniper Networks

TPx Communications

Fulton has always been a firm believer in the channel and has brought attention to its value through marketing and video.

As managing partner at Safe Haven Solutions, she continues to elevate her relationships with industry channel leaders.

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Mae Forsythe

Cindra Ford

Commvault

Palo Alto Networks

Ingram Micro

Thales

With Thales’ acquisition of Gemalto last year, Garaas was challenged to work in duplicate systems and keep legacy Gemalto and Thales partners informed and engaged about program news as the companies merged.

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A. In the last few months, RSA has experienced increased demand as our customers

look to us and our partners to help rapidly scale and secure large remote workforces and enable business resiliency. Together with our partners, we offer best-in-class, business-driven security solutions to help customers mitigate the risks associated with business disruptions.

Q. What feedback did you get from RSA partners on how RSA solutions helped customers maintain business continuity and minimize business interruption during the coronavirus pandemic?

A. Feedback has been overwhelmingly positive from our partners. RSA worked

tirelessly alongside our partners – including nights and weekends – to fulfill customer orders as quickly as possible. Our partners remain strong advocates for their customers, and we have been receptive and agile in turning these asks into reality. One solution that immediately helped both our partners and customers is the Business Continuity Option with RSA SecurID Access. It allows businesses to quickly expand the number of users without increasing their multi-factor authentication budget to accommodate for the rapid increase of users working remotely.

Q. How will RSA help customers continue to move forward in the second half of this year?

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customers adapt to their new normal extremely seriously. RSA is committed to ensuring that our customers and partners succeed and continue to innovate, solving for their industry’s biggest problems. Our team has quickly rolled out a number of resources to help partners identify and solve their customers’ evolving business needs. Our recent “Be the Trusted Expert” webinar series – which provided advice for partner-to-customer conversations about how to succeed in the new normal – had record attendance. We will continue to provide guidance and support to both our partners and customers as the business climate changes and unfolds.

Michelle Pas

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of 2020 Women the Channel

Alejandra Garcia

Holly Garcia

Country Director

VP, North America

Sophos

Aten Technology

Macall Gardner Service Manager

Datto

Margaret Gardner

Kimber Garrett

Global Partner Marketing, Communications, Solution Partners, Partner Programs

Director, Channels, Western Region

DXC Technology

Garcia has built a strong managed partner ecosystem in Mexico with a focus on providing value to the channel ecosystem through training and enablement. Her goal is to help partners become cybersecurity consultants so they can better protect customers.

Under Garcia’s l e a d e r s h i p, Aten remained committed to its 100 percent channel strategy. She built an investment plan to hire Pro AV presales engineers to support channel partners’ enablement and growth and implemented a lead program for partners.

Gardner worked crossfunc tionally to synthesize partner feedback into actionable improvements in Datto’s products, improving wait times by 60 percent. She also helped to improve the company’s global delivery strategy.

Gardner was the creative direc tor for D X C ’s n e w Partner Experience initiative that will create a single interactive interface to tell the DXC partner story. It will be used at all DXC customerfacing centers.

C o r e l i g h t ’s channel organization is comprised of a mission-driven team with a competitive desire to achieve goals. Garrett has helped make many positive contributions, resulting in net-new business, pipeline growth and a winning channel program.

Cherie Gartner

Christine Gassman

Maureen Gaumer

Sheena Gaynes

Carolee Gearhart

VP, Global Head of Partners, Third-Party Advisors

Director, Business Development, Strategy

Datto

Sr. Director, Global Partner Ecosystem, Program Marketing

Dell Technologies

Sr. Director, Global Channel Sales

X1

Google Cloud

Gar tner established a new partner framework that included a strategic program office, partner-led co-innovation office and enablement 360 initiatives. She mobilized the teams aligned to the “One DXC strategy” to drive effectiveness and cohesion.

Gassman is an advocate f o r D a t t o’s managed service provider community. She ensures that Datto’s MSP partner base is wellrepresented among the company’s executive team members, who are driving innovation and growth.

G a u m e r ’s biggest accomplishment was leading her North America team to have a maniacal focus on strategic objectives. These objectives included delivering pipeline and driving operational excellence in MDF management.

Gaynes focused on partner on-boarding, enhanced the deal registration program and redefined partner tiers. She is collaborating with X1’s marketing team to update the company’s Partner Program Guide.

Gearhart advocated to get partners fully integrated into Google Cloud Sales Kickoff for the first time, driving tight alignment with direct sales and marketing leadership to fully embed partnersintoGoogleCloud’sgo-tomarket motions.

Diane Genova

Andrada Georgescu

Jaimie Giarrusso

Janet Giesen

Renee Gillaspia

Global Partner Program Development Mgr. Bitdefender

Director, Global Marketing, EcoXpert Partner Program

VP, Operations, Programs

Channel Account Manager

DXC Technology

Partner Executive, Global Systems Integrators

Nvidia

Schneider Electric

Metallic, A Commvault Venture

VP, Worldwide Channel Sales, Global SMB Sales

LogicMonitor

Genova focused on building joint solutions for each of the global systems integrators in the portfolio and a go-to-market strategy around them. She also established an artificial intelligence offering with these partners, incorporating Nvidia technology and their services.

Over the past year, one of G e o rg e s c u’s to p a cco m plishments was that she made it easy for partners to do business with Bitdefender. She also focused on creating a new MSP program for the company.

Giarrusso leads the global marketing strategy for the EcoXpert Partner Program, responsible for increasing global brand awareness and social footprint.

EcoXpert partners are integral to business growth.

G i e s e n designed and launched a 100 percent channel-based sales program for Metallic, Commvault’s new data protection SaaS venture. She designed the distribution model; developed partner messaging; and recruited and on-boarded distributors and partners.

Gillaspia onboarded four large solution providers to the LogicMonitor Partner Network. To accelerate momentum, she drove leads to partners, which resulted in mutual trust and a multimilliondollar pipeline in a short time.

Amanda Giroux

Melissa Glick

Mandy Glidewell

Tiffany Goddard

Gail Goebel

Director, Alliances

CEO

Director, Marketing

Director

National Channel Sales Director

ProcessUnity

G i r o u x launched the ProcessUnity Partner Program this year.

She also on-boarded more than 25 new partners to the program. Over 20 percent are in EMEA, a new channel territory for ProcessUnity that has already yielded strong results.

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Corelight

Think Network Technologies

Adapture Technology Group

Glick’s focus has been more on working “on” the company instead of “for” the company. She built a training platform for the sales team that resulted in 34 percent revenue growth over the previous year.

G l i d e w e l l ’s team worked with sales operations to develop process improvements to communications and the CRM system. These changes have made tracking marketing activity and campaigns much more streamlined and measurable.

Carahsoft Technology

Goddard led negotiations and was a key contributor to sales and marketing planning for the 10 companies added to the CEGIS team. She worked to develop all sales programs including call coaching, research programs and overall call campaign strategy.

Zebra Technologies

Goebel took a leadership role on various tiger teams to take on new initiatives. One key highlight is the double-digit growth in health care, which was driven, in part, by the strategies implemented by these teams.

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How To

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NetApp Knows What It Means To Partner For The Long Haul Q. Within half a year of taking the helm as NetApp’s Channel Chief, you’re leading through unprecedented times. Tell us what you’re doing.

A. The biggest issue facing partners and their customers — everyone — right now

is obviously COVID-19. We have a responsibility to be a good partner. That means taking all the necessary steps to keep our partners’ businesses healthy during crisis mode and laying a foundation for a sustainable longer-term model.

We’ve put programs in place to support partners, including extended credit terms to help with cash flow and minimize business disruption. We’ve extended the eligibility for achievement in partner growth programs and certification expiries. We’re providing relief to partners who lost investments on NetApp-funded onsite events. We recognize that business won’t be the same and we’re actively helping partners adapt to new sales engagement models, what we are calling “social selling” — when they can’t be face-to-face with customers.

Q. End customers need support from their providers, both from a technology standpoint and a financial standpoint. How is NetApp helping there?

A. The satisfaction of end customers is every bit as important to us as it is to our part-

ners. Together with our partners, we’re helping customers navigate uncharted waters.

We’re getting products to them, helping them support increased virtual workloads and fully optimizing their investments in NetApp products, including the built-in tools that support data security, remote access and virtual desktop infrastructure.

Business continuity is essential during disruptive times. Partners who enable it will build customer loyalty. NetApp partners can fortify customer relationships with our business continuity plan that focuses on three key areas. First, preparedness through proactive protection and optimization of an organization’s hybrid cloud infrastructure using NetApp® Cloud Insights and NetApp Active IQ. Next, scalable infrastructure that provides secure, remote access with Azure NetApp Files and Cloud Volumes, NetApp® HCI and FlexPod. Last, availability of data and applications across clouds and between on-premise storage and cloud infrastructure with NetApp® ONTAP®.

Q. What’s new in the area of programs, incentives and other go-to-market support mechanisms?

Jim Elder,

”

Channel Chief, NetApp Americas

Business continuity is essential during disruptive times. Partners who enable it will build customer loyalty. NetApp partners can fortify customer relationships with our business continuity plan that focuses on three key areas.

”

A. Simplification and ease of doing business are important to partners. We’re always trying to reduce friction through streamlined quoting, simplified configurations and pricing. We’re also looking to help our partners increase profitability. Our new Active IQ Digital Advisor helps proactively manage the health of a system and helps partners add on their services. Exciting changes are coming to the Unified Partner Program this summer. We’re simplifying, expanding, investing in and differentiating our program and look forward to sharing details soon.

NetApp is ready to enable business continuity and progress.

Learn how at thedatafabriccenter.com.

NetApp_CRN_June2020_HowTo.indd 1

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of 2020 Women the Channel

Heather Gonzalez VP, Marketing, Strategic Alliances

Sarah Goodchild Dir., Worldwide Partner Sales

Sr. Channel Marketing Mgr.

Aqua Security

Gonzalez Cagle focused on revamping the communications strategy and partner outreach. This included planning thought leadership initiatives, developing partner programming, and increasing Vonage’s social strategy with the channel.

Maya Gordon Channel Marketing Manager

Technologent

Gonzalez put a lot of emphasis on what she calls her 4 Cs: communication, collaboration, community and celebration. She enhanced corporate and vendor communications, resulting in deeper collaboration and a stronger partner community.

Sommer Goodknecht

Stacey Goodman Director, U.S. Distribution

Manager, Channel Marketing

Lenovo

Goodchild created the Aqualink Partner Program and supporting infrastructure that in 2019 drove 46 percent of the company’s total business through the channel. She also manages the global team supporting Aqua’s reseller and consulting partners.

Goodknecht spent more time out in the field with partners to hear their feedback and learn how to continue strengthening the program. This was primarily done through Eaton’s Partner Summit, regional road shows and other channel events.

As a critical part of Lenovo’s channel strategy, Goodman’s focus was on creating more synergy between distribution partners and the inside channel sales organization. Her goal was to find new ways to leverage distribution and create better engagement between the two groups.

Sara Gormally

Lisa Graham

Kelly Gramajo

Erika Grande

VAR Field Sales Manager

Director, Global Partner Communications

Sr. Global Channel Marketing Manager

Sr. Business Manager

G r a h a m’s team was instrumental in helping prepare partners for the introduction of new Xerox products, software, services and programs with information and value propositions tailored just to them. She also introduced quarterly Partner Playbooks.

Gramajo led the charge in implementing a global channel launch framework to accelerate and standardize companywide product launches with a channel-first imperative. She also developed kits that empower content teams to deliver channel-ready materials.

Grande is responsible for driving execution of critical sales initiatives while generating opportunities for new customer acquisition and profitable growth. She’s keenly focused on elevating the experience of customers, partners and employees within the channel ecosystem.

Victoria Grey

Vonage

Eaton

AlgoSec

D&H Distributing

Gordon raised the company’s awareness of the importance of co-marketing activities in engaging channel partners, becoming channel-friendly and fully committed to supporting partners in their efforts to generate success and provide value to customers.

Gormally has been focused on developi n g D & H ’s K-12 business, including compelling solutions that enhance learning environments. D&H programs are based on feedback from partners who are entrenched in the company’s K-12 Advisory Board.

Tina Gravel

Coleen Greco

Natalie Gregory

Lauren Grenier

Director, North America Partner Marketing

VP, Sales

Marketing Director

Granite

Aparavi

Appgate was formed in January 2020.

Gravel is now launching the Appgate Partner Network and reformulating and rolling up contracts, programs and systems from four brands/ products/solutions: Appgate SDP, Total Fraud Protection, Immunity and Brainspace.

Greco worked closely with channel par tners to optimize and prioritize their demand generation plans to drive leads further and ultimately deliver more pipeline to sales. The goal isn’t necessarily more activities or more leads, it’s higher-quality leads.

Gregory advanced C a r a h s o f t ’s channel business by creating trusted partnerships with resellers and systems integrators. She also strives to allow partners to expand their line card by making introductions to complementary software manufacturers.

Grenier helped G r a n i t e’s channel organization grow from $223 million to $265 million through marketing strategies, including social media engagement with prospective agents, sales enablement with co-branded materials for new partners and data analytics for validation.

Grey promoted Aparavi’s partner program at events and via digital marketing to prospective partners, signing up many in the process.

She also set up co-marketing campaigns, and helped to design and implement co-branded marketing activities to drive new opportunities for partners.

Cristina Greysman

Jennifer Griesinger

Sarah Griffin

Karen Griffith

Jackie Groark

Partner Strategist, U.S. Public Sector

AT&T

Director, GTM Programs, Global Alliances Dell Technologies

Director, Global Partner Marketing

Director, Security/CISO

Amazon Web Services

Director, Technology, Partner Solutions

Hitachi Vantara

Greysman built a new partner community of consulting and technology partners that demonstrates the capacity, capability and commitment to develop AWS-based “superpowers,” offerings and goto-market strategies.

Griesinger led the creation of the technology road map and strategy for the Alliance Portal and drove the delivery of the refreshed Partner Exchange Portal. Both efforts will increase self-service for AT&T’s solution providers.

Griffin worked with peers to begin building the foundation for a simplified partner program. She sees partners diversifying the ways they interface with customers and wants to make it easier to partner with Dell Technologies.

Griffith increased agility, maximized profitability and improved partner self-service. She also introduced new training and certifications, financial incentives and inside sales support for Hitachi Vantara partners.

Groark has worked to ex pa n d t h e Veristor security practice to embrace the innovative security solutions of over 80 vendor partners. Together with Veristor partners, she has built the professional services offerings that provide the security foundations customers require.

SVP, Global Channels, Alliances

Appgate

40

Marcela Gonzalez Cagle

VMware

Xerox

Carahsoft Technology

Mimecast

Honeywell

VP, Channel Marketing

Veristor

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of 2020 Women the Channel

Joan Groleau

Sara Grofcsik

Cindy Grogan

Dir., Sales, QSR/C-Store Team

VP, Global Alliances, Channels

Akamai

Enterprise company

Dropbox

Grofcsik fostered relationships to help give her organization an increase in overall sales revenue in the U.S. and globally.

Through these relationships, she showcased how Samsung can continue to be a trusted partner.

G rogan has implemented strategic initiatives enabling par tners to sell and deliver services directly to their customers. She helps ensure that more than 75 percent of Flexera’s business is influenced through partners.

New to Akamai, two of Groleau’s early initiatives are a DigitalFirst toolkit developed for partners that includes key enablement videos and on-demand curriculums as well as dynamic Campaigns-in-a-Box that can be used stand-alone or in the field with Akamai.

Organizations want flexibility in how they obtain and support their edge infrastructure. Grothjan has led efforts to give partners the ability to do just that, by helping to define the partner go-to-market strategy for Network as a Service.

Dropbox is a relative newcomer to the channel.

Guthmann has helped drive greater visibility internally for the role that solution providers play in driving growth for the company and the opportunity this route-tomarket represents.

Adriana Gutierrez

Rachele Gyorffy

Tracy Hali

Alyssa Hall

Morgan Hall

Latin America Channel Director

Director, Channel Partnerships, West

Sr. Dir., Order Management

VP, Marketing, Business Development

Distribution, Events Marketing Manager

Hall is responsible for all marketing efforts for Aten, which includes working with sales and product management to ensure promotions and marketing efforts are being delivered and received appropriately.

Samsung Electronics America

Infor

Flexera

Sr. Director, Global Channel Marketing

Intelisys, a ScanSource

Donna Grothjan

Diane Guthmann

VP, Worldwide Channels

Director, Global Channel Marketing

Aruba, a Hewlett Packard

company

Gutierrez leads a team that supports partners to become cloud sellers, developing tools and events to help them see their own business in a different way. The team has built a results-driven ecosystem by supporting business planning to ensure alignment.

Cloudflare

CDI

Gyorffy built out the go-to market strategy for two of C l o u d f l a re’s strategic global partners. She managed a team to scale these partners with a focus on best practices, enablement and partner-sourced revenue.

Hali worked on several key projects to enhance the channel partner experience, specifically regarding the order management team. Projects have ranged from evaluating existing processes and writing new ones to ensuring accurate records.

H a l l ’s m i s sion to help increase CDI’s partner relationships has proven a successful and gamechanging strategy. As the face of CDI’s channel relationships, Hall works directly with each partner to determine the topics, campaign and events that will support them.

Sabrina Hall

Aten Technology

Director, Worldwide Channel Business Development

Tanya Hall

Terri Hall

Stephanie Hallford

Samara Halterman

Director, Marketing, Partner Programs Decisive Technologies

VP, Global Strategic Alliances

Red Hat

GM, Business Client Platforms; VP, Client Computing Group

Intel

Groupware Technology

Hall led a crossfunctional team to launch the Lexmark Industry Advantage program and spearheaded the charge for a renewed Lexmark channel value proposition. She also developed an EMEA channel/enterprise collaboration program.

Hall created a custom IT inbound trade show for local c l i e nt s a n d technology partners. She also created a training platform with partners for sales and technical teams to gain knowledge and peer-to-peer support.

Hall focused on partner ecosystem synergy planning for IBM’s Red Hat acquisition, which closed in July 2019. The goal of this joint Red Hat/IBM team was to build a plan to ensure the continued growth and success of Red Hat’s 5,000-plus partners in a postacquisition world.

Hallford leads the team responsible for helping partners monetize solutions for commercial customers. She has worked to create a platform partners can use to build new revenue streams.

Halterman expanded on sales and par tner engagements and increased net-new logos for new customers by 20 percent, which also set a new high for Groupware of total net-new logos. She also increased pipeline by 30 percent.

Teri Hamann

Sabine Hammer

Megan Hanley

Eileen Hansen

Connie Hanson

SVP, Global Head of Partner Experience

Lenovo Global Technology Germany GmbH

Sr. Director, Business Operations, Chief of Staff, Sales Academy CenturyLink

National Account Manager

SAP

Director, Channel, Data Center Group, DACH

Channel Operations Programs Manager

H a m a n n implemented a common partner operating model and a harmonized partner journey map by partner personas. She also launched a partner intimacy strategy to holistically capture feedback and create a 360-degree view of partners.

Hammer gave Lenovo Data Center a face in the channel by launching the Elevate Program to increase partner breadth with dedicated local activities. This resulted in hundreds of new partners in the region.

Hanley created a number of key initiatives around CenturyLink’s top strategic partners and connected partnerships to data. She also focused on at-risk accounts and turned them into positive and profitable partnerships.

Lexmark

APC by Schneider Electric

E- commerce and software were strategic focuses for APC

by Schneider Electric’s channel organization in the past year. By executing on these initiatives in the National Solution Provider channel, Hansen has helped move those goals forward.

VP, Marketing

Aruba, a Hewlett Packard Enterprise company

Hanson has helped drive innovation in the Partner Ready for Networking program, including new certifications for key solution areas, new training opportunities and expanded benefits for Medallion partners.

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of 2020 Women the Channel

Alexandra Harding

Director, Cloud Partner Marketing

Dell Technologies

Dir., Vendor Management, Business, Consumer Solutions

Ingram Micro

Global Chief, Worldwide Partner Programs, Strategy

Hanson’s goal with the formation of her new team was how to make it easier for partners to recognize their value and opportunities through the creation of partnercentric plans with a clearly articulated opportunity.

Harding built and continues to lead a team of innovators who work together to help increase relevance in the industry and drive success for vendors and mutual customers.

Holly Hartman Niedzielski

Sara Harold

Alexis Hart

Sr. Channel Marketing Manager

Director, Sales, Strategic Accounts

Harding is the chief executive leader of Partner Advantage, Google Cloud’s partner program. She engineered worldwide program design, incentives, partner relationship management infrastructure, partner portals, support, and a global partner management model.

Harold worked with Mimecast North America channel leadership to develop, implement and manage channel incentives to increase yield for partners and Mimecast.

She also worked with partner account manager counterparts to strategically invest in partner initiatives.

Hart focused on the channel management team and market strategy.

Through development programs in both sales and leadership, she strengthened the channel and positioned the company to serve an ever-growing national client portfolio.

Laurie Harvey

Shauna Hassett

Bronwyn Hastings

Janette Hausler

Director, Channel Marketing

VP, Marketing

SVP, Worldwide Channel Sales, Ecosystems

Google Cloud

Director, Event Marketing, Partner Communities

Jabra

Carousel Industries

Hartman Niedzielski expanded the influence and reach of the SMB Alliance and Trust X Alliance communities. She is investing more in resources and programs to help community members with go-to-market strategies.

Har vey was instrumental in building an Alliance practice within North America. Working closely with sales peers, she helped develop new go-to-market processes that were key to the region achieving double-digit partner revenue growth.

Alison Haynes

Ingram Micro

SVP, Marketing

IntelePeer

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Nina Harding

Tina Hanson

Mimecast

Schneider Electric

VP, Americas Marketing, Global Partner Marketing

Citrix Systems

UiPath

Hassett evolved C a r o u s e l ’s “Always On” virtual technology forum, bringing together thousands of technologists through the “Always On” webinar series, podcast series and “pizza cast” series, a combination of live and virtual events.

Hastings is responsible for setting and executing on the strategy, direction and priorities for the entire Citrix global ecosystem of partners. She helps partners profitably grow as Citrix transitions joint customers through their cloud journeys.

Hausler created a partnerfirst mindset by educating UiPath on how partner capabilities support company goals, driving partner recruitment and demand generation, and sharing partner marketing results broadly.

Chew Peng Healey

LouLou Healey

Jennifer Healy

Jennifer Heard

Dir., Field, Channel Marketing, APJC, Middle East, Africa, Turkey

Sr. Dir., Head of Americas Field, Channel, Alliances Marketing

Director, Channel, Field Marketing

Turbonomic

Extreme Networks

Commvault

IntelePeer has seen over 40 percent growth in its channel and strong interest in digital transformation initiatives. Haynes focused on enabling partners to move into solution-selling.

She leads the team responsible for partner messaging, training, tools and campaigns.

Healey enabled continuous engagement with internal and external stakeholders, driving streamlined communication and transparency across the channel network.

In the short time Healey has been with Co m mva u l t, she has improved how the company engages partners in the field from a partner marketing perspective. She also introduced a “partner-first” approach to field marketing activities.

Healy has been closely i nvo l ve d i n Ricoh’s channel transformation in recent years, and in 2019 took a leadership role in the planning, organizing and execution of ConvergX, the Ricoh Family Group’s Partner Leadership Forum.

Leading Turb o n o m i c ’s cloud strategy, Heard garnered support from Amazon Web Services and Microsoft along with their ecosystems. As a result, in less than six months, Turbonomic became a key ISV for both cloud providers, showcasing and aligning with new strategies.

Kristine Hedlund

Laura Hees

Marleen Hendrikx

Rhonda Henley

Lisa Heritage McLin

Manager, Agent Channel

Cox Business

Partner

RedLegg

EMEA Distribution Leader

Sr. Dir., Global Partner Org.

Cisco Systems

Rackspace

The goal for Cox Business’ channel is to continue to assist in the recruitment of partners and train them on Cox Cloud and managed services. Hedlund started this initiative by adding Master Agent Managers.

Hees created R e d L e g g ’s channel partner program, defining requirements and documenting processes and procedures. Key accomplishments have been onboarding a select group of VARs and keeping the focus on training.

Hendrikx has led EMEA distribution initiatives, driving alignment, increased profitability and a better-qualified distribution community. Key to this has been the distribution sales team, the strategic distribution framework and business plan tools.

Since joining the Global Partner Organization team, Henley’s initial focus has been to drive simplicity and increased accountability in the organizational structure.

She has also worked to define a success metric for each of Cisco’s strategic partners.

Heritage McLin helped gamify R a c k s p a c e’s partner portal to incentivize partners to enjoy training and learn new products to sell, which increased their business and the Rackspace partnership. She also launched a new partner ecosystem strategy for partners to expand sales.

Nutanix

Ricoh USA

SVP, Cloud Alliances

VP, Alliances, Channel Chief

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Elise Hernandez

Cindy Herndon

CEO

Ideal System Solutions

VP, Global Channel Strategy, Programs, Operations

Hernandez ’s list of priorities includes strengthening and building channel relationships for Ideal System Solutions, which focuses on government, education, health care and enterprise clients.

She has also been honored for innovation by the U.S. Women’s Chamber of Commerce.

Michelle Herring President

Mary Hester

Sharan Hildebrand

CEO

VP, Strategic Alliances, North America

Riverbed

CMIT Solutions of St. Charles/Chesterfield

LAN Systems

Herndon redesigned Riverbed’s partner investment strategy with an eye toward holistic business development, creating a new Business Investment Fund. Her aim was to help partners fund their training, resources and marketing efforts to grow their Riverbed practices.

Herring’s focus over the past year has been to provide a mix of growth and improved efficiency. She built upon the company’s prior marketing plan and implemented several processes, workflows and reports to improve efficiency throughout the organization.

Hester focused on profitability by implementing operational improvements that returned labor hours, enabling LAN Systems to support more managed service clients with current staff. She also grew recurring revenue over 40 percent in 2019.

The spirit of “doing good while doing well” drives much of Hildebrand’s channel activity and focus as she works to deliver creative and unique experiences to channel partners and customers that differentiate Hitachi Solutions in the market and elevate its brand.

Christine Hilts

Kelly Hiscoe

Diana Hite

Kristina Hodge

Kristyn Hogan

Director, Sales Enablement

Global Channel Operations Mgr.

Regional Area Director

Star2Star Communications

Sr. Partner Marketing Mgr.

Eset

Dir., Meraki Channel, Distribution

This past year, Hilts designed programs to reduce rampup time of new sales leaders. She also enhanced the overall acumen of tenured account executives to increase the effectiveness of their sales techniques with respect to all Insight Intelligent Technology Solutions.

Since the Carbon Black acquisition by VMware, Hiscoe has been at the forefront of channel integration efforts and continues to lead multiple channel integration workstreams to ensure a smooth transition into VMware programs and systems.

Hite developed stronger alliances to help Star2Star partners evolve and grow their businesses in a cloud-centric world. As a result she gained a deepened understanding of the market as a whole and ensured technology solutions adapted to meet partners’ unique needs.

Hodge worked to create meaningful educational content to help VARs and MSPs tackle marketing challenges.

Her webinar series “Understanding the Buyer’s Journey” provided partners with the business acumen necessary to market to end users effectively, considering the vastly complicated B2B buying process.

Hogan championed Meraki’s inclusion in the Cisco Managed Services Program—with over 200 partners enrolled—and also created a broad-based partner enablement roadshow that touched over 2,000 partners. In addition, she established talent development best practices, all of which contributed to Americas revenue growth.

Aretha Hooks

Carrie Hopkins

Kristi Houssiere

Robyn Howes

Sabine Howest

Sr. Channel Manager

Keysight Technologies

Sr. Director, National Channel

FireEye

President

Certified Nets

Ingram Micro

Hooks managed a team that launched specialized marketing programs to drive growth opportunities for both the distributor and its partners. Her objective is to support D&H’s 2020 focus areas such as cloud, K-12, Esports, ProAV/collaboration and infrastructure.

Hopkins believes success comes from right-sizing the channel through targeted recruitment, allowing for high-touch program management with strong internal relationships. She was a key contributor to the global team that developed a new discount structure for active partners.

Houssiere has directed her team in creating incentives that partners can layer together to increase their profitability with FireEye, along with new enablement and marketing offerings that help educate partners and drive market demand.

Howes has b e e n h e avily focused on improving Certified Nets’ internal security stack as well as the security offerings it provides to clients. In addition to technical changes, she has driven the company’s evolution as a provider of user education and business policy writing services.

Howest calls the worldwide introduction of Ingram Micro Centers of Excellence “a rewarding undertaking.” The distributors’ four new centers allow it to build out, operate and deliver pre- and post-sale services as a unified, international team.

Chessie Huber

Brenda Hudson

Barb Huelskamp

Heather Hulse

Stephanie Hunter

Strategic Business Development Manager

VP, Sales, Sales Enablement, Learning, Development

Sr. Leader, ISV Partner Development

Director, National Sales

Dir., ProAV, IT Distribution

Hulse is credited with implementing unique programs to drive revenue and overseeing the worldwide deployment for ViewSonic Interactive Flat Panels. She has worked to strengthen partnerships and made ViewSonic a highly sought-after brand to do business with.

Hunter is a key channel evangelist within Harman, working to establish strategic programs and processes where none existed before. She collaborated across multiple teams to create a cohesive go-to-market strategy, leading to growth with several of its distributors.

Insight Enterprises

Sr. Director, Marketing

D&H Distributing

VMware Carbon Black

Star2Star Communications

Insight Enterprises

Amazon Web Services

Huber expanded her channel expertise over the last year, working with resellers, agents, white-label and wholesale partners from a variety of industries and backgrounds. She has fostered better relationships with partners and her team to create better opportunities within the channel.

Hudson created a go-to-market strategy, sales motion and e n a b l e m e nt tools to ignite Insight’s inside sales team, resulting in both sequential and year-over-year growth and budget achievement.

Huelskamp led a team responsible for growing strategic ISVs’ revenue and increasing new pipeline creation, stemming from building prescriptive joint go-to-market plans and increasing partner competencies and demand generation.

ViewSonic

Hitachi Solutions

Cisco Systems

VP, Global Partner Engagement

Harman Professional Solutions: A Samsung Company

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Piper Hyman

Director, Strategy, Execution

Sr. Manager, Channel Operations

Director, Worldwide VAR, Distribution Programs

Hunter Har t drives strategic initiatives focused on acquisition integration and go-to-market effectiveness. Since the acquisition of Continuum by ConnectWise, she has helped combine the strongest aspects of each company to ensure the best experience possible for partners.

H y m a n completed significant projects, including the launch of a new partner program. She also supported the rollout of new refinements to training and enablement, an automated approval process for deal registration and new partner support mechanisms.

Denise Iverson VP, Marketing

ConnectWise

Kelly Ireland

Irena Islam

CEO

Global OEM Partner Lead

Irby had a hand in building governance processes related t o Ve e a m’s program, simplifying and updating its routes to enablement and developing new competencies and specializations to enhance its program. The company also updated all partner-facing messaging on its website.

I r e l a n d focused CB Technologies on staying the course to build engineered solutions around Industrial IoT, OT-IT convergence, edge compute and artificial intelligence/big data with an emphasis on high-performance computing and data analytics.

With a channelfirst mentality, Islam deployed strategies around product enhancements, global partner enablement and operational efficiencies. This, paired with Islam’s relentless efforts to earn trust, led to annual revenue growth of 130 percent in 2019 with one of its largest OEMs.

Lauren Jackson

Maria Jacobson

Kimberly Jaecksch

Sandy Janes

Sr. Manager, Enablement

Sr. Director, Global Partner Programs, Enablement

Public Sector Distribution Account Manager

Sr. Director, Worldwide Partner Programs, Operations

Jaecksch ensures distribution works with all teams within FireEye Public Sector, which allows it to prioritize initiatives and activities that help the sales team build pipeline and close opportunities.

This led to increased revenue, increased leads and more success in marketing activities.

In the last year, Janes received an enthusiastic response to her professional services program, built on the success of her incentives with the launch of the “Triple Play” stackable spiff and led Partner Summits in two regions.

Forescout Technologies

Veeam

CB Technologies

Cloudflare

Ramp

Vonage

Iverson’s influence spans beyond marke ting into every element of Ramp’s business. She is called on for her ability to solve Ramp’s biggest challenges. Last year, she served as interim vice president of sales, expanded its partner program and helped design the next generation of solutions.

Jackson has initiated dramatic improvements to Vonage’s channel partner experience within the post-sales organization by establishing and leading a dedicated channel enablement team to focus on partner engagement and cross-functional communication enhancements.

Fortinet

Fortinet’s new Engage Partner Program introduced specializations that enable partners to differentiate themselves and quickly respond to market demand.

Jacobson’s team developed the campaigns to support the adoption and promotion of the new specializations.

FireEye

Rebecca Javens

Tricia Jennett

Danielle Jennings

Haley Jensen

Ashley Jentz

Director, Global Pathways Marketing

Sr. Manager, Partner Marketing, Enablement

Inside Channel Account Manager

Associate Manager, Partner Success

VP, Americas Channels

AppDynamics

Infoblox

NetApp

Citrix Systems

Zix | AppRiver

Datto

Javens built the Western U.S. channel practice, developing strategic partners in key markets. She also leads AppDynamics’ emerging markets practice for the Americas, where she is building a Latin American team and launching a distribution pilot in Mexico.

N e t A p p entered the fiscal year with a partner-led s t rate g y to expand its channel business.

Jennett’s contribution was launching a demand-generation program for passing leads to channel partners to drive incremental commercial business at scale.

Jennings created a worldwide, integrated channel acceleration program to drive partner-sourced pipeline and bookings and delivered partner enablement for Citrix channel platforms and programs to maximize usage, effectiveness and ROI.

In the past year, Jensen helped Zix | AppRiver grow by bringing on new partners and adding new revenue streams for existing partners. She also worked to develop a deeper understanding of partners’ business problems.

Over the past year, Jentz has welcomed, onboarded and built partnerships with hundreds of Datto’s partners. Her goal is to provide all resources necessary to make partners successful by consulting and enabling them to establish and execute goals.

Cassie Jeppson

Cindi Johnson

Jules Johnston

Director, Global Partner Programs

VP, Americas Partner Sales

Michelle Johnston Holthaus

Kelly Jones

Director, North America Channel Programs

Equinix

Finding solutions to problems and enhancing operational efficiencies are two areas in which Jeppson excels. She has introduced tools and processes to better automate tasks and assisted in the creation of a level-up strategy for both team members and partner programs.

Johnson designed, built and deployed the new Tanium Partner Advantage Program, working closely with a cross-organization team to deliver a program that measures and rewards partners based on their commitment to Tanium and their joint success in totality.

In the Americas region, Johnston radically increased partner-connected bookings. She did that with a group of partners who leaned in strategically, by aligning them with Equinix’s field sellers. In the process, she has helped make the pivot so that Equinix is now “#PartnerFirst.”

Lenovo

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Erika Irby

Nicole Hunter Hart

Tanium

President, COO

EVP, GM, Sales, Marketing, Communications Group

NetGain Information Systems

Johnston Holthaus aligned resources for a complete transformation of Intel’s partner program, which provides a community for partners to collaborate, innovate and promote their solutions.

Jones not only is the owner of a growing MSP and cloud solution provider but is also the U.S. president of Ingram Micro’s Trust X Alliance.

She is an active leader in the community serving on boards and donating her time as a speaker and presenter.

Intel

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Amy Justis

Jennifer Judy

Belinda Jurisic

Sr. Director, Global Partner Experience

President

Poly

Sr. Director, Channels, Asia-Pacific Japan

Veeam

CMIT Solutions of Charleston

Judy recently joined Poly, bringing with her the experience and insight she gained at Ruckus Networks designing and launching an exclusive partner/ distributor advisory community platform that enabled conversations to be shared all year long.

Ve e a m h a s experienced over 30 percent growth year over year in the Asia-Pacific Japan region, where Jurisic worked to create a standard, measured approach to what the role of the channel team is and what success looks like.

Judy Kaldenberg Marketing Director

Nexsan, A StorCentric

Michelle Kadlacek

Stephanie Kaelin

VP, Enterprise Partner Program

Cisco Business Unit Director, Europe

Justis holds regular review meetings with all clients to map their technology strategy to their growth plans. She is focused on helping customers strengthen their cybersecurity awareness and deploy preventive solutions.

Kadlacek spent an extensive amount of time gathering feedback from partners to improve their experience. She launched a Concierge Partner Support team for master agents and enhanced the sub-agent support model with a dedicated channel support inbound voice response system.

Kaelin worked closely with Cisco and Tech Data’s teams to execute a hyper-scale growth plan. She also provided feedback to Cisco, resulting in positive change in its distribution methods, strategy and programs. As a result, Tech Data reached record-high sales in Europe over the last fiscal year.

Kiran Kaloti

Puja Kandel

Amanda Karkula

Felise Katz

Sr. Manager, Global Partner Marketing

Principal Owner

Sr. Channel Sales Manager, West, Canada

PKA Technologies

Spectrum Enterprise

Tech Data

CEO

Kaldenberg doubled the involvement of Nexsan channel partners in MDF events, leading to increases in demand and lead generation across their regions, increasing sales. She also worked closely and strategically with marketing directors at Nexsan distributors to drive deeper engagement.

VMware

Kaloti redes i g n e d VMware’s Partner Demand Center home page and improved the partner experience on the platform by creating a Quick Start Campaign Guide that allows partners to easily view all the campaigns available to them to drive demand.

CMIT Solutions of West Omaha

Paessler AG

Karkula initiated Paessler’s first North American channel point of contact with an alliance partner. She also certified Paessler’s first two large-scale partners for the rollout of its largest subscription license, PRTG PLUS.

Katz develops talent and mentors new and legacy PKA employees, especially women. At the same time, many of PKA’s partnerships have had triple-digit growth with it this year. The solution provider has also raised the bar on its Medallion status achievements with new and legacy vendors.

Simmi Kaur

Marcy Kawadler

Josie Keck

Amber Kegley

Allie Kelaher

Tricentis

Global Channel Manager

Nuance Communications

Channel Account Manager

Director, Sales Operations, Vendor Management

CloudHealth by VMware

In the spirit of streamlining processes and ensuring that partners are self-sufficient, Kaur introduced a partner co-marketing guide, MDF request tools and various demand generation guides—all while continuing to invest time in dedicated planning with Tricentis’ most strategic partners.

Kawadler strives to be a catalyst for bringing her team to a new level of expansion and growth. Nuance aims to educate and set best practices around engaging partners for mutual value and growth as it tackles the conversational AI, voice biometrics and natural language understanding markets.

Keck prides herself on having established relationships with new partners without losing momentum, even as AppRiver was acquired last year by Zix. She earned partners’ trust while helping them grow their revenue, some by more than 500 percent.

Kegley established TRG’s vendor programs and brought visibility—both internally and externally—to the company’s channel strategy. In 2019, her efforts contributed to and supported nearly 30 percent year-over-year growth in hardware sales.

Kelaher participated in several key initiatives, including evolving the company’s method of global MSP support, developing standardized resources to be used across the channel organization and refining its enablement best practices.

Dangvy Keller

Kathy Kenneally

Janice Kennedy

Judy Kent

Anne Kenyon

VP, Americas Alliance, Distribution Sales

Sr. Director

Dell Technologies

Director, Channel Sales West U.S., Canada

Director, Global Channel Programs, Communications

Sr. Director, Global Partner Marketing

Keller worked to establish a new distribution strategy and program.

In addition, the company invested in driving more automation, improving systems and operations to ensure flawless execution. Keller’s team played an integral role in driving these changes.

Kenneally assembled a new global team of account executives responsible for tracking partner performance and driving renewals revenue. Her team focuses on strategic partners across multiple regions. They are also responsible for driving strategic sales initiatives.

Verodin grew its strategic partner organization by 200 percent and diversified with new channel partners last year. Kennedy was responsible for on-boarding and enabling specific partners that aligned to Verodin’s field sales target accounts and selling motions.

Kent drives new business revenue through the channel as she leads global partner incentive programs. She educates thousands of partners via a pre-sales technical enablement global webinar series she developed to train on key solutions.

Kenyon’s greatest channel accomplishment is generating 10X Precisely’s investment in pipeline and 5X its investment in ROI. She is on the leadership team for recruiting, enablement, program structure, sales and marketing.

Company

Director, Partner Marketing

Veeam

After working in IT for 10-plus years, Kandel was passionate about starting her own IT business. She became the first to launch a CMIT Solutions franchise in Nebraska and has spent the ensuing years growing her client list in areas such as health care, accounting, legal, engineering and financial services.

Zix | AppRiver

Verodin, part of FireEye

TRG

McAfee

Global Channel Manager

Precisely

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Tanya Kerr

Barbara Kessler

B2B Marketing Manager

Global APN Program Leader

Kaspersky Lab

Stacy Khreis

Muna Khurshid

Director, Global Business Development

VP, Intelligent Infrastructure

Under Kestin Schildkraut’s leadership, IBM achieved tripledigit growth in both Business Partner opportunities identified and Business Partner win revenue by engaging and collaborating with VADs, Red Hat, Cloud and IBM Champions as strategic groups.

Khreis played a key role in the development of two programs designed to help channel partners grow their security business. The programs helped partners earn new business, accelerate the sales cycle and provide layered security solutions.

Khurshid executed NTT’s Intelligent Infrastructure strategy focused on hybrid cloud, SD-WAN and enterprise networking. She helped align NTT teams to transform clients’ businesses by building software-defined programmable networks and data centers.

Jennifer (Yun Jung) Kim

Elizabeth (Liz) King

Global Program Dir., Blockchain Ecosystem Marketing Leader

IBM

Ingram Micro

NTT

Kerr built awareness within the channel that Kaspersky is more than just an endpoint solution company. She educated partners on its portfolio, differentiated it from its competitors and showed them how to sell more profitable solutions.

Kessler has grown AWS’ MSP partner community by approximately 30 percent year over year.

She also built and launched a strategy to refresh the foundational APN Program, delivering increased partner value and positive customer outcomes.

Shauna Kief

Carol Kieffer

Lisa Kilpatrick

Manager, Worldwide Channel Alliance Operations

Manager, Project Management Office

Commvault

vCORE Technology Partners

Head of Inside Sales, North America

Kaspersky Lab

Sensormatic Solutions by

Kief established a businessto-business initiative to ensure channel partners receive credit for orders submitted through alliance partners, thus aiding in the success of Commvault’s Partner Advantage Program.

Kieffer took on the role of managing and leading the Project Management Organization at vCORE, setting her sights on standardizing processes and procedures, and enabling project managers to become more laser-focused on customer satisfaction.

Kilpatrick maintains and grows her channel relationships with her ability to understand and follow through on what is needed for successful outcomes.

Her partners trust her to make decisions and interact fully with their customer bases.

Over the last year Kim has run countr y channel sales and operations for Korea and Japan, delivering year-over-year growth. She is proud to have personally led and developed a diverse internal team.

King embarked on a global “listening tour” to understand how Quantum performs as a valued partner and leverages the channel to solve customers’ most pressing challenges. As a result, she has increased channel investments to strengthen its value to partners.

Erin King

Kimberly King

Lana King

Kathleen Kinka

Rosina Kling

VP, Strategic Partners, Alliances

Sr. Director, Global Channel Strategy, Programs

VP, Marketing

Comport Consulting

President, CEO

Over the past year, King built relationships and brand awareness with Lifeboat’s emerging vendor partners. She also streamlined operational processes and helped to build bridges between her sales team, vendor partners and customers.

King played a key role in i n t ro d u c i n g new training and certifications, financial incentives and inside sales support for Hitachi Vantara partners. The company increased marketing campaign content on its Partner Marketing Hub.

King developed new tools to enable partners to better manage their customers and Mitel business, program dashboard enhancements to support managing partner program performance and joint marketing funds, and streamlined communication processes to drive partner awareness.

Kinka is helping to drive the transformation of the company’s brand as Comport shifts toward cloud, managed services and pay-asyou-go consumption of IT. This includes sales enablement, new generations of messaging and supporting materials and campaigns with analytics.

Kling is directing a company transition to become a principal cybersecurity solutions provider to the federal government. This includes staffing enhancement, a new technology lab and expanding warehouse capabilities.

Jessica Knieff

Pari Knights

Lori Koch

Wendy Koh

Bozena Kostelic

Channel Marketing Specialist

Director, Channel Marketing

Director, Digital Marketing

VP, Channel, Alliances, Asia-Pac

Director, Premier Accounts

Lifeboat Distribution

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Amazon Web Services

Deborah Kestin Schildkraut

Hitachi Vantara

Mitel

Korea Channel Leader, GM

Chief Revenue Officer

Quantum

Johnson Controls

Panamerica Computers

Director, Sales

IntelePeer

Flexential

Comport Consulting

NetApp

Insight Enterprises

IntelePeer has seen a significant increase in partner registration, engagement, and attendance at regional and online trainings. In addition to supporting the implementation of learning modules and a new resource portal, Knieff was the first to leverage IntelePeer’s CPaaS platform to further engage partners via SMS.

In addition to launching Flexential’s partner newsletter and a webinar series, Knights has provided key marketing support to partners and the company’s partner managers. Providing more marketing and enablement support allows the team to focus on sales and driving revenue.

As the leader of demand generation for Comport, Koch has worked to expand relationships with the company’s key partners. Its marketing pipeline has grown 36 percent over the past year alone because of a new marketing program that fused digital and traditional demand generation.

Koh built a trusting n e t wo r k o f co nta c ts to establish strong executive mind share for the company. She’s proud to help make NetApp easy to do business with. She strategizes on present and future growth and growing the channel business year over year.

Kostelic’s role has been to align Insight’s go to market, partner strategy and planning, resulting in integrated campaigns, key resources and sales enablement for business growth. This allows clients more resources and investment for long-term strategy and growth.

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of 2020 Women the Channel

Amy Kowalchyk

Susan Kozak

Western Region Channel Director

President

Kowalchyk has focused on building a lucrative channel program for Mimecast partners and backend processes to better align with go-to-market strategy as a channel-centric organization.

She grew the channel business 400 percent year over year.

Kozak ’s top priority is maintaining 1 8 - ye a r - o l d MNJ Technologies’ culture, which is centered on family. She prides herself on having a close working relationship with all of her employees.

The key, she says, is “to maintain the family culture no matter how big we grow.”

Elizabeth Kubycheck Chief Marketing, Administrative Officer

Mimecast

ATSG

Teresa Koziatek

Kendra Krause

Patty Krieger

SVP, Global Channels, Sales Operations

Netrix IT

Koziatek delivered partner e n a b l e m e nt content and programs to equip global systems integrators to promote the value propositions and competitive positioning for Cloudera Data Platform in their interactions with customers.

Krause oversaw the go-to-market strategy and expansion of new innovative managed service offerings and training initiatives developed to fuel and streamline growth opportunities for partners. It’s her personal goal to maintain Sophos’ “Channel Best” status.

Through her relationships with vendor partners, Krieger developed a clear path for both current clients and prospects to move their IT spend from a Capex model to an Opex strategy. From financing partners to cloud service providers, she assembled a rock-solid implementation plan.

Kate Kuehn

Karen Kukoda

Helena Kuly

Kiley Kunkler

SVP, Alliances

Sr. Director, Cyber Risk Partners

VP, Vendor Originations

FireEye

Director, Technology, Industry, Partner Programs

Attivo Networks

MNJ Technologies

vArmour

Global Alliance Dir., Business Development Executive

Cloudera

Sophos

CEO

Wells Fargo

Kubycheck has been driving demand and oppor tunit y i n t o AT S G through a focus on the entire life cycle of support. Taking a new approach, she improved programs, offerings and functionality with the aim of giving clients, partners and prospects the best possible outcomes.

Kuehn’s personal goal was to have a formal launch of the partner ecosystem and the first three partners announced within the first three months of the year.

She happily overachieved this goal and executed on four partner announcements.

The global cyber-risk partnerships that Kukoda forged, including insurance and legal organizations, have provided a better way for FireEye’s sales team to engage and help customers. The partners are now recommending its products and FireEye Mandiant services to customers.

One of Kuly’s goals this past year has been to collaborate with Attivo’s channel sales team to deliver a global channel program that provides partners with worldclass content, marketing, tools and communications, even as the company’s partner community grew exponentially.

Kunkler cultivated a relationship with a unique software distributor to activate a new financing program for resellers.

This enabled them to purchase software lines that haven’t been traditionally supported with a finance tool, creating new growth opportunities.

Vicki Kwiatkowski

Stephanie Ladner

Alyssa Lahham

Kristi Lakich

Erica Lambert

Global Marketing Director

RVP, Channel Sales

SVP, Global Channel, Alliances, Embedded, Edge Services Sales

Head of Global Channels

Loqate GBG

Sr. Manager, Worldwide Partner Programs

VMware

Ingram Micro

Mitel

Dell Technologies

Kwiatkowski worked to continue to build benefits for Loqate partners. The company developed use cases to help partners in their selling efforts, participated in partners’ user conferences and showcased integrations and use cases.

In 2019, Ladner led the strategy and design for VMware Partner Connect, VMware’s first major program redesign since 2009, which provides partners with a single, consistent program experience, offering them the power of flexibility and choice.

Over the last year, Lahham transformed demand generation for CloudBlue, leading to 5X pipeline growth year over year and activating marketing enablement for CloudBlue channel customers.

L a k i c h expanded Mitel’s channel team in the West, onboarding and supporting new and existing UCaaS partners. In 2019, Mitel’s entire UCaaS channel team had 380 unique, new partners sell MiCloud Connect for the first time ever.

Lambert sees her greatest accomplishment as building an organization that is focused on delivering value in a collaborative approach with the partner community. Services are critical to accelerating the time to value of technology.

Kerri Lampard

Ladina Lane

MeiLee Langley

Sandra Larrabee

Betsy Larson

APJC Partner Dir., Architecture, Engineering, Services

Sr. Marketing Specialist

Director, Channel Marketing

Sr. Partner, Field Marketing Manager

SVP, Sales NEC Display Solutions of America

Lane augm e n t e d par tner engagement by developing marketing programs, resources, and learning opportunities.

She established a program framework that delivers joint marketing, MDF and self-service tools.

Langley built the channel and field marketing departments at Nextiva, hiring a team to support the recruitment, enablement, and demand-generation efforts of its partners. In January, she launched CoNEXtion, Nextiva’s Partner Demand Suite, with over 12 powerful tools for partners.

Larrabee set best practices for field marketing processes, found creative ways to showcase WekaIO to the world, cultivated and nurtured new partnerships and introduced potential new partners to the company’s ecosystem.

L a r s o n expanded the c o m p a n y ’s channel sales team, moving to increase coverage to provide better channel engagement and enablement and also increased its solution specialist teams, which support the channel with more solution and technical expertise.

Cisco Systems

Driving an aligned approach to customers from Cisco and its partners, Lampard’s team has built a framework for a partner specialist model from resourcing through enablement to investing in practices. This helps support Cisco partners with complex technology transitions.

Panasonic System Solutions Company of North America

Nextiva

WekaIO

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Jennifer Latsis

Renée Lawrence

Americas Program Office Leader

Director, Sales, Marketing, Cloud Services

Director, Worldwide Intel Practice

Gwenn Lazar

Nanette Lazina

Sr. Director, Global Partner Programs

SAP America

VP, Midmarket Channels

Juniper Networks

Burwood Group

Lifeboat Distribution

Latsis led the refinement of the 2020 Juniper Par tner Advantage program that streamlined partner requirements while increasing overall profitability and simplifying the partner experience.

She also led the Juniper Partner Advisory Council, attended by 130 partners.

Lawrence is responsible for marketing, sales and technical account management for Burwood Group’s managed services business. She has worked to expand its channel and service delivery relationships with partners and to develop processes for a better customer experience.

Layton tracks profit and loss statistics in a continuing effort to increase revenue, in addition to her role as Lifeboat’s dedicated Intel Software Sales Specialist.

The company celebrated a successful 15-year partnership with Intel in 2019.

Lazar formed a global alliances team, designing the organizational structure and recruiting the talent. She also enabled SAP to be a Skillsoft alliance partner and scoped requirements and advised as a key stakeholder for deal registration functionality via Salesforce.com.

Lazina is on the lookout for new ways to support partners as SAP’s solution portfolio expands, providing more targeted enablement, fostering partner-to-partner relationships and shifting the investment of MDF and business development funds toward digital marketing.

Hao Le

Sheri Leach

Terez Leach

Dawn Leavitt

Amanda Lee

Director, Worldwide Partner Communications

Sr. Distribution Account Manager

Director, Channel Engagement

VP, Business Operations

VP, Marketing, Communications

Skillsoft

vCORE Technology Partners

Cytracom

Le focused on aligning Citrix’s content strategy to key pillars critical to its channel business and created social campaigns to amplify that content. She also grew the Citrix Partner Advocates program and executed on a successful audience acquisition campaign for Partner Summit.

McAfee

Leach played a ke y ro l e working with Ingram Micro to deliver a business intelligence program that helped achieve net-new logos.

She also was key to developing automation within Ingram Micro when McAfee implemented an enhanced configuration and price quote process.

Leach focused on driving MSPs to engage with Cytracom through events, as well as digital campaigns. She also initiated a partner referral program and launched seven new products, along with a new company website.

Claudia Lee

Jeanette Lee

Michele Lee

Natascha Lee

Sr. Director, Solutions Engineering, Technical Marketing

Director, Global Partner Program

Director, Global Partner Marketing

Citrix Systems

Sr. Director, Partner Marketing

Nutanix

CommScope

Last year saw continued investments in people by vCORE for clients in key areas like cloud computing, DevOps enablement and managed cloud services.

Providing financial resources and recruiting/on-boarding support for those investments was a challenge met by the team.

Pax8

A 10-plus-year veteran of the I T c h a n n e l, Le e s p e n d s more than 60 percent of her time on the road meeting with and listening to partners. She helped drive the overall message about Pax8’s value as the company’s partner base grew to over 9,000 solution providers.

Jeannette Lee Heung

Tata Communications

Tibco

Regional Manager, Canadian Channel Sales

Palo Alto Networks

Lee has built a co m p l e te channel marketing engine that Nutanix partners can easily plug in to, providing visibility and spotlighting business impact. She also introduced new programs to enable channel teams to scale engagement with their partners.

Lee’s key channel-oriented accomplishments are a r o u n d thought leadership and education, as well as producing specific tools for the channel to compete for business and differentiate themselves.

Over the last y e a r, L e e relaunched the Global Partner Program to address changing business needs. Learning to adapt to the fast-paced business environments and to align to the business goals were her biggest accomplishments.

Tibco brought on a number of new partners, saw solid revenue results and launched partner demand generation campaigns, but Lee’s biggest success came as a change agent and evangelist for partners throughout the organization.

Lee Heung brought creativity to her role in her effort to drive more channel engagement, resulting in increased pipeline and sales. As a result of new partner enablement methods she has championed, the company has built a unique program.

Lindsey Legacki

Alison LeonardMorgan

Michelle Lerner

Cecilia Lessard

Justine Lewis

Manager, Channel Sales

Sr. Director, Channel Sales Distribution, MSP

VP, Worldwide Regional, Channel Marketing

Manager, Partner Marketing Programs

Veeam

Legacki focused her 2019 marketing initiatives on helping partners build a business with Veeam rather than just sell its solutions. She took the lead on rolling out the new resources, programs, incentives and tools Veeam put in place to help partners achieve greater profitability.

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Fiona Layton

Channel Alliances Manager

NetApp

Leonard-Morgan worked to develop key VAR relationships in the Mid-Atlantic region to help grow the channel and develop new markets. In 2020 the company will go to market with a small set of strategic partners with a new partner program that provides simplicity and profitability.

Lerner managed NetApp’s channel team, which executed on account plans for its top 15 area focus partners. She also focused on personnel management, client relationships and sales management. Additionally, she ensured NetApp sellers and their leaders understood the company’s value.

Zscaler

Kaspersky Lab

Sophos

Lessard was instrumental in the realignment of Kaspersky’s channel focus, working closely with all levels of channel partners and internal stakeholders.

Her depth of experience in the channel proved to be a valuable asset in change management initiatives.

Lewis helps partners educate their customers on the latest cybersecurity threats, protect data in the cloud and develop new business through effective marketing campaigns. With her team she recruited and activated new partners, including MSPs, into the Sophos ecosystem.

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Sue Lim-Brunings

Patti Lewis

Anna Liljeqvist

Sr. Director, Americas Systems Integrators, Systems Outsourcers

Team Manager, Northern Europe Channel

Director, Marketing Operations

Liljeqvist is now heading up the first regional team for Atlassian in EMEA. She upscaled the company’s existing channel and extended it with new enterprise solution providers to meet customer needs.

Lim-Brunings contributed to several key projects includi n g I n g ra m Micro’s workflow automation processes and the successful integration of work between the accounting, marketing and strategic sourcing teams to benefit channel partners.

Dynabook Americas

Cisco Systems

Lewis rationalized the portfolio, brought in new skills and updated the management system. She also developed a new segment organization and promoted three leaders to broaden reach and find ways to invest in developing partners.

Linsky is laser-focused on three key areas: strategy, go-to-market, and demand generation and execution. Her plan calls for aggressive midmarket enablement, a focused product portfolio, and the ability to tell Dynabook’s story.

Liu and her team are responsible for simplifying the partner experience through digitization and automation. She is leading the effort to create a Partner Experience Platform that provides a gateway to the resources channel teams need to be successful.

Elissa Livingston

Kate Lochrie

Sara Lofgren

Donna Lowe

Becky Lozada

SVP, Growth, Strategy

Sr. Manager, Worldwide Partner Programs

Director, Global Channel Sales Engineering

Networking Channel Dir., West

Director, Cisco Services, Software

VMware

CloudCheckr

Atlassian

Ingram Micro

Wendy Sue Linsky

Stephanie Liu

U.S. Leader, Channel Sales, Strategy

Sr. Business Development Manager

Aruba, a Hewlett Packard Enterprise company

Citrix Systems

BlackBerry Cylance

Livingston l e d s e ve r a l initiatives that fundamentally changed CloudCheckr’s channel strategy. She built an alliances organization focused on alignment with complementary partners. She also created a sales strategy group to deploy business development programs for the channel.

Customer success and cloud services sales and adoption have been at the heart of Citrix’s channel program strategy over the past 12 months. Lochrie launched new rebates that contribute to partner profitability.

Lofgren worked closely with organizational leaders in field sales, sales engineering, channel sales and field marketing to align and monitor channel technical enablement standards and team goals with separate metrics for each organization.

With Lowe focusing on developing deeper connections with partners and expanding training and enablement programs, Medallion partners’ revenue increased by double digits.

Unlike traditional product business that focuses on order fulfillment, services and software contracts require continued upkeep and renewals. By adding resources to her teams, Lozada doubled this type of partner and tripled the number of subscriptions managed.

Julie Lubetkin

Daniella Lundsberg-Steele

Bonnie Luton

Amelia Lynch

Marji Lynn

VP, Business Alliances

TeraMach, A Pivot

Americas Partner Marketing Manager

Regional Director Star2Star Communications

VP, Marketing, Channels, Partnerships

VP, Marketing

Synnex

Avalara

American Digital

Company

Lubetkin led the marketing team that created partner enablement, programs and incentives that helped drive an increase in partner referral bookings by more than 30 percent year over year.

LundsbergSteele rolled out a new corporate website, branding and internal office branding. She also worked to integrate American Digital with its new distributor, Ingram Micro.

Since joining TeraMach in a newly created role, Luton has brought structure, process and governance to a program for the channel that didn’t previously exist. She has updated previous contracts and elevated the TeraMach brand within the vendor community.

Lynch worked with channel partners to create, develop, execute and measure highly innovative marketing campaigns; ensured and elevated regular communications to partners; and brought increased focus to the importance of marketing IT solutions.

Lynn, along with partners, led the way to greater engagement with end-user customers.

This demonstrated Star2Star’s commitment to reliability and resulted in new business. She also brought several new partners into Star2Star and helped them become productive sellers.

Dr. Vivian Lyon

Melissa Lyons

Elizabeth Mabry

Denyse Mackey

Megan Mackh

Founder, Chief Information Officer

Regional Channel Manager

Key Account Executive

VP, U.S. Technology Support Services, Sales, Offerings

Global Head of Telco Partnerships

Dr. Lyon grew the business through strategic vendor partnerships.

She has been directly responsible for developing, mentoring and encouraging cyber and technical talent, particularly, women and young girls, to join the cyber and STEM fields.

Since joining OutSystems, Lyons has been focused on helping partners better plan for the year ahead, taking a look at their overall goals and strategy and ensuring alignment across sales, marketing and enablement. She also has been recruiting new partners.

Mabr y’s key channelr e l a t e d accomplishments included filling the gaps within channel partners’ portfolios and guiding them through partner program changes, organizational changes and the ever-changing technology market.

M a c ke y ’s responsibilities expanded to include services offering development. With the channel representing a large route to market for IBM, listening and acting on feedback are key to success and position IBM and the Business Partner channel for growth.

Mackh led the effort to redesign and launch the Managed Service Provider Program offering, including qualification criteria, benefits and incentives, and operational support. Her telco partnerships team significantly expanded the partner ecosystem.

Plaza Dynamics

OutSystems

Arrow Electronics

Juniper Networks

IBM

Google Cloud

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Karyn MacKie

Chris MacLaughlin

Head of Global Partner Programs

Chief Marketing Officer, Partner Ecosystem

VP, North America Channels, Ecosystem

Lisa Majdi Executive Director, Marketing

Sonal Malavia President

Cox Business

Cloud 9 Infosystems

MacKie evolved C o h e s i t y ’s channel program structure by introducing program levels. She also enhanced the MDF program by launching an online management tool and streamlined program guidelines.

IBM

Since moving into her role in November, MacLaughlin has focused on growing Business Partner momentum in IBM Cloud and AI technologies, drawing on her experience in brand building, distribution channels and field marketing.

Hewlett Packard Enterprise

Maher stepped into her current role in September, where she has focused on ways to improve partners’ experience co-selling with HPE through increased engagement, simplification and transparency.

Along with her cable counterparts, Majdi works to promote a “cable-first” position within the channel community. She has also pushed the transformation of RapidScale cloud solutions into the mainstream of the channel since taking responsibilities in 2019.

With nine years in the cloud business influencing the company’s growth and expansion, Malavia has achieved her goal of ensuring clients have a smooth and memorable experience in their digital transformation journey.

She has achieved multiple Gold competencies for Cloud 9.

Leigh MaliziaCarlson

Erin Malone

Michelle Marchand

Laura Markovich

Sarah Marsh

Director, Channels, Americas

Illusive Networks

Sales Director

Sr. Channel Sales Manager

VP, North America Channel Sales

Carahsoft Technology

Managing Partner, Business Group

With a grassroots effor t to get in front of identified key partners, Malizia-Carlson built a go-tomarket plan that aligned with ExtraHop and partner goals.

This resulted in 378 percent year-over-year initiated pipeline growth with one key focus partner.

Malone and her team elevated the roles of Sophos’ Partner Advisory Council members. The team also helped to redesign Sophos’ incentive program for partners—leading to increased partner participation—and contributed to certification efforts.

M a r c h a n d ’s team has focused on a small number of elite partners in the Americas. She has enhanced opportunity registration and partner incentive programs to achieve 40 percent channel-initiated revenue goals.

Markovich worked to minimize the impact of S a l e s f o rc e’s acquisition of Tableau on resellers to keep business running smoothly. Tableau rolled out a new whiteboard process, and she became certified to train and certify channel partners as they adopt the new messaging.

Marsh led channel sales, operations, strategy and business development for wireless partner channels and helped spearhead an indirect distribution strategy as the company came together as Verizon Business Group in 2019.

Annie Marshall

Helena Marsikova

Susan Martens

Elizabeth Martin

Stacey Marx

Partner Marketing Manager

VP, Ecosystem Sales, North America Systems

Sr. Director, Global Partner Ecosystem, SME Marketing

SVP, Partner Solutions, Commercial DTV, Wholesale

Cohesity

ExtraHop Networks

Director

50

Leslie Maher

Sophos

Verizon

Carahsoft Technology

Actian

SAP

AT&T

Marshall worked with the contracts team to expand C a r a h s o f t ’s presence in key markets. In addition to contract expansion, communication to the channel has been top of mind for Marshall in the past year.

Marsikova revamped partner pages o n Ac t i a n’s public website, launched a new Actian Partner Program and rolled out a new Actian Partner Portal. The portal provides partners with full access to all sales, marketing and technical resources, deal registration and more.

Martens last year took a hard look at how to drive more synergies with IBM’s sales force and its partners and found this to be a key area for improvement. Driving more effective engagement in the field results in partner and client satisfaction with IBM.

Martin is responsible for the global SMB inbound digital marketing strategy to build brand. Partners need this type of “air coverage” to grow their net-new business and to have a seat at the table during the solution research.

Under Marx’s direction, AT&T ramped up its cybersecurity program through the new AT&T Cybersecurity business division. She aligned resources to better support the needs of solution providers and expanded the ACC Business product portfolio.

Rakhee Massey

Lorraine Maurice

Amanda Maxwell

Shannon Mayer

Kathy Mazza

EMEA Channel Marketing Manager

Sr. Director, Global Indirect Channel Marketing

Channel Programs Manager

VP, Channel Development

The ASCII Group

8x8

Maxwell worked with partners one on one to improve go-to-market strategy and increase the Zix | AppRiver mindshare, leading to new business. She also contributed to building out new channel programs and launching a new partner portal.

Mayer negotiated a number of long-term m e m b e r benefits with channel vendors that saved ASCII members thousands of dollars. Her relationships with these vendors provided opportunity for MSP members to make higher profits on their recurring revenue services.

Mazza is always looking for ways to help partners by empowering them in their conversations with customers and prospects.

As the 8x8 team has focused the past one and a half years on launching its channel program, she has been a driving force in the company’s growth.

Arcserve

SAP

Massey overhauled the way Arcserve engages with par tners to figure out ways to help them achieve their goals. By keeping their needs in mind, the company has seen significant growth, and partners have leveraged Arcserve more to reach their business objectives.

Maurice enhanced SAP’s digital skills transfer programs, continuing to deliver partner pipeline and revenue growth through digital marketing strategies, demand creation programs and advanced skills training programs for over 3,000 SAP customers across the globe.

IBM

Zix | AppRiver

Director, Strategic Masters

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Sonya Mazzaferro

Rebekah McAdams

Dawn McCale

Director, Channel Sales, Canadian Partner Organization

Director, Field Marketing, Americas

VP, Sales

Groupware Technology

ServiceNow

ESET

Mazzaferro has led partners through transformation of practices and sales teams, acquisitions and mergers, evolving market trends, competitive pressures and new consumption models—while delivering double-digit growth across the route.

McAdams initially focused on creating key par tner e n a b l e m e nt and engagement channel programs in the Americas. After the acquisition of Aerohive, she pivoted to help successfully integrate channel marketing programs into Extreme.

McCale led her team to g ro w b u s i ness through expansion into existing accounts and the penetration of new accounts. She continues to grow Groupware’s business in AI and professional services. Her team crushed their sales goals in 2019 and started 2020 with strong momentum.

McClafferty is responsible for managing a strategic distribution business via a two-tier model. This model leverages the skills and qualities of a partner ecosystem to support government agencies and programs in delivering efficiency and productivity.

McCluskey increased the usage of the ESET Marketing Center, which lets partners create co-branded ESET materials and campaigns. The Marketing Center realized a 63-plus percent increase in logins and a 184-plus percent increase in contacts uploaded.

Lisa McCormackMoon

Michelle McCrea

Jennifer McCready

Katie McCroskey

Jessica McCurry

Manager, Partner Operations, U.S.

Global Channel Chief

Director, Knowledge Management, Partner Training

Distribution Manager, Americas

As one of the key players in a major overhaul of the Engage Partner Program and the FortiRewards partner rewards program, McCormack-Moon architected, designed and implemented experiences that build more profitability into the Fortinet partner relationship.

As Cisco continues to grow as a software company, McCrea’s distribution team leads the direction on initiatives that drive enablement and adoption of Cisco solutions.

She also has built programs and plans with Ingram Micro focused on MSPs and small business.

L a s t y e a r, McCready and her team operationalized a brandnew channel for Steelcase, a 105-year-old company, by setting up a global sales and marketing infrastructure.

McCroskey has over the past year enabled hundreds of par tners 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.

Under McCurry’s direction, K e y s i g h t ’s par tner mix is extremely healthy, with distribution participating in the education, training, marketing and demo aspects.

The distribution business grew 50 percent year over year.

Kesha McDade

Madison McDaniel

Jessica McDowell

Partner Marketing Coordinator

VP, Business Development

Kristen (Shumate) McDowell

Christine McElduff

Global Enterprise Channel Communications Manager

Director, Americas Regional Channel Business

Cisco Systems

Director, Channel Marketing

Fortinet

Sales Director

AT&T

Extreme Networks

Cisco Systems

Wasabi Technologies

Steelcase

Synnex

Amanda McClafferty Partner Business Manager

Thycotic

CommScope

Hope McCluskey Director, Partner Marketing, Events

Keysight Technologies

Palo Alto Networks

McDade has improved p a r t n e r i n g, engagement and skillset transformation through facilitating regular knowledge share/networking events. She also increased the focus on prospecting and account targeting to boost distribution.

McDaniel has been actively working with the channel since the Wasabi Partner Network launched in April 2019. Since then, she has created process automation that on-boards new partners and developed Wasabi’s deal registration process.

McDowell led her team to deliver cutting-edge deliverables to the market, focusing specifically on enabling innovation. The team delivered conferences, tools, a technology modernization council, a community and a new business role within Synnex.

McDowell developed and executed valuable content and demos for three partner conferences across the world. She also managed key integration communications following CommScope’s acquisition of Ruckus.

McElduff created a strategy around partner business plan creation, execution and measure ment. This centered around three foundational pillars: alignment, enablement and demand generation.

Louise McEvoy

Crystal McFerran

Amber McGough

Chief Marketing Officer

Director, Cloud Provider Sales MSP

Laura McGregor Falko

Tania McIntosh

VP, U.S. Channel

Trend Micro

The 20

McEvoy’s channel team is focused on strategic partners who are investing in Trend Micro. That means Trend Micro will invest in those partners to move away from the “fulfillment” model and ensure the channel is a “value-add.”

McFerran played a key leadership role in helping achieve growth objectives for The 20. She developed strategies for member acquisition and engagement and furthered its reputation as a partner-centric MSP consortium.

VMware

Over the past year, McGough made significant strides in scaling VMware’s Cloud Provider Managed Services business. These efforts spanned the portfolio, platform and addressable customer use cases.

Head of Global Partner Marketing, Enablement, Program Office

Broadcom

McGregor Fa l ko w a s tasked with co-developing a worldwide partner strategy for the CA division. To that end, she redesigned the partner program for all routes to market with stronger value propositions.

Director, Worldwide Partner Programs

F5 Networks

McIntosh has been the lead in evolving F5’s partner program this past year. She has updated program requirements and benefits and added new specializations to the overall program.

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Carol Ann McKeown

Kim McLachlan

Director, Regional, Channel Marketing

SVP, Sales, Marketing

SVP, Operations

Leah McLean

Marisa McMillan

Director, Worldwide Channel, Alliance Partner Marketing

Channel Account Manager, Strategic Accounts

Broadvoice

WatchGuard Technologies

Armor

Zix | AppRiver

McKeown led the charge as Viavi transitioned its MDF program to a co-op model with accompanying ROI measurements. She led the partner training for social selling across all regions to increase partner social engagement.

Since joining B ro a d vo i c e , McLachlan has revamped the sales organization to not only grow the partner base, but deliver repeat sales and larger sales through the channel. She realigned channel manager territories, got sales engineers into deals earlier and generated leads for partners.

In an operations role, M c L a r e n ’s contribution over the past year has been ensuring that the channel always has access to the level of support (and processes) needed to be successful. Every interaction matters, and her goal is to optimize those.

M c Le a n’s relationships with ISVs, MSPs, MSSPs, VARs, systems integrators and cloud service providers enabled her to create customized strategies and joint marketing plans, inclusive of joint value propositions, messaging and partner programs.

McMillan helped onboard a new IT franchise partnership that consisted of more than 200 franchises. She also provided account management and operational support for Zix | AppRiver’s largest strategic partner in the compliance industry.

Amy McNew

Alyssa McNine

Natalie Mead

Tracey Mead

Shavonn Mealing

Sr. Channel Marketing Manager

Director, Operations

Avail Group

VP, Customer Success Strategy, Programs

Global Alliance Director

Micro Focus

Partnership, Channel Sales Manager, VAR

McNew was focused on enabling partners to sell the company’s growth technologies—Prisma and Cortex—and market to their customers. She also stepped in to fill an open role in the organization, which included executing key channelwide initiatives.

M c N i n e focused on developing relationships with security vendors, creating new revenue streams. With security threats on the rise, she developed enhanced-security technical road maps with customers to implement next-generation solutions.

Commvault last year moved from a “channel-friendly” company to a “channel/partner-driven” one.

Keeping this focus on the channel and making sure her team was prioritizing partners and the channel were critical to success.

Mead stab i l i ze d t h e relationship and revenue with a key strategic alliance partner. This was accomplished through improving executive communication, goal alignment and building trust-based relationships as well as renegotiating.

Mealing’s goal over the past year was to develop Netsurion’s VAR program, focusing on recruitment and enablement of key strategic VAR partners across North America. She led her team in number of signed VAR partners.

Carmen Means

Lindsay Medeiros

Candace Mehalko

Denise Mendez

Jamie Mendez

Sr. Director, Alliances, Partners Central

Sr. Global Channel Manager

Sr. Director, Global Channel Programs, Strategy, Ops.

Sr. Manager, Americas Channel Operations

Associate Vice President

Means drove a solutionoriented approach to amplify and build Puppet’s brand in the market while proving Puppet’s strengths to current partners. She consistently takes into account partners’ goals to become trusted advisers in their accounts.

Medeiros created a platform for channel education, communications, demand generation and deal registration. She also developed a go-to-market plan that begins with BitSight’s value to the partners and includes a program that leverages global campaigns.

With an overarching goal of transforming the suppor t structure to drive growth, in 2019 Mehalko began a significant program makeover driving broader adoption of products with existing partners and creating new routes to market with new partners.

Mendez has been focused o n C i t r i x ’s cloud subscription journey.

She has provided leadership, enablement and support to Citrix sales and partner account managers, as well as to partners and distribution.

M e n d e z launched the first HCL Software Partner Program with the introduction of HCL Software in July. The launch included delivering the program and recruiting partners. In the first six months, over 1,700 partners were on-boarded with nearly 1,000 generating revenue.

Tina Mentschik

Gina Merjanian

Sarah Meyer

Kathleen Meza

Michelle Mezger

Regional Sr. Channel Manager, Austria Dell Technologies

GM, U.S. Inside Sales

Intel

Director, Channel, VMware Sales, Go to Market Dell Technologies

Director, Partner Program Strategy Dell Technologies

Manager, Central Region Channel Sales

Merjanian moved into her role in July and has already reorganized the team to ensure most senior sellers are focused on supporting and driving business for key channel strategic accounts. She also has implemented a new process to ensure quick escalation of customer issues.

Meyer developed and executed the Dell Technologies Access for VMware plan globally. She launched the program in over 10 countries in 2019 (it is now available in 60-plus countries).

She also built new partner program benefits for VMware through Dell.

Under Meza’s direction, the program team designed, built, branded and launched the Dell Technologies Partner Program, collaborating with partners throughout the process. The latest design really leaned into simplification to make it easier for partners to engage with the company.

Mezger leads a team of channel managers who delivered results, often exceeding expectations specific to imperatives such as channeldriven pipeline creation and new business bookings. She also was part of the team that launched the enhanced partner program.

Viavi Solutions

Palo Alto Networks

Puppet

Mentschik spent the last five years building a s m a l l te a m that has worked hard to earn the market’s trust, including a number of loyal partners that are now “big players.” Her team understands partners’ needs and helps enable and develop them.

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Shari McLaren

BitSight

Commvault

Precisely

Citrix Systems

Netsurion

HCL Software

Palo Alto Networks

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Jeanne Michele Miller

Lisa Miller

President

President, Wholesale, Indirect, Small, Medium Business

Miller has lofty goals for Ener Systems, working this year to double profitability and continue to grow its monthly recurring revenue. She’s also laser-focused on providing top-notch customer service and building stronger relationships with partners such as Microsoft.

Miller champ i o n e d CenturyLink’s new Channel Partner Agreement. She led the launch of the “Lead with CenturyLink” Indirect Market Coverage Program, offering significant growth opportunities for select partners in targeted markets.

Andrea Miner Director, Consulting Services, IoT, Analytics

Ener Systems

Tech Data

Maggie Miller

Peggy Miller

Global Partner Communications Manager

CEO

Robin Miller Director, Channel

PacStar

Internet of Things Security Services Association

Miller launched a social media advocacy program called “Elevate the Channel.” She trained partner account managers and channel executives on how to use the platform and stressed the value of staying connected with partners through social media.

Miller has been a significant contributor to PacStar’s success, providing strategic guidance as the company moved to become recognized within the Department of Defense for its quality products and customer service.

Miller joined I oTS S A i n December 2019 and hit t h e g ro u n d running, bringing in new vendors and content with the goal of building a more collaborative and educational security services association dedicated to the IT channel.

Stacie Mintken

Bhavna Mistry

Diane Mitchell

Laurie Mitchell

Director, Sales Support

Solutions Engineering Manager, EMEA Channel

NetApp

Director, Communications, Strategic Marketing Programs, Americas

Sr. Director, Partner Marketing

Wasabi Technologies

Mitchell developed a regional message platform to articulate the value of next-generation technologies and services in support of partners. This included end-user challenges and proof points to help sales teams and resellers drive awareness.

Mitchell launched the Wasabi Partner Network Program, allowing MSPs and VARs to sign up to resell the Wasabi hot cloud storage service. The program also provides on-boarding, training and marketing resources.

CenturyLink

CenturyLink

F5 Networks

Tech Data

Miner created workshops leveraging Tech Data’s Practice Builder methodology, helping partners deploy a single multivendor, repeatable IoT and analytics solution. This let them participate in the revenue opportunity without disrupting their existing businesses.

Mintken received an internal Foundation Award for leading a team to correct a billing system issue that was negatively impacting customers. She also created a project team to reshape proactive selling efforts into a sales motion, driving growth.

Mistry evolved the technical partner manager role to include a solution development focus. She also incorporated additional services to the Partner Solution Center to support NetApp internal presales and sales, in addition to services offered to partners.

May Mitchell

Maryam Mohammadi

Sukhmani Mohta

Olivea Mollak

Robin Montague

Head of Demand Generation, Enablement, Display Division

Channel Marketing Specialist

Zix | AppRiver

Sr. Director, National Partners

VP, Global Channel Sales, Field Marketing

BlackBerry Cylance

VP, Operations, Projects

IT Management Corp.

Samsung Electronics America

Veracode

Mitchell helped build a toptalent channel sales and field marketing organization focused on driving business with partners. She established a list of focus partners with clear goals measured with a weekly scoreboard.

Mohammadi worked with manufacturer partners to set up marketing programs that have had very good ROI. She also thought outside the box to launch promotional items and programs with manufacturer partners that have prospects interested.

Mohta developed a channel marketing strategy to cover all channel partners. She also enhanced resources and programs around partner communications and enablement programs.

Mollak is focused on building awareness in the channel and creating recruitment opportunities for Zix | AppRiver’s channel sales team to pursue.

She and her team make sure the company is promoting its brand effectively.

M o n t a g u e ’s goal has been to launch an as-a-ser vice offering with Veracode’s largest security partner. In December, joint cross-functional planning and strategizing came to fruition with the unveiling of Software Assurance as a Service.

Haley Montgomery

Swati Moran

Josie Moreno

Sarah Morgan

Karen Moriarty

Director, Marketing

PartnerWorld Programs Leader

Channel Marketer

Manager, MSP Sales, Americas

IBM

Company

company

Product Manager, Networking, Software

Connection

Moran led the Business Partner learning strategy, obtaining investment to build learning journeys that lead to meaningful partner credentials and PartnerWorld competencies. In August 2019, she accepted the mission to modernize PartnerWorld Programs for the cloud era.

Moreno manages Drobo’s Partner Advantage Por tal website and helps the sales team create various margin, spiff and tiered incentive program campaigns for distributors and resellers.

She also produces monthly Drobo newsletters.

Morgan was ke y to t h e development of the MSP Channel Program, including the launch of DNS Protection for MSPs. She also evolved the Webroot MSP Advisory Group to incorporate women business leaders and launched the Channel Alliance Partner Program.

Focusing on customer and partner satisfaction is one of Moriarty’s core values. She actively manages 40 investing channel partners and is responsible for all of Connection’s networking partners outside Cisco and Dell, with a heavy focus on Aruba and Poly.

Corsica Technologies

With Montg o m e r y ’s l e a d e r s h i p, lead generation has increased over 100 percent. The company did not have digital campaigns or ROI tracking in place until she joined Corsica in October 2019.

Marketing has now generated 200-plus leads, many resulting in closed revenue.

Drobo, a StorCentric

Webroot, an OpenText

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Lauren Morreale

Kristy Morris

Muffin Mott

Amy Mounts

Sr. Director, Global Channel Marketing

Western Digital

Head of Partner and Integrated Marketing

Pure Storage

VP, Sales, ERP Practice Director

Morris has evolved and refined marketing planning processes to ensure alignment of investments with sales and revenue share goals. She also optimized MDF programs to support new growth areas and opportunities aligned to the company’s strategic plan.

Mott empowered marketing business partners with better data while shifting the partner marketing strategy to support the company’s expanded solution portfolio. Delivering business insight drives business value outcomes for partners.

As High Touch transitions from a product-focused organization to a solution-focused organization, Mounts’ goal is to streamline technology solutions and consolidate services. She is now focusing on integrating knowledge between the sales and operations teams.

Joyce Mullen

Marya Munir

Wendy Munnell

Barbara Murphy

President, Global Channel, Embedded, Edge Solutions

Sr. Director, Global Marketing

Director, Marketing, Strategic Partnerships

VP, Licensing, Software Asset Management

Morreale worked crossfunc tionally with marketing, operations, sales, legal, finance, order management and logistics to execute her channel vision. She recruited, on-boarded and enabled new Spirent resellers, which generated net-new business.

Morreau has been the force behind Softw a re A s s e t Management and Licensing Services. Her leadership has led to the addition of many new customers in 2019 and recognition for Long View as a two-time Microsoft Canadian Country Partner of the Year.

Trisha Muldoon Partner Marketing Manager

Spirent Communications

Barracuda MSP

Long View Systems

High Touch Technologies

VP, Marketing

WekaIO

Dell Technologies

VIPRE

WrightCore

Muldoon worked directly with partners to help them plan and execute more than 40 of their own events, which generated new business for them. She also grew the online partner community platform by 100 percent by engaging more partners to participate and benefit from it.

Mullen highlights the importance of collaboration, continuous improvement and aligned goals across her team and partner ecosystem. She encourages a real sense of partnership and ensures everyone is working toward the same strategic vision.

This past ye a r M u n i r rebranded two acquired companies under one umbrella VIPRE brand. As part of this, she launched four MSP-ready security solutions, helping partners increase their security posture while positioning themselves as trusted advisers.

Through building channel alliances with d i s t r i b u to r s and manufacturers, Munnell has helped WrightCore achieve year-overyear growth. Her contributions have built a strong portfolio of providers and offerings that the company can wrap services around for profitability.

Murphy played a key role in strategic OEM, technology and reseller partnerships. She launched the WIN Partner Program and hired key personnel in channel roles.

Murphy advocated for changing the sales process from direct to channel-enabled sales.

Genefa Murphy

Melissa Nacerino

Kelly Nagel

Christina Nairn

Stephanie Nalick

Chief Marketing Officer

Sr. Director, Worldwide Partner Marketing

President, GM, North America

Sr. Manager, Channel Marketing

Director, Channel Sales

Murphy had a significant impact on the overall health and per formance of the indirect sales channel, from personal engagement assisting top partners with their business planning and path to profitability to being the executive sponsor for the North America indirect sales route.

Micro Focus

Nacerino evolved the organization to focus both on core business—Strata—as well as growth technologies—Cortex and Prisma. From a channel marketing perspective, this has meant content, campaigns and enablement across the portfolio.

Nagel drove the team to create significant change in the North America market to enable channel partners to see growth beyond current market trends. Under her leadership, Jabra has developed programs and tools that resulted in higher growth rates than its main competitors.

Sophos

Nairn comanages Sophos’ Partner Advisory Council. She also is focused on driving all road shows, designing incentive programs for partners and assisting partners with generating ROI through marketing activities.

Nalick led the way to strong growth in soft ware revenue-share among national partners via enterprise license agreements and subscriptions. National partners significantly contributed to consumption expansion through the newly formed customer success/experience teams.

Emily Narkviroj

Kristen Nash

Paige Neary

Channel Service Account Manager

Nidhi Nayyar Tassone

Jasmine Nazzal

Sr. Channel Marketing, Programs Manager

Channel Marketing Manager, Americas

APC by Schneider Electric

Narkviroj works alongside the DMR/ NSP community to launch products and promotions that ultimately drive sales and increase market share within each reseller. This has resulted in Partner of the Year nominations in the channel, proving the success of collaboration.

Palo Alto Networks

F5 Networks

Jabra

Jabra

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Sarah Morreau

Channel Sales Manager, North America

Poly

Nash launched a rebate program that incented Poly’s distributors to focus on under $10,000 renewals, which were sub-performing.

She also taught channel partners how to sell services to be profitable.

Sr. Mgr., Commercial Marketing

Acer America

With the continued focus on growing Acer’s footprint in vertical markets like SMB and health care, Nayyar Tassone leads efforts to diversify the digital marketing strategy and reach these customer audience segments.

AlgoSec

Nazzal’s focus has been on enhancing the overall partner experience with AlgoSec. She has simplified the deal registration process, delivered more partner-centric content and developed incentive programs that reward and recognize partners’ hard work.

National Account Manager

Neary oversaw record-breaki n g g row t h within the federal and SMB segments at her account last year. SMB reseller growth is one of the company’s top initiatives.

Strengthening and executing relationships and strategies that help drive this growth were key to her success.

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of 2020 Women the Channel

Emer Neville

Cheryl Nelan

Stacy Nethercoat

President

CMIT Solutions of Monroe

SVP, Cloud Solutions, Americas

Chief Operating, Transformation Officer

Nelan oversaw many projects with existing clients to enhance their IT infrastructure. She is proud of the fact that clients often thank her for explaining the complexities of IT in a way that makes sense to them and enables them to make smart business decisions.

With the tagline “Moving to Higher Value,” Nethercoat’s Cloud Solutions organization focused on new differentiators to support partners’ growth. This included solution aggregation, embedded cloud services and automation and vendor competency through training.

Neville spearheaded the design and launch of SAP’s Nex t-Generation Partnering initiative, a multiyear transformative movement created to accelerate the growth of SAP’s ecosystem. She also implemented a Transformation and Tools road map.

Over the past year, Nevin overcame original equipment manufacturer concerns to grow the business and reprioritized the core IBM business, doubling down on software and achieving a high attach rate with clients in hardware.

N e w l o n’s experience has helped Novacoast grow year over year, both in revenue and employee count.

She helped shape early company policies and has been a critical member of the management team, providing logistical and strategic input on acquisitions and new business units.

Dawn Ng

Ashley Nguyen

Enit Nichani

Kimberly Nicola

Jennifer Noto

Marketing Director

Channel Marketing Manager

VP, Marketing, U.S. Global Events

Sr. Marketing Manager

IGEL

Logically

IGEL is a 100 percent channel-focused company, and in her role Nichani is responsible for elevating the IGEL message with solution providers and their customers through comprehensive marketing plans and programs and hosting key industry conferences.

Nicola collaborated with channel partners across North America in the planning, development/ creation and execution of more than 110 channel activities.

These included campaigns, customized programs focused on building brand awareness, lead generation and driving revenue.

In her role as vice president of marketing, Noto last year generated nearly $2 million in marketing campaign opportunities, secured over $105,000 in partner funds, and generated 203 marketing campaign opportunities.

UiPath

Tech Data

EPOS

SAP

IGEL

Deborah Nevin

Janice Newlon

VP, Global Finance, North America Channels

Novacoast

IBM

Chief Operations Officer

VP, Marketing

Ng adopted a focus partner strategy, concentrating co-marketing efforts with key partners. She also created a self-serve support program for the rest of UiPath’s partners so that everyone had some type of marketing support.

Nguyen played an integral part in planning and implementing creative channel programs that supported the company’s ambition to grow a significant percentage year over year. Her leadership and guidance set in motion the kind of partnership EPOS needed from the channel and vice versa.

Stephanie Novak

Kelly Nuckolls

Laura Oberle

Patty O’Brian

Maureen O’Connell

Marketing Director, Northeast

Technologent

SVP, Sales, Partner, Customer Success Teams

Director, Commercial Sales

Director, Partner Sales

Novak drove enhancements within Qlik’s partner programs to help the channel support the company’s journey to a subscription model, including making it profitable to sell through new ROI, systems, processes and policies.

As a primary member of the team supporting Technologent’s IBM business partner relationship, Nuckolls guided the company to elite Platinum status by delivering high-value transformative solutions and achieving the utmost levels of customer satisfaction.

Oberle’s team worked with partners, master agencies and agents in the South to ensure they were armed to sell the company’s legacy and new products. She has also ensured a consistent relationship with partners and customers so the team knows when they need extra assistance.

Business Inkjet is a top initiative for Epson in its 2025 plan. Over the past year, O’Brian has been focused on recruiting Platinum copier dealers and has hired more than 25 people in support of that growth strategy.

O’Connell built strong relationships between partners and the Comcast Business regional executive teams in the Northeast. She increased channel awareness and bridged any gaps in understanding between direct teams and the partner community.

Jana O’Connor

Tina O’Dell

Hannah O’Donnell

Erin Oettle

Regan Ogner

Sr. Director, Americas Partner Marketing, Emerging Markets

Sr. Manager, Global Partner Marketing

Director, Sales

Collabrance

Sr. Program Manager, North America

F5 Networks

Director, Global Partner Marketing

Splunk

O ’ C o n n o r ’s key channelr e l a t e d accomplishments over the last year included developing programs, partner toolkits and campaigns that focused on helping Palo Alto Networks partners to sell across the portfolio.

O’Dell streamlined the partner marketing platform for a better channel experience. She incorporated multiple intelligence feeds into co-marketing campaign insertions and increased the focus on existing customer development and new customer acquisition.

O’Donnell is focused on promoting Collabrance’s high-quality MSP outsourcing services, relevant products and frictionless on-boarding. This is critical to driving a robust pipeline of well-defined and qualified service providers.

F5 has evolved its channel p ro g ra m to provide partners with the flexibility to sell F5 solutions in the way that best aligns with their business model. As part of the worldwide channel program team, Oettle has been a key contributor to this evolution.

Ogner is a driving force behind Splunk’s go-to-market efforts with all Technology Alliance Partners. Splunk has enhanced the Partner+ Technology Alliance Program to increase value for partners that build connectors, apps and add-ons to Splunk.

Sr. Director, Global Partner Programs Management, Ops.

Qlik

Palo Alto Networks

Juniper Networks

Star2Star Communications

Epson America

Comcast Business

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of 2020 Women the Channel

Hwei Oh

Gretchen O’Hara

Chief Marketing Officer

VP, U.S. One Commercial Partner, Go to Market Strategy

Ubiq Security

Director, Global Business Transformation

Jean O’Neill

Sara Onyschuk

VP, Channel

Dir., Business Dev. Client Solutions, E-Commerce

Cyxtera

Microsoft

Insight Enterprises

Oh is working to enable and manage partners as a natural extension of the sales team. They will have all the appropriate marketing, selling and brandbuilding tools at their disposal to integrate Ubiq into a highly lucrative part of their business.

Building partner go-tomarkets with Microsoft has become the key differentiator to help accelerate partner growth. O’Hara created end-to-end sales and marketing alignment through key plays, co-sell motions, lead generation and incentives.

Growing the services business is a key component of Insight ’s business strategy. Ondrejka is focused on leveraging automation and providing a simple yet compelling experience for clients and services teammates, which is critical to achieving growth.

O’Neill ignited activity, relationships and revenue from the Southwest U.S. territory to the entire West Coast territory. She merged the multiple channel programs Cyxtera inherited through acquisition and then established a large West Coast channel stream.

Onyschuk values diversity, innovation and execution. This has resulted in delivering creative solutions to customers and partners, recognized by multiple channel accomplishments, such as Intel Client Partner of the Year and Intel Services Partner of the Year.

Jennifer Orr

Scottie Orr

Shannon Orr

Maribel Ortiz

Gina Osmun

VP, Master Agent Channel

VP, Enterprise Sales

C Spire Business

National Partner Manager

Avant Communications

EMEA Channel Director

Viavi Solutions

Director, Partner Programs Management

Orr added another layer of validity and awareness to the company’s master agent channel program.

She has brought a focused strategy and new alignment, helping to ensure other departments understand and support master agents.

Orr’s top goals have been to build a sales team of talented and diverse individuals who will increase C Spire Business’ sales revenue, with a focus on top strategic manufacturing partners to make the company one of the premier partners in the Southeast.

Orr has one of the highest quotas and has consistently exceeded 100 percent to plan while championing Avant’s most complex partners. She advocates for Avant’s program at every level, from hands-on sales engagements to C-level strategy.

The major achievement for Ortiz over the past 12 months has been hitting double-digit growth in channel partner business in EMEA. She also drove business planning and execution with strategic partners in market segment growth areas.

Osmun’s goal for 2019 was to drive subscription business.

She exceeded targets, driving over 40 percent of partner business via subscription and over 130 percent growth in the number of partners transacting subscription services.

Susan O’Sullivan

Jennifer Osuna

Mireille Paasen

Laura Padilla

Natalie Padula

Director, Field, Channel Marketing

Xerox

Head of Business Development, Channels Zoom Video Communications

VP, Sales

Morpheus Data

Global Lead, Partner Enablement

O’Sullivan continued efforts to get to “yes” faster for Ingram Micro partners, and once again grew SMB sales by high double digits.

She also invested in the expansion of digital transformation services, as well as hybrid solutions to enable and encourage partners to move upmarket.

Morpheus Data grew over 300 percent last year, and Osuna is working to refine and support territories so they can crush quotas. She also manages monthly calls with partner marketing teams to align the efforts with the sales team and fill the top of the funnel.

In emerging markets, Paasen signed up 61 percent more partners into the Global Partner Program and activated 121 percent more partners on the Partner Portal.

She also developed new Partner Marketing Guides supporting the partner journey with Xerox.

Padilla grew channel revenue 100-plus percent, while doubling the channel team and building a new channel programs function.

She also revamped the channel to include different types of programs and communities, including master agents and federal partners.

BeyondTrust has moved to a channel-first organization.

Padula’s direct focus is to build strong relationships with business partners, sharing opportunities to collaborate on and building strategy to grow the business together.

Maryann Pagano

Tracy Pallas

Tina Pangle

Emily Papermaster

Susan Parrish

CEO

VP, Worldwide Channels

Agari

VP, Operations

Insight Enterprises

Alliance Manager

LogicMonitor

Dynamic Quest

Pagano says her business is based on trust, and she has spent the past 20 years building up her reputation for staying true to her word.

She has personally built every channel relationship at BlackHawk Data, which specializes in infrastructure, security, business intelligence and data analytics.

With Pallas leading the charge, Agari grew its partner base in the U.S. by 25 percent, and these new partners have accounted for more than 43 percent of the overall partner revenue yearto-date. She also launched a channel go-to-market strategy for EMEA.

Pangle implemented robotic process automation (RPA) t o i m p ro ve process efficiencies and enable back-office scalability. RPA is a form of business process automation technology based on software robots or AI workers carrying out rote tasks typically completed by an employee.

Papermaster built the global sales partnerships with Amazon Web Services, Microsoft Azure and Google Cloud to create and accelerate pipeline. As LogicMonitor transitions to a channel-first company, she is showing employees the value of working with these partners.

Pa r r i s h h a s developed and nurtured several channel relationships over the years. She has helped advance Dynamic Quest’s channel business over the past year by identifying and introducing excellent channel opportunities and bringing them to the table.

Mitel

VP, Sales

Ingram Micro

BlackHawk Data

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Tania Ondrejka

Softchoice

Qlik

BeyondTrust

VP, Client Engagement

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of 2020 Women the Channel

Michelle Pas

Sr. Manager, Global Strategic Alliance Marketing

Director, Channel Marketing, Global Programs

Global Channel Marketing Manager

Par tington built the first global, multifaceted channel campaign focused on the “Journey to Teams.” Through channel enablement, a targeted digital campaign and global webinars, Jabra saw the channel embrace this journey.

Pa s h e l p e d add modern touches to RSA’s partner communications, including delivering content via video and social media. She also kept partners informed of modifications to the vendor’s global partner program that make it easier to do business with RSA.

Pasko launched partner enablement programs that allow Avast to address key challenges raised by partners, including a lack of expertise in marketing, the need to drive operational efficiency, and the move to an MSP model with predictable, recurring revenue.

Patel focused on incentives that accelerated sales motions and cycles for partners and amplification of partners’ capabilities in specialized verticals. She also developed and delivered enablement that opened net-new revenue streams for them to capitalize on.

V M w a r e focuses on delivering superior value throughout the customer journey with a vibrant and committed partner ecosystem. Patel’s team leads the partner operating model, helping to increase field productivity and setting up partner roles for success.

Lacey Patnella

Susan PatrickBritton

Vicki Patten

Tanya Pearson

Bethann Pepoli

Global Partner Manager

Channel Account Manager

AVP, Public Sector Channel, Alliances, Business Development

Jabra

National Sales Manager

ViewSonic

RSA Security

Avast

Bhavna Patel

Sonal Patel

Director, Alliance, Programs

Sr. Director, Partner Role Excellence, Operating Model

NetApp

VMware

VP, Sales

Rackspace

LogMeIn

Patnella was instrumental in working with product managers to develop channel-specific pricing and bundles of ViewSonic’s most popular education products. She drove channel communication to make resellers aware of the easy to purchase/easy to sell bundles.

Patrick-Britton leveraged industry relationships with core manufacturer and distribution partners to bring brand awareness and visibility for KTS and its IT partners.

Her strength in business development and sales has grown KTS’ channel presence.

Patten continues to grow R a c k s p a c e’s channel program locally and across the globe. She is an advocate for her team and her partners within Rackspace, and is the voice of the partner to leadership. Her key partners both saw double-digit growth with Rackspace in 2019.

Pe a r s o n ’s external partner focus areas include e n ro l l m e n t, enablement, engagement and expansion. It is critical that LogMeIn identifies partners who add value to the company’s offerings while keeping its core competencies.

Pepoli brought together three business development and partner-focused teams into one organization. This meant restructuring the strategy and metrics while establishing alignment around pipeline growth, software adoption and customer success.

Diane Pereira

Mara Pereira

Lindsay Perry

Jo Peterson

Linda Peterson

Director, Peripherals Business Unit

President, CEO

VP, Cloud, Security

Clarify360

Arrow Electronics

Pe r e i r a launched the largest online event ever produced by SAP, live-streamed across five different platforms. The traditional media/analyst event was flipped around to be an awareness and pipeline event—with SAP partner innovations in the spotlight.

Pereira built a central product marketing and operational center of competence, while scaling up dedicated sales expertise. This approach enabled the team to position Tech Data as the leading and fastest-growing peripherals distributor across 17 countries in Europe.

This past year Perr y took a “behindthe-scenes” leadership role to develop and implement strategies that will enhance the Apps Admin ecosystem. Her priority was to focus on customer satisfaction by providing a more efficient and effective marketing strategy.

Clarify360 believes IoT represents a significant revenue opportunity in the tech space moving forward. Peterson has spent time and energy to craft a portfolio of solutions and best-of-breed providers to service clients that are beginning to utilize the technology.

Peterson has been laserfocused on driving growth w i t h Ar row Electronics’ partners. She also has been dedicated to finding new methods to enable the channel and new routes to market through alliance solution plays.

April Petty

Gena Phelps

Anke Philipp

Robyn Philips

VP, Field Sales

Synnex

Director, AMS Partner, Regional Marketing

Director, Embedded Solutions Business Unit, Europe, Partner Ecosystem IBM Deutschland

Channel Account Manager

Sherlaender “Lani” Philips

D ue to the transformation going on in the channel, Petty will continue to expand Synnex’s breadth and depth with partners. She also will continue to better understand partners’ strategies so that she can help them grow their business.

Phelps leads field and partner marketing strategy across the Americas and has fostered close alignment with partners. Her team built demand generation programs and aligned with the partner sales organization to build joint marketing plans with partners.

Philipp is zeroed in on driving incremental growth consistently across the different IBM customer segments. She also is continuing her mission to simplify the company’s business processes.

Philips’ accomplishments include client retention and territory yearover-year growth of 20 percent.

She did this by visiting partners, asking them questions on what the company was doing right or wrong and seeking a better understanding of their clients’ needs.

Head of Content Strategy, Global Partner, SME Marketing

SAP

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Tetiana Pasko

Susan Partington

Knot Technology Solutions

Tech Data

UiPath

Apps Admin Company

Zix | AppRiver

Splunk

Business Manager

VP, U.S. Channel Sales, One Commercial Partner

Microsoft

Philips has consistently been an advocate for Microsoft’s customers and partners, transforming and strengthening the bond between the field and partners to drive a deeper understanding of the value of Microsoft’s services.

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of 2020 Women the Channel

Lorna Pierno

Penny Philpot

Leslie Pickering

VP, Worldwide ISV Business Leader

Sr. Director, One Commercial Partner

Director, Channel Marketing, Communications

ExtraHop Networks

Philpot set up consistency and a tight working relationship between Microsoft corporate and regional teams/business.

She also established the company’s current ISV strategy and its implementation worldwide.

Pickering created Commercial Industry and Public Sector Technical Centers of Excellence for U.S. partners. In addition, she launched a partner capability and skills assessment framework and executed over 300 technical development plans with ISV and services partners.

In her first six months at Ex treme, P i e r n o designed the “Build Your Business with Extreme” program to promote the Partner Marketing and Campaign Center. It has enabled the sales organization to champion the center and its offerings to partners.

Pimentel has worked diligently to build trust and grow reseller and technology ecosystem partnerships. In 2019, she grew the relationships between regional sales managers and partners that resulted in increasing partner engagement from 10 percent to 90 percent.

Deena Piquion

Renee Pizarro

Deana Pizzo

Alexis Pomierski

VP, GM, Latin America Operations

Director, North America Channel Development, Sales

CEO

Executive Director

Microsoft

Microsoft

Extreme Networks

Kathleen Pimentel Channel Sales Manager

Maria Pinto Dir., Field Marketing, EMEA

WatchGuard Technologies

Pinto has helped build strong relationships with key partners throughout EMEA and helped dramatically expand WatchGuard Technologies’ partner ecosystem in the MSP, MSSP and security-aware VAR space.

Jamie Porter Director, Marketing

Pizarro and her team built a portfolio of offerings focused on re-engaging dormant partners, accelerating partner development and recruiting new partners. These efforts increased the HPE partner population over 25 percent year over year.

I.T. Solutions of South Florida

John Alexander Consulting

MNJ Technologies

Piquion joined Xerox in December 2019 and has already made it a priority to listen to the channels in Latin America and understand how to better support them. She is focused on helping channels be able to articulate the digital transformation journey.

Hewlett Packard Enterprise

Pomierski advanced the c o m p a n y ’s depth and breadth into clients’ infrastructure optimization. It retains a cloud engineer with security credentials to assess capacity and workflow at the application layer to create a customized multi-cloud landing zone.

Throughout 2019, Porter wa s ke e n l y focused on executing a strategic company rebrand for MNJ, in addition to working diligently to continue to evolve and strengthen its brand image through events, campaigns, public relations, videos, social media and a new website.

Ayesha Prakash

Olivia Pramas

Tamara Prazak

Cherryl Presley

Christy Prosapio

Director, Channel Marketing, Demand Generation

Director, Channel Strategy, Marketing

CEO

Director, International Marketing

Xerox

Chief Revenue Officer

Terbium Labs

Pizzo developed two new channel-centric offerings. Dark Web Watch is a security solution that combines dark web monitoring tools with cybersecurity education. Total Cloud leverages the power of the Microsoft 365 platform to improve clients’ business efficiency and security.

Black Pearl Mail

Zix | AppRiver

AppGate

Prakash spearheaded 150 percent year-over-year growth of the company’s award-winning SPARK Partner Alliance program. She also hired, mentored and grew an accomplished team of channel professionals.

Pramas’ channel marketing team doubled, resources that were put to good use to make improvements in to-partner and through-partner efforts. She also realigned the team, with one function focusing on increasing channel revenue and one on the channel program.

Prazak develops and implements marketing and sales enablement strategies—including a partner engagement road map—for channel partner programs at AppGate, the secure access company that was spun out of Cyxtera on Jan. 1, 2020.

Presley came to Black Pearl Mail with extensive partner channel experience and has taken great care to educate the team in becoming channel-savvy. From infrastructure to strategy and everything in between, she ensures the company is laser-focused on channel success.

Prosapio and her team have continued to implement a new channel rewards program throughout EMEA and the Americas.

She has also initiated website enhancements to give partners easier access to services, learning resources and technical/ design support.

Amy Protexter

Debbie Purfurst

Bana Qashu

Laikin Ragsdale

Akello Ragwar

SVP, North America Marketing

VP, Velocity Sales

Xerox

Sr. Dir., Channel Sales, East

Avant

Director, Channel Marketing

Sr. National Channel Manager

Since 2016 Insight has more than doubled in size from a hardware/software reseller into a full-service systems integrator.

Leading a marketing team of over 200, Protexter has architected a strategic repositioning of Insight’s purpose.

Purfurst was able to leverage a restructure at Xerox to better serve the solution providers and distributors while maintaining a strong hold of national partners.

She also leveraged field sellers to engage with key end users at partners for incremental revenue opportunities.

Qashu doubled the number of channel managers and inside channel managers. She also increased participation based on a proven cadence and key performance indicators that challenge today’s distribution/master agent model.

Ragsdale led the launch of the Sec tigo Web Security Platform, introducing a new solution bundle for partners to resell alongside core products. She also led the development of new partner enablement and customer marketing materials.

Being tasked to develop Spirion’s channel nationally, Ragwar quickly identified partners with a strong cybersecurity practice that complemented Spirion. She built meaningful connections and defined the go-to-market strategy, which continues to drive revenue.

Insight Enterprises

Sectigo

Tripp Lite

Spirion

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of 2020 Women the Channel

Jamie Rahbany

Joanna Raitano

Director, Americas Marketing

VP, Cloud, Cognitive Software, Partner Ecosystem

SUSE

Marketing Manager, India

Tech Data

Ronda Ralph Channel Program Manager

Cheryl Rang Director, Advanced Solutions

Vonage

Ingram Micro

Recognizing the value of the channel to grow SUSE’s business, Rahbany added two roles to the North America marketing team dedicated to channel partners and alliances. This change has actively contributed to SUSE’s channel success.

Raitano drove a more consistent goto-market with sales and partner teams. She also found quick synergy with Red Hat, bringing Cloud Paks to market through partners to accelerate the journey to the cloud.

Raj identified potential channel partners and managed every aspect of channel marketing, maintaining relationships with vendors and channel partners. She also built sales pipelines for the channel with demand generation initiatives and integrated marketing campaigns.

Ralph has been a key contributor to Vonage’s PX 360— enhancing the partner experience. She also has been working to design and implement partner tools to help them run their businesses more effectively.

Rang had three goals: generate more profitable growth, embrace n e w ro u te s to market and increase operational efficiency. She developed a financial services program that enabled partners to have the cash flow needed to acquire new technologies and resources.

Jennifer Ream

Summer Recchi

Jennifer Reid

Marjanne Reijne

Debra Reiter

Worldwide Partner Development, Readiness Mgr.

Director, Partner Enablement, Channel Development

Director, Marketing, North America

Sr. Manager, Global Partner Programs Management

CEO, Chief Technology Advisor

Ream identified opportunities to help partners ramp to revenue quickly.

This included implementing an on-demand new partner welcome kit that consists of a simple getting-started checklist and refreshing presales certifications.

Recchi established an innovative approach to ensuring partner success called “Tailored Enablement.” It provides customized training and coaching for strategic partners by understanding their needs then putting together unique enablement programs.

Reiter ’s company specializes in providing IT services, solutions and security for small businesses, preaching that prevention is 10 times less expensive than remediation. Cybersecurity awareness is growing and becoming more accessible to small businesses.

Linda Rendleman

F5 Networks

SVP, Endpoint Solutions, Americas

Tech Data

Rendleman leads the strategy, relationships and business operations of Tech Data’s endpoint solutions portfolio to ensure the growth of the distributor’s vendors, products and services. She is focused on helping channel partners capture more opportunities.

Chari Rhoades Director, Channel Operations, Distribution, Americas

McAfee

Rhoades led her team to focus on executing its plan to ensure new business growth via targeted campaigns, enablement activities and leveraging key distribution services. This resulted in a material contribution to bookings for the channel.

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IBM

Nidhi Raj

One of Reid’s main goals was implementing a new partner p o r t a l. S h e worked with vendor and internal teams to manage the systems integrations and build out the assets needed. Now completed, the project is expected to have a huge impact on the channel business.

NetApp

Managing the life cycle of partners is part of Reijne’s responsibility.

Over the past year, she automated the on-boarding process, reducing the effort and time it takes to complete on-boarding, which has had a positive impact on the overall partner experience.

CMIT Solutions of the Tri-Cities

LouAnne Reynolds

Susan Reynolds

Monique Rezaei

Paula Rhea

Director, Worldwide Partner Programs

Vice President

Director, Channel Sales, North America

Head of Product Marketing

Reynolds built a global partner marketing strategy and organization from the ground up. The strategy included an operating framework, systems, policies and processes. These programs enabled partners to effectively market products and services.

In the past year, success was measured both in terms of growth and division. Reynolds led the process of breaking an ecosystem group into three separate partner teams, spinning off two teams for successful divestitures that continued to grow partner sales quarter over quarter.

Rezaei played a n i nte g ra l par t in the overall success of Poly’s channel organization in 2019. She grew the business year over year through strategic, prescriptive growth initiatives that led to the overall joint success of Poly and its partners.

Rhea expanded N e t s u r i o n ’s channel focus to accelerate partner enrollment and revenue. She managed the largest product launch to the channel with managed endpoint detection and response that encompassed collateral, channel and partner training, sales enablement and more.

Bernadette (Bern) Richardson

Tammy Ridgley

Tara Ridley

Kristy Rieth

VP, Solutions Development, Product, Supply Chain Management Tessco Technologies

Managing Director, Partner Organization

Sr. Manager, Business Partner Communities, Channel Engagement

Ridgley has been key to Tessco becoming a more channel-focused company. This has been achieved through the alignment of the product management team, optimizing of the line card and redeployment of technical support resources to support reseller needs.

Ridley grew the channel business 17 percent across Australia and New Zealand in fiscal year 2019.

Key to this growth was stepping back to strategically consider the channel ecosystem and think outside the box, creating opportunities to boost revenue.

SAP

NetApp

SVP, Marketing

PlanetOne

It’s Richardson’s mission to ensure that PlanetOne stays top of mind with providers and channel partners. The company has done this by staying true to its signature white-glove service levels and finding ways to further engage with partners.

Panda Security

IBM

Poly

Cisco Systems

Netsurion

Lenovo

Rieth led the team responsible for the successful launch and development of Lenovo’s five business partner communities.

These include SMB, K-12, higher education, commercial and health care.

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of 2020 Women the Channel

Elke Ringler

Amy Rintamaki

Channel Director, Central Europe

Channel Chief

Sprint

Leveraging the broad market access of distributors and strongly engaging with Citrix’s strategic alliance partner, Microsoft, were key to Ringler expanding the route to market and extensively growing the “cloud-first” channel ecosystem in Central Europe.

Rintamaki invested heavily in systems, platforms and APIs to improve and simplify the partner experience across all critical stages of engagement. Her main focus was aligning around enabling partners to grow their business and delight their customers.

Kelly Robinson VP, Worldwide Storage Sales

Laura Ripans

Robin Ritenour

Brinda Robin

Global Head of Business Dev., Partners, Channels

People.ai

Program Manager, Edge, IoT Ecosystem Dell Technologies

Ripans is all about the “Win Win Win.” This ensures that everybody wins—customer, partner and Datadog. She was the first hire in Datadog’s Channel/Alliance/ Partner Program to start the motion, and the new Datadog Partner Network rolled out in early 2020.

Ritenour is working to p o s i t i o n partners as a growth engine instead of influencing factor.

This helps to extend innovation throughout the company and ecosystem and leverage partners as an integrated route to market across the enterprise.

Robin updated the Edge and IoT Ecosystem program, giving technology and service providers the tools needed to focus on the advancement of commercial and industrial IoT solutions. She also included partners in regional IoT sales meetings and workshops.

Mari Rodish

Nurper Rodoplu

Staci Rodriguez

Lacey Rondon

IBM

CFO

Evotek

Channel Manager

Director, Channel Sales

Regional Partner Leader

Robinson led a team to re - establish a velocity business, combining digital capabilities to create pipeline along with a new model to allow non-IBM partners to easily join and sell IBM’s entry portfolio. Her team also signed a significant number of strategic embedded agreements.

Rodish’s primary role is to ensure Evotek’s financial health. Toward that end, she implemented a financial system, a CRM system and a tax system, all while building an operations team that can support each tool as well as the integrated system.

Rodoplu changed the distributor structure and increased the number of active partners 55 percent. She also restructured the partner ecosystem to increase their enablement and loyalty. As a result, she and her team increased the number of Gold partners 50 percent.

Rodriguez grew business 40 percent year over year by organizing monthly channel training and engagement events across the U.S. Through training and development, she led partners to the highest win rate and total revenue for Parkview, a proactive monitoring service.

Rondon has enabled partners to grow their business through cloud and managed services. She saw several partners in the Mountain region pivot and win some great new business in this space, which is helping to accelerate the value everyone brings in the channel.

Rachel Rose

Jessica Rosen

Rebecca Rosen

Nicole Roskill

Cathy Rowell

Sr. Vendor Business Manager

VP, Marketing

Exec. Dir., Worldwide Channel Chief, Data Center Group

SVP, Channel, Sales Effectiveness

With Rowell building a ro b u s t a n d scalable partner program, Nectar has seen 14 percent of revenue in the past year coming from some of these new channel partners. On-boarding, training, supporting and managing these new partners have been critical.

Citrix Systems

Global Head of Differentiation Programs

Director, Channels, Alliances

Datadog

Veeam

Park Place Technologies

Rackspace

Ingram Micro

Broadvoice

Rose focused on improving the par tner experience.

She added new benefits to programs for partners, including additional MDF, service credits, and opportunities for partners to showcase their offerings directly to customers.

Rosen worked to create a work environment t h at wo u l d encourage greater collaboration within her team, across the organization, and with channel partners. This included continued education and enablement efforts, as well as documenting best practices.

In 2019, Rosen worked with marketing to develop demand generation programs for partners, with options for those with sophisticated marketing teams and those without. She also aligned business development and inside sales teams with the channel to help with recruiting.

Roskill has refreshed the Lenovo Partner Engage Program and re-assessed the partner engagement model, refocusing incentives to reward growth, reconfirming Lenovo’s “Channel First” commitment, and making it easier for partners to engage.

Anansha Roy Choudhury

Dawn Rundell

Patricia Rush

Marie Russell

Tracy Rutherford

Director, E-Commerce Channel Sales

President, Founder

RushToChannel

Sr. Director, Global Partner Marketing Programs

Global Channel Enablement Program Manager

Rundell aligned with e - commerce tools that provide actionable insight into opportunities to further improve the customer buying journey through channel partner sites. This has improved traffic, conversion and customer satisfaction.

Rush has 30-plus years of experience managing channels of distribution across diverse ecosystems. She has crossfunctional experience in businesses ranging from Fortune 50 to small and midsize organizations in IT, telco, security and services.

Amazon Web Services

North America Leader, Engagement, Partner Ecosystem

IBM

Roy Choudhury has focused on partner engagement.

Her top accomplishments include building high-performing practices within the ecosystem, spanning brand communications, partner enablement and event experiences.

APC by Schneider Electric

Lenovo

Nectar Services

Juniper Networks

Poly

R u s s e l l launched a Partner Lead Management Program so Juniper and its partners can have greater visibility into MDF investment and pipeline generation.

She also launched a new install base program that helps partners focus on newer customers.

Ruther ford increased registration and attendance at partner webinars by delivering relevant and consistent content. She continues to deliver an engaging partner experience with channel webinars, strategic events, advisory councils and more.

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Nancy Sabino

Bonni-Jo Salazar

CEO

Director, Global Partner Programs

SabinoCompTech

Global Head of Partner Marketing

Elastic

Kelly Sander

Edith Santos

Sr. SMB Business Development Executive

Director, Global Incident Response

Ingram Micro

NTT

Sabino sets the direction and vision for the company. Over the past year, she wanted to make sure she set a solid foundation for even higher growth than already accomplished. She initiated processes and systems improvements that would do just that.

Salazar leads the team that is responsible for evolving S p l u n k ’s Partner+ Program, which in the past year has included expanding support for multiple partner types, overhauling the Technology Alliance Partner Program and updating the reseller program.

Sanda provides business counsel and sets up infrastructure, t e c h n o l o g y, tools, processes and staffing to create the foundation for a worldclass partner marketing function.

It is a function based on the desire to be the easiest and most effective program possible for Elastic’s partners.

Sander had two goals: grow SMB revenue p ro f i t a b l y, and share best practices globally. She achieved both through customization, collaboration and knowledge sharing. She also invested in crosstraining teams and introduced special financing programs.

Over the last year, one of Santos’ biggest feats was scaling her team.

The team was able to become a global organization as opposed to just regional—opening capabilities and giving NTT the ability to provide cybersecurity for more clients.

Kristin Sargent

Tiffany Sargent

Shannon Sbar

Shirley Scarborough

Meredith Scheraldi

Sr. Partner Development Manager

Chief IoT Architect, U.S. Channel Scale, Partners

VP, Channels, North America

Director, Worldwide Channel Program

Sr. Marketing Manager

Sargent drove the secondhighest global contribution of partner revenue for all of AWS Worldwide Public Sector. She led the strategy to accelerate cloud adoption for AWS customers through channel partners via key competency programs.

Sargent leveraged her architec ture expertise to accelerate the channel adoption of new IoT technologies. She created a strategy to drive technology enablement by educating partners and fusing technology, business and go-to-market objectives.

Sbar oversaw efforts to marr y bestin-class offers and programs, developing a new storytelling perspective and mobilizing the team to high growth. She also ensured resource allocation to support e-commerce efforts in the National Solution Provider channel.

Based on partner feedback and Commvault’s partner-led goals, Scarborough architected the solution provider and distributor program to deliver a rich “incentive opportunity” plan by building on the health of partners’ engagement.

Scheraldi implemented strategic programs and events focused on Arrow’s suppliers and partners in the commercial and public sector space—all of which have contributed to overall partner growth for the company.

Sabine Schilg

Maryse Schlesinger

Diane Schmidt Dir., Partner Development

Judith Schreibmayer

Cynthia Schreiner

Director, Global Partner Ops.

Amazon Web Services

VP, SMB, Consumer Sales, EMEA

Intel

APC by Schneider Electric

Carbonite, an OpenText

Splunk

Episerver

Schilg started leading Carbonite’s EMEA channel organization in late 2018. Since then, she has grown the number of channel partners in the EMEA region. Her focus on partner enablement and support drives business growth for Carbonite and its partners.

Wi t h i n t h e p a s t y e a r, Schlesinger improved partner operations by making it simpler for Splunk’s partners to do business with the company. This included streamlining processes around AWS Marketplace and renewal and upgrade registration.

Schmidt leads the partner sales management team, managing key digital agency and systems integrator partnerships.

She and her team last year executed a new Partner Success program, providing additional sales and marketing benefits to channel partners.

Susanne Schuetz

Gavriella Schuster

Director, Channel Marketing, EMEA

Corporate VP, One Commercial Partner

Schuetz leads a p o we r f u l EMEA channel marketing team and community. She is evolving Dell Technologies’ partner marketing experience through events, enablement, demand generation and communication, contributing significantly to pipeline.

Integrating partner co-sell into Microsoft’s enterprise sales motion and improving Microsoft marketplace engagement has been a big achievement for Schuster.

She also spearheaded major investments in the digital partner experience.

S c h w a b designed an M&A program to quickly identify opportunities, conduct due diligence and close the sale. She also designed and repackaged CMIT’s managed services to incorporate cybersecurity solutions and has helped new MSPs start their business across the U.S. and Canada.

company

Dell Technologies

62

Splunk

Rebecca Sanda

Microsoft

Commvault

Arrow Electronics

Marketing Community Mgr.

VP, East Region, Europe

Liongard

Schreibmayer and her team achieved significant growth year over year by helping partners not only grow their traditional enterprise and endpoint business, but also transform toward a next-generation solutions business with a focus on cloud, analytics/IoT and security.

As a star tup, channel community engagement and aware ness was a huge goal for 2019.

Schreiner helped to ensure that Liongard was at key events— with the right people and materials. Liongard saw significant growth in 2019.

Theresa Schwab

Patty Scire

Caroline Scott

Growth Strategist

Sr. Director, North America Strategy, Programs

Director, Channel Marketing, North America

CMIT Solutions

Tech Data

Dell Technologies

Dell Technologies

Scire focused on the enablement of internal teams and partners, ensuring a thorough understanding of benefits, requirements, tools and governance. She also drove awareness of line-of-business initiatives and incentives to partners.

Scott delivers high-value marketing program support, enabling high pipeline and ROI, both within partners’ current customer bases and new customer acquisition. A key accomplishment was giving smaller partners ready-to-use marketing materials.

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Kristina Scott

Leanne ScottWilliams

Julia Scully

Wendy Sefcik

Ariane Seiferth

Head of Global Client Services

Director, Strategic Accounts, Distribution

Partner Product Director

Director, Partner Sales Americas

Citrix Systems

Accordo Group

Thales

Scott-Williams created a new channel strategy for Cisco Managed Services, providing partners with new capabilities to help build their services business. Cisco’s channel-first approach has resulted in a program that is attractive to partners.

As Citrix continues to transform its business while also being best-in-class with Citrix Workspace, Scully has led her team to enable partners to transform as well. Aligning objectives and building key plays and sales kits allowed her to achieve her goal.

Sefcik is part of the team for two channel offerings. The first is go-tomarket activities for Accordo Cloud Optimizer. The second is managing channel relationships across distributors and solution assessment services for multinational cloud software providers.

After the acquisition of G e m a l to i n 2019, Seiferth had to integrate the channel teams. Her channel sales team was instrumental in guiding, supporting and navigating partners through the integration process.

Jana Sellers-Munford

Laura Seymour

Laura Shafer

Komal Shah

Irina Shamkova

Executive Director, B2B Technology

Sr. Dir., Worldwide Channel Marketing

Director, Channel Marketing

Director, Worldwide Partner Operations

SVP, Product Management

SellersMunford spotlighted vendors leading the charge in growing their channel sales in key technology segments, based on NPD research. Her main focus is supporting growth within the channel through distribution, resellers and solution providers.

Seymour launched the HPE D igital Marketing Learning Center, which included a suite of online digital marketing learning courses. HPE saw 30-plus percent growth in partner marketing-generated pipeline and closed revenue.

S h a f e r wa s instrumental in developing iland’s global channel strategy and was the driver in developing its global channel marketing strategy. She put in place keys to partner success— including partner marketing and enablement—as iland achieved revenue and channel milestones.

Shah brought two separate partner communities together under a single program. She revamped processes and partner policies and implemented Salesforce changes to serve as the backbone of Poly’s new portal.

S h a m k o v a ’s team ensures that Intermedia’s full por tfolio of cloud communications solutions is easy for partners to sell, deploy and support. She always has the channel in mind when it comes to the products the company develops and the features it delivers.

Joy Shanks

Erin Shaw Crowley

Michele Sheets Warburton

Carmen Shelton

Corinne Shepard

Director, Strategic Alliances

Director, Worldwide Channel Sales Enablement

Lead, Global Partner Marketing

Cloudflare

Scott has a dual focus: First, to contribute to C l o u d f l a re’s next level of growth by building a worldwide partner marketing team and a set of at-scale tools and programs. Second, to accelerate joint go-to-market with strategic alliances and channel partners.

The NPD Group

Sr. Director, Americas Channel Sales

Cisco Systems

Hewlett Packard Enterprise

Sr. Marketing Manager, Events

iland

Poly

Sr. Program Mgr., Channel Dev.

Technologent

Intermedia

Hewlett Packard Enterprise

Barracuda MSP

S h a n k s realigned the channel team to provide a better partner experience, tap into new volume pools and illuminate a career path for the sales team. She set clear expectations for her team and led a new analytics-based go-tomarket strategy.

One of Shaw C r o w l e y ’s biggest accomplishments was the planning and execution of the first Partner Advisory Council meeting.

In January 2020, top partners illuminated the challenges and opportunities they are seeing in their business.

By listening to the voice of partners and reviewing analytics, Sheets Warburton helped create a new partner portal that delivers a persona-based experience to help partners address their unique business requirements.

Shelton helped advance the channel business through establishing strong relationships with top partners such as Microsoft and AWS. She works closely with them to understand their partner programs and the activities Technologent can participate in that will generate revenue.

Shepard has zeroed in on building sales-relevant e n a b l e m e nt materials and tools for partner sales teams in the form of Enablement Kits. She also launched reporting functionality for visibility and awareness to track all forms of training delivered.

Nicola Sheppard

Molly Sherwood

Sarah Shields

Jennifer Shoemaker

Shannon Sholtis

Dir., Global Partner, OEM Business Transformation Dell Technologies

Sr. Director, Marketing

VP, GM, Central, North Europe Channel Dell Technologies

Sr. Channel Account Mgr. Panasonic System Solutions Company of North America

Sr. Director, Marketing Communications, Creative D&H Distributing

Sherwood’s top accomplishments centered on aligning her team of product business managers and marketing specialists to grow partner revenue, increase the number of partners selling, drive end-user marketing demand generation and build out partner enablement practices.

Shields took a message to enterprise sellers, encouraging better channel collaboration with Dell Technologies’ largest customers.

She has delivered depth and breadth to the enterprise business, landing some of the biggest deals ever though partners.

Shoemaker helped the team achieve its annual goal by reaching higher than 10 percent growth year over year. She was instrumental in the creation of an online training portal for reseller partners.

Sholtis’ department developed end-to-end launch communications and resources for partners, designed around timely growth opportunities and categories. She takes a full, 360-degree approach to marketing communications.

Sheppard partnered with the pricing strategy team for storage and servers to solve partners’ predictability challenges with programs like deal registration. She also built on successful campaigns like Partner Preferred.

Synnex

Juniper Networks

Palo Alto Networks

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Jeanine Sicinski

Ginger Siedschlag

Partner Experience Manager

VP, Elastic Engineering

Vanessa Simmons

Erin Skoch Gorombey

Onica

Director, National Solution Integrators

Sicinski concentrated on building her expertise a ro u n d t h e channel ecosystem and developing the New York, New Jersey and Pennsylvania territory. She worked with partners to help them be successful selling within the cloud space.

Siedschlag developed Onica Teams, the fastestgrowing product in Onica’s history, designed to help midmarket customers adopt the cloud with a cloud-native approach. She also reimagined the Managed Cost Optimization product, Optimizer.

Sikes’ team experienced great success in the growth and development of national partners. The team finished as the top team for the first half of fiscal year 2020, achieving record revenue numbers for the partners in the group.

Simmons drove record-breaking channel-influenced services revenue.

Pythian was recognized as Google Cloud’s Data Analytics Partner of the Year and plans to launch its first resell practice beginning with Google Cloud services and followed by Pythian Google Cloud Managed Services.

Helping with the realignment and refocus of an integrated channel sales approach, Skoch Gorombey gave the partner program a true community feel through a heavy focus on relationships and how the team can help partners excel.

Claudia Slane

Kimberly Snopik

Katherine Sobus

Catherine Solazzo

Kilynn Sommer

Director, Channels Americas

Director, Product Marketing

Sr. Director, Customer Experience Strategy ConvergeOne

VP, Partner Ecosystem Performance Marketing

Sr. Director, Channel Marketing, Events

RapidScale, a Cox Business

Obsidian Security

AT&T

Pure Storage

VP, Business Development

Pythian

IBM

Dir., Channel Management

LogMeIn

Mitel

Slane is building Obsidian’s channel program from scratch, one that unlocks profitability and predictability. As Obsidian’s channel lead, she provides the support required to empower channel partners to evangelize and sell Obsidian. She also communicates channel needs.

Snopik has managed marketing from contracting and product launch communication to refreshing all website content.

She utilized interactive sessions to improve the presales and post-sales channel experience.

In working with a key vendor, Sobus developed an offer that is unique in contact centers. She coupled the vendor products with ConvergeOne services to create this differentiation. As a result of the commitment to the relationship, sales doubled this year over last.

Solazzo has pushed for simplification in a business that is very complex.

She streamlined co-marketing processes and programs, integrated skills and learning environments to a centralized platform and launched new benefits for partners to drive demand in the market.

One of Somm e r ’s k e y accomplishments was developing Mitel’s “marketing marketplace,” providing the channel with vetted vendors, services and cost-effective programs. It’s a one-stop shop, giving them the opportunity to be agile marketers.

Sunny Song

Jas Sood

Linda Spence

Nancy Sperry

Kayla Spiess

VP, Sales, Commercial, SLED Segments

Global Partner Program Manager

VP, Channel Sales, Eastern Region

Head of North America Partner Marketing

Sr. Manager, Partner Programs, Operations

FireEye

64

Dena Sikes

Hewlett Packard Enterprise

Xerox

Sage Intacct

Song manages partner programs and operations, which includes establishing tier elements, rebates, referrals and all back-end operations. She also launched a new partner program name, Affinity, to better align the branding with FireEye and the journey it’s on with partners.

Sood has ensured her business segment has a channel-first strategy. This strategy has resulted in more than 95 percent of sales for the business being driven with the partner community.

Spence enabled the adoption of software and applications within the channel through the launch of programs and promotions to motivate partners to focus on these key strategic areas. This will enable them to differentiate themselves and drive revenue growth.

S p e r r y wa s part of a leadership team that developed more programs and strategies to fuel the growth of the U.S. market as well as support international growth. The channel is an integral part of the Sage sales vision and the organization’s overall strategic plan.

Spiess has revamped how Google approaches partner marketing across North America. She leads work around the coverage model to support more partners and focuses on scale to ensure engagement with all partner types.

Cindy Spring

Vinita Srivalsan

Sonia St. Charles

Kristen Stallard

Brenda Stallings

Dir., Global ISG Channel Specialty Strategy, Programs Dell Technologies

Global Director, Partner Marketing

CEO

Davenport Group

Director, Product Management, Stellr

Matrix Integration

Spring accelerated the global channel-led tech refresh program for the partner community, leading to 400-plus percent growth with channel guides and tools. She also continued the channel seed unit program.

I n S e p te m ber Cloudera launched the first enterprise data cloud to help empower businesses to become truly data-driven from the edge to AI. Srivalsan built joint messaging and collateral to drive go-to-market campaigns with partners and generated $66 million in pipeline.

As the head of a Titanium Dell Technologies partner and member of Dell EMC’s Partner Advisory Board, St. Charles engaged with the vendor to improve channel strategies, which impacted all partners. Her relationship with Dell Technologies positions Davenport Group to advocate for its customers.

Cloudera

Synnex

Stallard has helped build worldwide vendor initiatives, proposals and new lines of business. She has also helped build strategic proposals that secured significant incremental investments for Synnex U.S., Latin America, Japan and Canada.

Google

CEO

Stallings provides the leadership and expertise to solve complex IT problems. She also is president of Current Blend, a local coworking space to support startups, one of them being Blended Coders, where young women learn how to code and receive an introduction to robotics.

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Sandi Stambaugh

Stacy Staver

VP, Product Management

Alliance Director

Nicole Stavroff

Caralyn Stern

Michele Stern Managing Director

Security Scorecard

VP, Global Channel, Americas Marketing

Sophos

Sr. Director, Worldwide Channels

Synnex

Evotek

IBM

Stambaugh maintained a customer advisory council to ensure key goto-market activities. She also held an executive conference focused on market insight and solutionselling and expanded customer enablement programs to include professional sales training and industry certifications.

Staver cond u c t e d distribution interviews that significantly contributed to a practice realignment. Evotek achieved vast increases in profitability within multiple facets of the business lines due to these methodologies being implemented in a streamlined fashion.

Stavroff revamped the partner program to offer differentiated partner levels, rate cards, incentives, services and MDF. She signed new partners targeting different market segments and streamlined back-end processes to support the program.

Stern focused on initiatives that help partners build their business.

This included enabling them to launch into uncharted territory across cloud, managed threat response and MSP and launching a new on-boarding hub on Sophos’ Partner Portal.

Stern accelerated the adoption of IBM Cognitive applications, cloud and other emerging technologies. She also delivered comprehensive sales enablement, technical education and marketing content to Arrow and its partners, building a strong foundation of skilled partners.

Allie Stevens

Kim Stevens

Michele Stone

Jacque Strand

Lisa Strydom

Strategic Alliances Marketing Manager

Channel Manager

Channel Director

Manager, Communications, Channel Marketing Adapture Technology Group

Manager, Channels, Africa

FujiFilm

AT&T

Stevens redefined the MDF p ro ce s s f o r partners. She also is responsible for the ROI on these funds, so she worked with top strategic partners on marketing strategy.

They rebranded all digital and physical assets and created updated content for customer bases.

FujiFilm’s Data Management Solutions team is a distributor for software provided by StrongBox Data Solutions. Stevens was the first field-based sales executive to launch a channel strategy in North America for a unique data management solution.

Stone leads the AT&T channel manager team in the Northeast. The team supports the company’s solution providers in growing their business, providing extensive sales, technical and process expertise.

Through leveraging partner relationships and growing t h e t e a m ’s expertise on channel technology solutions, Strand managed campaigns that drove 55 percent of sales leads in 2019.

The Africa channel business for Veeam continues to grow, and Strydom and her team continue to overachieve with double-digit growth (30 percent year-overyear growth in 2019 in Africa), even in tough economic conditions throughout the continent.

Liz Stuart

Becca Stucky

Wendy Stusrud

Florence Sullivan

Meaghan Sullivan

Sr. Director, Demand Generation Marketing

Area VP, Americas Channel Sales

Worldwide Partner Campaign Strategist

Head of Global Partner Marketing, General Business

Stuart raised awareness with a key cloud partner about the cloud-native advocacy activities the marketing team was pursuing. Her efforts positioned the assets within the partner’s community and demonstrated Perficient’s thought leadership and capabilities.

Stucky’s channel goals have been focused on enabling partners with top-performing digital lead generation assets, providing localized web content in emerging regions, and finding ways to engage the channel in Thycotic’s latest initiatives for accountbased marketing.

Stusrud created a program called Leads Passed. The program teaches sales teams to develop leads and get them into the hands of valued partners. These opportunities help build stronger relationships in the field, where it matters most.

Sullivan joined NetApp at the beginning of the year with the goal of building a world-class partner marketing experience by delivering best-in-class tools and programs that will gain marketing mindshare with partners.

Sullivan’s team developed strategies to help transform the organization into a digital demand generation engine. This provided partners with the content and programs to turn businesses into intelligent enterprises, utilizing AI, IoT and predictive analytics.

Christy Sumner

Jodi Sutton

Kelly Sutton

Stephani Sutton

Alison Suzuki

Manager, Digital Strategy

Director, Channel Marketing

VP, Service Delivery

Peak UpTime

Director, Marketing

Lifeboat Distribution

Google Cloud

To s u p p o r t increased transactional growth, Sumner led the first robotic process automation project to repurpose redundant and low-value tasks. This has saved thousands of business hours, and she has developed a standard program that unites the business and IT teams.

Sutton built a channel MDF program that helped drive demand generation. She also designed strategic plans with key technical partners, resulting in greater quantity of leads and higher ROI as well as improved channel communications.

Sutton helped transform the organization from a physical regional office model into a distributed workforce, realigning vendor partner relationships to reflect the move to the cloud. She also initiated mindset change within the engineering team regarding their roles.

Sutton zeroed in on driving profitability for the company’s top six solutions areas. She empowered her vendor partner management team to put enablement activities first, helping to create a partnership that vendors want to engage with and resellers find value in.

Suzuki has been working to expand twotier distribution of Google Cloud products internationally to give the reseller community a consistent partner experience and bring the best of Google Cloud to market via a multi-product, solution-oriented approach.

BeyondTrust

Alliance Director, Emerging Solutions

Perficient

Arrow Electronics

Thycotic

BeyondTrust

Pure Storage

NetApp

Veeam

SAP

Head of Distribution,

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Marni Swickle

VP, Worldwide Channel Sales

Director, Partnerships

Swanson moved Trustwave’s channel strategy from a mixture of resellers with direct contracts and distributors to a global twotier distribution model supported by a new partner program that incorporates incentives and enablement tools.

Swickle has been laying the groundwork to start a recurring revenue partner program for Chetu to complement its current strategic partner program. Her initiative recently was greenlit for creating a channel partner program to grow additional revenue share.

Takagi worked with teams across Citrix globally and Fujitsu to develop a unique joint offering that went beyond traditional channel sales. She implemented a number of unique activities, leading Citrix to recognize Fujitsu as Partner of the Year.

Tan launched the Process Excellence in a Day program, workshops that enable end users to visualize the potential benefits of using the Nintex platform. She has seen tremendous results, with partner-influenced revenue doubling.

Kathleen Tandy

Jessica Tanoury

Michelle Tatom

April Taylor

Sr. Director, Partner Marketing

Sr. Director, Product Management, Stellr

Global Account Director

VP, Manage

ConnectWise

APC by Schneider Electric

To help partners drive growth, Tandy overhauled the Par tner Demand Center, updating the online portal, simplifying and modernizing the campaign portfolio and expanding options for partners to co-brand and customize campaigns to highlight their differentiation.

Tanoury helped launch a dedicated IoT team at Synnex responsible for building and selling channelready solutions. She was an integral part of an IoT smart city project with the city of Houston while formalizing repeatable processes to replicate for other “smart” opportunities.

Tatom built an account management team to expand S k y K i c k ’s enterprise partner portfolio.

She enabled partners to package their IP with Office 365, SkyKick Migration and Backup, and lead with a base bundle to lower acquisition costs and drive high-margin recurring revenue.

2019 was a big year of change for ConnectWise with the acquisition of Continuum. Taylor’s goal last year was to keep the team focused on what was most important, ensuring that everything being worked on continued to have a positive impact on partners.

O ne of the m a n y w ay s Te d e s t e d t improved the sales strategy to nearly 3,000 sellers at CDW was to implement a video messaging program where the team creates content and messaging over short videos for sellers to see.

Nancy Teixeira

Wendy Thacker

Julie Thomas

Tatiana Thomas

Amy Thompson

Director, Partner Strategy, Programs

Director, Product Management (CX)

Sr. Manager, Partner Engagement

Trustwave

VMware

VP, North America Partner Strategy, Sales

Sage Software

Chetu

Synnex

VP, Channel Marketing, North America

ScanSource

Sr. Director, GSI Sales, Worldwide Partner Sales

Citrix Systems

SkyKick

Eileen Tan

Jess Tan

Head of Marketing, Asia-Pacific

Managing Sr. Director, Global Strategic Channel Sales, Strategy, Programs

Nintex

Cloudera

The Cloudera Data Platform provides an open platform for enterprises to solve their specific data needs. Tan created an enhanced iteration of the Cloudera Connect Program, including a new cloud resell model, MDF program and technology certification.

Lovisa Tedestedt Sr. National Account Manager

Cisco Systems

ConnectWise

Fortinet

Teixeira led a channel team reorganization to achieve her vision of growth of Sage partners. Prior to taking her role, the Sage channel team was heavily invested in the top 20 partners, with minimal coverage below that line. To grow, it was imperative to adjust that strategy.

Thacker led the channel marketing team through a reorganization. The team is focused on driving demand for the North America VAR team, driving technologies, verticals, new product launches and demand generation campaigns across all product segments.

Thomas led the prioritization of an annual multibillion-dollar investment in partner incentives across product engineering, sales and marketing and partner go-tomarket teams. Innovation across partner programs resulted in improved business outcomes.

T h o m a s restructured ConnectWise’s product strategy to incorporate “design thinking” principles and immediate customer feedback to align the company’s platform technology with its market growth strategy.

Fortinet ushered in a new partner program, Engage, t h i s y e a r.

Thompson played a key role in the program’s value proposition development and messaging framework. She also led the communications effort for the North America team.

Janice Thompson

Reyna Thompson

Stacy Thompson

Tina Thompson

Lynne Thornton

VP, Supplier Services

SVP, Product Management, North America

Sr. Director, Finance

Partner Account Manager

Mimecast

Ingram Micro

Thompson led the expansion of Synnex’s line card with key net working, security, unified communications and wireless LAN vendor partners. Synnex pulled these technologies into a program focused on delivering converged technology solutions to its channel.

T h o m p s o n’s leadership and execution of financial policies and controlling costs played a crucial role in Groupware’s revenue growth in 2019. She also leveraged her deep relationships with vendors in the structuring of the largest deal in Groupware history.

This past year, Mimecast focused on growing its ecosystem with API and integration partners.

There was a lot to do for those relationships, including aligning sales teams and educating partners so they can provide a larger “solution sale,” which is the effort Thompson led.

Thornton is responsible for finding new and better ways to help channel partners grow their licensing and renewals business.

In 2019, she focused on enhancing the RenewVue tool with more functionality, customization and automation.

ScanSource

Thompson has been laserfocused on ScanSource’s solution-based sales strategy, driving increased revenue with complementary supplier lines. This has resulted in double-digit growth with suppliers year over year.

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Masako Takagi

Suzanne Swanson

Synnex

Groupware Technology

Executive Director, Sales

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Kim Thorpe

Penny Thurnau

Sr. Partner Operations Business Manager

VP, Strategic Alliances

Thorpe enabled a national partner strategy as part of R a c k s p a c e’s Americas transformation to support the national presence of partners and resources. She also managed the rollout of new eligible compensation items for partners.

Thurnau made it a point last year to pursue new relationships and re-establish old ones with key partners in the channel space. She helped implement monthly webinars to train channel partners on Powernet’s products and services.

Natalie Tomlin Director, Channel Sales Cloud, Service Providers

Rackspace

McAfee

Lori Tisinai

Pauline Tng

Amy Tomlin

Head of Channels, Asia-Pacific

National Account Manager

Tisinai is a produc tivity accelerator who leverages software to save time and frustration for clients while proactively monitoring and maintaining Macs, PCs and networks. She also hosts events for other IT/MSP providers to help them expand their skills.

Laying the foundation for new routes to market is key to scaling Splunk. In Asia-Pacific, Tng balances “keeping the lights on” and resourcing to enhance partnerships with MSPs and global strategic alliances. This drove partner-sourced business and greater value-add.

In 2019, Tomlin helped to advance Eaton’s channel business by exceeding her growth targets.

She is continually educating her partners on the importance and value of including power for a complete solution.

Nicky Tozer

Barbara Trevino

Kerry Trevino

Natalie Troia

EMEA VP

Global Partner Sales Enablement Manager

Distribution, National Accounts Marketing Manager

Worldwide Partner Communications Manager

Powernet

Oracle NetSuite

Technology Optimization Specialist

Computer Concepts USA

Rackspace

Splunk

Juniper Networks

Eaton

Commvault

Tomlin developed strong relationships with the top cloud service providers as they help customers on their journey to the cloud as a de facto security provider. She facilitated discussions for operational efficiencies so McAfee can transact with the providers in public and government cloud.

Tozer spearheaded the rollout of “SuiteLife” in EMEA, NetSuite’s largest investment in its partner ecosystem, which helped channel partners meet the growing demand for cloud ERP. She also led the way to 30 percent growth in the EMEA partner base.

Trevino led the integration of the Seismic platform into the par tner portal, built and managed the channel brand and media strategy and was the channel stakeholder for the Rackspace corporate rebrand.

Over the past 12 months, Trevino has been involved in an engaging and collaborative working relationship with U.S. distributors and national accounts to generate specialized technology and vertical market plans that cater to the needs of partners and customers.

Troia played a key role in establishing positive working relationships with strategic channel managers to support the full array of partner types for the partner portal. The goal is to optimize partners’ experience through communication channels and platforms.

Shawn Trotter

Tracy Trottier

Kara Trovato

Rachel Tuller

Donna Turgeon

Manager, Customer Marketing

Strategic National Partner Manager

Director, Global Channel Marketing

Vipre Security, a brand of

VP, North America Channel

Dell Technologies

VP, North America Sales, Support

SolarWinds MSP

Thycotic

Veeam

Trotter relentlessly focused on one mission: enabling Dell Technologies partners’ growth. She did this with an intense focus on training and coaching the team. She also centered her attention on teaching partners how they could best leverage the Dell Technologies Partner Program.

Trottier launched high-value engagement programs to help MSP customers grow and succeed. She also helped launch the SolarWinds Endpoint Detection and Response software to MSP customers.

With a heavy focus on federal channel alignment in 2019, Trovato grew federal channel pipeline by 4X. The investments she made with the partner community also afforded Thycotic numerous keynote opportunities at various federal conferences.

Tuller designed, developed and deployed Veeam’s first Marketing Concierge program to drive channel demand generation. She also launched and rebranded the partner portal and Marketing Center platforms to improve partner experience and engagement with Veeam.

Kimberly Twiggs

Shanna Utgard

Tina Valdez

Sara Valtin

José van Dijk

Assistant VP, Market Development

Success Manager

Defendify

Chief Operations Officer

Morpheus Data

VP, Channel

KnowBe4

VP, Partner Performance, Ops., Global Partner Org.

Tw i g g s l e d the DIRECTV hospitality and institutions team to deliver year-over-year growth despite rapidly evolving technology requirements. She increased lines of distribution and reinforced strategic customer relationships, setting up the channel for growth.

Utgard was intimately i nvo l ve d i n developing D e f e n d i f y ’s channel program from the ground up. Through this process, she on-boarded and coached hundreds of channel partners and helped grow monthly recurring channel revenue by over 400 percent.

Morpheus Data saw 400 percent growth in the channel in 2019. As the leader of the channel team, Valdez was the “first one in the water” to begin the channel build-out. She set the channel strategy, created and hired the team and kick-started organized partner enablement.

Valtin implem e n t e d separate unique roles within the channel depar tment for KnowBe4. She also increased revenue directly created by the partners by more than 50 percent and rolled out a new partner portal.

AT&T

J2 Global

Turgeon re engineered the channel organization, launching a plan for multiple routes to market to elevate her “land and expand” philosophy. This included VARs, MSPs, distribution, master agents/commission resellers and more.

Cisco Systems

Van Dijk created the Partner Performance a n d O p e ra tions organization to focus on improving the overall partner experience. The mission is to digitize, simplify, optimize, personalize and automate in every initiative touching partners.

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Katherine Van Gheem

Judy Vansell

National Channel Development Manager

Sr. Program Manager, Global Channel Sales

Illumio

Director, Global Partner Operations

Va n G h e e m launched the company’s first North American Par tner Summit and Channel Advisory Board. She brought in industry experts to teach strategy and relational skills to all channel partners, aligning all teams.

Over the last 12 months, Van Nest built out a new global partner strategy including an operational framework that includes enablement, communication (internal and external), marketing, operations and reporting.

Jen Vasin SVP, Human Resources

Maria Cristina Vasilescu

Georgia Vasilion VP, Public Sector

Sr. Mgr., Field, Channel Marketing, EMEA, Australia New Zealand

Technology Integration Group

Vansell and her team delivered partner portal gamification in 2019. Dashboards and key analytics enabled strategic transformation for the partner program. She also established membership naming convention and tiered benefits.

Vasilescu expanded Bitdefender’s channel crossregions. As the company opened a Bitdefender office in the Australia New Zealand region, one of her priorities was to make sure the right marketing presence was established.

Vasilion conducts negotiations and manages federal, state and local and education contracts.

She has continued to grow the public sector business, which today accounts for over half of TIG’s total U.S. revenue.

Sonia Vasudeva

Christy Vega

Neha Verma

Alysia Vetter

Channel Marketing Manager

Director, Education Services

Director, Channel Marketing

Ironscales

The ASCII Group

In 2019, Insight made its largest acquisition to date, PCM. The acquisition significantly grew Insight’s global footprint in terms of geographic reach, revenue and employees. Vasin was instrumental in the integration of PCM’s nearly 4,000 people into the Insight organization.

Vasudeva focused on the expansion of Acer’s VAR programs through increased incentives as well as a further reach in the reseller community. She continued to expand upon both the Acer Elite and Alliance VAR Programs, as well as the launch of the Acer Select VAR Program.

Vega’s Education Services te a m p a r t nered with the channel organization to design and implement two programs for partners to earn free training in 2020. The team launched an on-demand learning subscription, providing partners flexibility in their training and certification needs.

Soon after star ting at Ironscales, Verma’s biggest goal was to improve how partners access resources and submit deal registrations. In two months, she launched a new portal for 80 global channel partners, increasing the quality and quantity of deal registrations.

In 2019, The ASCII Group celebrated its 35th anniversary, and Vetter was responsible for broadcasting this achievement. She shared ASCII’s story of elevating the MSP over the decades, and showcased ASCII staff and long-term members who have contributed to pushing the channel forward.

Natalia Vianden

Regina Vignone

Elisa Vila

Beth Villalpando

Susan Vincent

Director, Operations

Sophos

Wells Fargo

Director, North America Distribution, National Solution Provider Marketing

VP, Partner Enablement

Extreme Networks

Sr. Director, Sales, Channel East

Vianden focused on managing Extreme Networks’ partner program day to day and on Extreme’s acquisition of Aerohive. Her role was supporting, building and executing the goto-market channel strategy for integrating Aerohive.

Vignone led Sophos’ East Co a s t s a l e s effor ts and accelerated momentum in Sophos’ midmarket channel business. She helped partners build their cybersecurity sales portfolios and develop their reputations as trusted security advisers.

By building and maintaining strong relationships with customers, which are both technology vendors and channel vendors, Vila and her team are able to better serve them and create customized financial solutions that enable their business goals.

In collaboration with sales, Villalpando’s marketing team successfully created and executed marketing strategies that enabled strong growth in channel sales for Dell Technologies’ last fiscal year.

Vincent revamps all e n a b l e m e nt material. She aims to have her enablement team provide one-on-one on-boarding while providing a new three-day workshop format. Technology is key to selecting enablement tools to equip partners for success.

Kim Visconti

Vandana Vishwakarma

Leslie Vitrano Hubright

Claudia Vizcarra

Cheryl Vlacilek

CEO

Global Channel Programs and Digital Experience

Multi Country Sales Director

Sr. Director, Worldwide Partner Organization, Compliance

Rittal North America

Insight Enterprises

Director, Global Channel Programs

Director, Channel Sales, Southeast

Fortinet

The development of an effective partner go-tomarket “recipe” is at the top of Visconti’s accomplishments. She also deployed a strategy that emphasized strategic partners and leveraged Fortinet’s three-pillar approach: Engage, Educate and Execute.

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Noemi Van Nest

Rackspace

Bitdefender

Acer America

ISRDAES

Vishwakarma developed a more organized budget process for ISRDAES that allowed each teammate to keep his or her own section organized on a weekly basis.

Citrix Systems

VP, Marketing

Sage Intacct

Dell Technologies

APC by Schneider Electric

APC by Schneider Elec tric continues to take aggressive steps in the market for micro data center solutions and software for edge computing. To support those efforts, Vitrano Hubright focused on growing demand generation and specific competencies.

Sophos

V i z c a r r a ’s team focuses on channel simplification, profitability and excellence. She spearheaded educational opportunities for partners in cloud adoption and drove innovation through AI and Security as a Service across ecosystems in Latin America.

VMware

Vlacilek architected and implemented a risk-based framework for vetting and on-boarding partners. She also developed and integrated channel policies addressing route-to-market agility and partner life-cycle management.

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Sehar Wahla

Karin Vogel

Marlen von Roth

Director, Global Partner Marketing, Communications

Sales Dir., Channel, Cloud Service Providers, EMEA, Asia-Pacific Japan

Manager, Partner Business Development

Jenn Walcott

Christina Walker

VP, Marketing

D&H Distributing

Global Director, Channel Sales, Programs

Von Roth was instrumental in establishing a partner ecosystem for SUSE’s Cloud Application Platform. Following that success, she is turning her hand to nurturing and growing the cloud and managed service partners in the SUSE Partner Program.

Wa h l a h a s directly impacted C a r a h s o f t ’s position as a leader in the cloud space with her responsibility over Carahsoft’s distribution strategy for AWS. She built a team that is focused on recruiting and enabling new cloud partners.

When D&H moved into its new headquarters, Walcott leveraged the redesign to augment marketing efforts and enhance partner experiences. This includes a new Multimedia Studio, Solutions Lab for on-site training and the Technology Training Theater.

Wa l ke r h a s been integral to g ro w i n g Blancco’s footprint in the channel. Today, channel revenue accounts for nearly 45 percent of the company’s enterprise business. She has also overseen the significant expansion of the channel staff.

Yvonne Walker Sr. Manager, Partner, Customer Experience

Kimberly Walkey

Cheryle Walline

Donna Walter

Michelle Wang

Director, U.S. Channel Sales Distribution

VP, Channels, Distribution

Manager, Inside Channel Account Team

Director, Marketing, North American Channel

Walker cre ated a new tier within the channel program that is specifically segmented toward partners of a distinguished grouping. The program is designed to provide those partners with the tools, education, product access and discounts needed to be successful in AI.

To d a y ’s fast-paced marketplace requires transformation and growth. Walkey is part of a team that recognizes when to be flexible and agile, when to adopt a new strategic direction and when a pivot is needed to accommodate change.

Walline continued the reorganization of the partner community by adding the right type of partner and removing those that were not in alignment with business practices. This made sure Jabra was being properly marketed and represented to an expanded customer base.

Over the past year, Walter has built an inside channel account management team focused on growing Mitel’s business by engaging with smaller Authorized and Silver partners, greatly strengthening those relationships.

Tr i p p L i te’s unassisted online sales have continued to grow at a faster pace due to the work Wang and her team put into optimizing the company’s online presence and brand across all channel partners.

Rebecca Warren

Amber Watson

Alison Webb

Polly Weiss

Michelle Welch

Stateless

Channel Marketing Manager, Australia New Zealand

Director, Channel Marketing

Vertiv

National Partner Manager

Citrix Systems

WatchGuard Technologies

Partner enablement is new to Stateless. In addition to building the program from the ground up, Warren has worked on the data center go-to-market strategy and the objectives of the partner program, including training and content development.

Watson created a marketing plan focused on new business and reinvigorated the partner program with tiered engagement. She manages Nutanix’s top 15 partners, while creating strategic marketing plans with distributors to manage the remaining partner ecosystem.

Webb implemented a best-in-class third e-commerce strategy to help facilitate low-touch, high-margin sales for partners.

She also built a channel team by adding four partner marketing managers focused on driving growth with and through partners.

As the national partner manager of Citrix’s largest reseller partner, Weiss led a team of Citrix and partnerdedicated resources to achieve Americas Partner of the Year for 2019, driving significant new pipeline and transitioning a large customer base from on-premises to a subscription cloud model.

Welch spearheaded the expansion of t h e Watc h GuardOne partner program, designing and introducing specializations in network security, secure Wi-Fi and multifactor authentication.

She has continued to focus heavily on partner enablement.

Wendy Welch

Maitjian Welke

Dalyn Wertz

Cheri Wesinger

Lindsey Westbrook

Sr. Director, U.S. Distribution, Partner Sales

President

Exec. Dir., Indirect Program Management, Marketing

North America Director, Channel Marketing

Sr. Director, Channel Marketing

Wertz oversees all partner programs, communications, e ve n t s a n d strategy for the channel program. She considers herself fortunate to be in a position to formally mentor, and informally guide, some of the indirect team as well as partners.

Wesinger developed an innovative quarterly partner showcase that provides partners a venue to share unique go-to-market campaigns with HPE. Partner participation continues to grow, which is a true testament to its value.

Westbrook is focused on identifying opportunities to better engage with partners and hyper-focusing investments on activities that will drive revenue growth to align with the company’s growth goals for 2020.

Ciena

Since joining Ciena, Vogel developed the par tner marketing and communication strategy, which included an integrated communications plan and editorial calendar. She also launched a partner blog program and instituted launch campaigns.

DDN

Director, Partner Enablement

Lenovo

With Path to Platinum as the cornerstone of Lenovo’s channel strategy, when Welch joined the company midyear she was able to apply an outside-in perspective as the company enhanced its channelfirst orientation.

SUSE

Tripp Lite

Nutanix

CMIT Solutions Silicon Valley

We l ke h a s expanded the c o m p a n y ’s channel and alliance program this past year by partnering with two new companies. She has opened up the door to new opportunities with new IoT and application security solutions.

Carahsoft Technology

Jabra

Comcast Business

Mitel

Hewlett Packard Enterprise

Blancco Technology Group

Tripp Lite

SVP, Marketing, Channel

Fortinet

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Christi Whipple

North America Alliances Partner Marketing Lead

Director, Partner Marketing

Wharff zeroed in on building and managing alliance partnerships to ensure the creation of creative marketing programs. These programs built pipeline, tracked ROI of Micro Focus’ MDF investments and drove partner sponsorships for market co-visibility.

Whipple’s focus last year was on optimization of resources.

Given the large number of partners she and her team supports, they have to find ways to prioritize how they spend time and money while still making sure partners have what they need and are driving new business with Avalara.

White has been involved in driving the North America team channel engagement in conjunction with the channel sales director. As a result of her efforts, the North America channel business grew in fiscal year 2019.

Last year White supported the channel team and channel partner recruitment and on-boarding. Through the inbound leads program she set up, she was able to begin feeding partners early to ensure quick first wins. The program also helps build early trust and rapport.

With a primary focus on the education vertical and providing the classroom with tools to engage and enrich the student experience, Whitfield has led business development in sales and awareness of Sharp interactive whiteboards along with other strategic products.

Stefanie Whittington

Hayley Wienszczak

Victoria Wiesner

Lisa Wight

Heather Wilcox

VP, Brand Experience

Head of Global Alliance Partners, EMEA

Distribution Manager

Mimecast

Head of Worldwide Distribution

Director, Client Solutions Field Marketing, Channel

Micro Focus

QOS Networks

Avalara

Americas Relationship Director

Hewlett Packard Enterprise

Red Hat

Nicole White

Cheryl Whitfield

Territory Manager, Inside Sales Channel

Distribution Account Manager

Sensormatic Solutions by

Johnson Controls

VMware

Sharp Electronics

Dell Technologies

During 2019, QOS made a pivot to drive a focus internally toward developing its channel program and those relationships. Whittington was a key decision-maker in the strategic path toward that goal as well as the individual who would come in to run those efforts.

Wienszczak led initiatives to connect the various channel routes around specific objectives including planning, internal communications and global interlocks. She also led the Global Alliance Partnerships for the EMEA region.

W i e s n e r ’s role in the development and business planning of distribution-led partners has ensured joint accountability. As a result, she was able to recruit, develop and evolve 35 partners that accounted for $700,000 in incremental revenue and 33 certifications.

Wi g h t i s a visionary when it comes to the channel and distributors.

With the three Cs in mind— commitment, coverage and capability—she has worked toward unifying the approach around strategies with distributors and aligning tools and incentives with clear direction.

Wilcox developed the Club Precision program, which helps partners accelerate Precision workstation sales and helps Dell Technologies remain No. 1 in workstations in North America. The company is seeing strong year-over-year growth with midmarket partners.

Raquel Wiley

Amy Williams

Mary Catherine Wilson

Sara Wilson

Sara Wollesen

Director, Partner Sales, Latin America

Sr. Manager, Partner Marketing

Sr. Channel Marketing Manager

TPx Communications

Wiley played an integral role in advancing the TPx channel business, including developing the goto-market plan for the national partner program, launching a unified national partner portal and enabling demandgeneration through marketing automation.

CEO

Pier Group

Sr. Dir., Global Marketing

Williams has strategically guided Pier Group’s vendor and distributor relationships in an effort to fully align with the company’s key partners. This alignment ultimately created a unique environment allowing Pier Group’s channel business to grow over 50 percent year over year.

Linda Wong Sr. Manager, Partner Marketing, Enablement

Couchbase

Dell Technologies

Wilson built the long-term vision for Dell Technologies marketing, distilling trends and challenges in the ever-changing marketing landscape and developing strategic imperatives for the next three to five years.

Veeam

Wilson last year secured an additional investment in channel resources in the region of Latin America. Although a difficult year in economic and political conditions, Veeam saw doubledigit growth in revenue through partner sales and double-digit growth in partner recruitment.

Leslie Wood President, Director, Sales, Marketing

CMIT Solutions of Columbus

IntelePeer

IntelePeer has seen growing interest among enterprises looking to advance their digital transformation. Wollesen helped partners navigate this territory by providing them with sales tools to position IntelePeer’s Atmosphere Communications Platform as a Service to enterprises.

Sasha Wright-Neville Sr. Manager, Worldwide Partner Incentives, Investments

VMware

Wood has been able to market and sell to 12 new managed service customers this year. She also has enabled her company to grow and increase gross revenue sales over double from last year with hardware and installation projects.

Upon transferring to her new team, Wright-Neville began transforming the partner development funds business. She created a revised set of activities and amended the policy guide to create a better partner experience.

Lisa Yu

Jessie Zhang

Victoria Zona

VP, Central Region

Global Partner Sales Director, Asia-Pacific

Sr. Sales Manager, VAR, M&E Distribution

Wong launched several programs, including a portal for the partner ecosystem and a training platform to support partner enablement. She also administers Couchbase’s on-boarding program for registered partners.

Softchoice

In 2019, Yu fully transitioned into her new role at Softchoice.

She assessed the current business and focused on how to quickly grow channel impact. She then focused on two key critical areas: customer experience and employee experience.

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Marcia White

Sheryl Wharff

UiPath

Zhang has grown the UiPath partner community from approximately 30 partners to over 150. She has built meaningful global systems integrator relationships and developed a global-level infrastructure to scale partner relationships.

Seagate

Zona took ownership of one of Seagate’s top brick-and-mortar accounts and grew revenue by 18 percent year over year.

She also implemented sales tactics that led to a 13 percent year-over-year increase in revenue from M&E distributors.

JUNE 2020

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S OLUTI ON PR OVI D E R 5 00

Rising To The Occasion As the coronavirus pandemic took hold, solution providers quickly pivoted to help businesses of all sizes navigate a new work-from-home world

By Rick Whiting

T

he IT industry was riding high as 2020 began. IT vendors and solution providers were enjoying a robust business climate and market researcher Gartner was forecasting that the good times would continue with worldwide IT spending to grow 3.4 percent in the new year to $3.9 trillion.

And then everything changed.

As the COVID-19 pandemic took hold, businesses went into lockdown, layoffs became widespread and what had been a booming economy ground to a near-halt. Gartner’s 2020 forecast, updated on May 13, now predicts that worldwide IT spending will decline 8 percent year over year to $3.4 trillion.

Solution providers are not sitting idle, however. Businesses and organizations suddenly shifted their operating model with so many of their employees working from home. Solution providers had to quickly pivot, providing their customers’ homebound employees with laptops, collaboration and videoconferencing tools, access to cloud applications and security technology to protect it all.

Solution providers are being challenged this year as never before, and they have risen to the occasion.

The pandemic and economic shutdown “have been very disruptive,” said John Flores, executive vice president at Converge Technology Solutions, a fast-growing solution provider that’s debuting on the Solution Provider 500 list this year at No. 50.

“We’re not directly in front of our customers,” he said.

But Converge Technology Solutions has met the challenge, enabling its own employees to meet the surge in demand from its customers for work-from-home technology, collaboration tools, managed services and security. “We continue to see strong demand for these capabilities from our customers,” Flores said.

On the following page we provide the top 50 companies on the 2020 edition of the CRN Solution Provider 500, the annual ranking of the largest solution providers by revenue in North America.

Most of the solution providers that have occupied the top

72

Scan here for a look at the full SP500 list.

ranks of the Solution Provider 500 have held onto their positions in 2020. The top six are unchanged, with IBM Global Services retaining the top spot followed by Accenture, DXC Technology, Tata Consulting Services, CDW and Cognizant.

New to the list this year is NTT Data Services at No. 7. NTT acquired the former Dell IT Services business (previously Perot Systems) in November 2016 for $3.1 billion. NTT has since made aggressive moves to grow, including launching a data center services business in 2018 and moving into AWS consulting services with this year’s acquisition of Flux7 Labs.

Capgemini, World Wide Technology and Leidos round out the top 10 of the Solution Provider 500.

A number of companies made impressive gains on this year’s list, either through organic growth, acquisitions or a combination.

DXC Technology spinoff Perspecta, for example, rose six spots to No. 19 while EPAM Systems moved up seven spots to No. 27.

Also making significant gains were Slalom Consulting (No. 30 from No. 43), ConvergeOne (No. 31 from No. 36), CBTS/OnX (No. 33 from No. 44) and AVI-SPL (No. 36 from No. 47).

AHEAD, a provider of digital business infrastructure, merged with Data Blue and Sovereign Systems in 2019, leapfrogging the Chicago-based solution provider to No. 36 from No. 75.

This year’s Solution Provider 500 list also features 84 companies that are new to the Solution Provider 500 list including CyrusOne (No. 42), Converge Technology Solutions, ECS (No. 52), and RSM US (No. 87).

This year’s Solution Provider 500 companies collectively generated $393 billion in 2019, up more than 3 percent from the $381 billion last year’s Solution Provider 500 generated in 2018.

For information on purchasing the complete Solution Provider 500 list with all collected firmographic data, please contact sales@ thechannelcompany.com or call 508-416-1175.

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THE LIST

1-50

2020 Rank

2019 Rank

Company

Location

Website

Top Executive

1

1

IBM Global Services

Armonk, N.Y.

www.ibm.com

Arvind Krishna, CEO

2

2

Accenture

Chicago

www.accenture.com

Julie Sweet, CEO

3

3

DXC Technology

Tysons, Va.

www.dxc.technology

Mike Salvino, President, CEO

4

4

Tata Consultancy Services

New York

www.tcs.com

Rajesh Gopinathan, CEO, Managing Director

5

5

CDW

Vernon Hills, Ill.

www.cdw.com

Christine A. Leahy, President, CEO

6

6

Cognizant

Teaneck, N.J.

www.cognizant.com

Brian Humphries, CEO

7

–

NTT Data Services (formerly Dell Services)

Plano, Texas

www.nttdata.com

Toshio Iwamoto, President, CEO

8

7

Capgemini

Wayne, Pa.

www.capgemini.com

Paul Hermelin, Chairman, CEO

9

8

World Wide Technology

Maryland Heights, Mo.

www.wwt.com

James Kavanaugh, CEO

10

9

Leidos

Reston, Va.

www.leidos.com

Roger Krone, CEO

11

10

SHI International

Somerset, N.J.

www.shi.com

Thai Lee, President, CEO

12

11

CGI

Montreal, Quebec

www.cgi.com

George Schindler, President, CEO

13

–

Wipro Technologies

New York

www.wipro.com

Thierry Delaporte, CEO

14

12

GDIT

Falls Church, Va.

www.gdit.com

Amy Gilliland, President

15

14

Insight Enterprises

Tempe, Ariz.

www.insight.com

Ken Lamneck, President, CEO

16

15

SoftwareOne

Waukesha, Wis.

www.softwareone.com

Dieter Schlosser, CEO

17

18

Carahsoft Technology

Reston, Va.

www.carahsoft.com

Craig P. Abod, President, CEO

18

20

CACI

Arlington, Va.

www.caci.com

John Mengucci, President, CEO

19

25

Perspecta

Chantilly, Va.

www.perspecta.com

Mac Curtis, President, CEO

20

17

Conduent

Basking Ridge, N.J.

www.conduent.com

Cliff Skelton, CEO

21

22

Sirius

San Antonio

www.siriuscom.com

Joe Mertens, President, CEO

22

23

Presidio

New York

www.presidio.com

Bob Cagnazzi, CEO

23

24

Unisys

Blue Bell, Pa.

www.unisys.com

Peter A. Altabef, Chairman, CEO

24

26

Connection

Merrimack, N.H.

www.connection.com

Timothy McGrath, President, CEO

25

28

Atos

Purchase, N.Y.

www.atos.net

Thierry Breton, Chairman, CEO

26

27

Optiv

Denver

www.optiv.com

Kevin Lynch, CEO

27

34

EPAM Systems

Newtown, Pa.

www.epam.com

Arkadiy Dobkin, President, CEO

28 (t.)

–

Avanade

Seattle

www.avanade.com

Adam Warby, CEO

28 (t.)

31

Zones

Auburn, Wash.

www.zones.com

Firoz Lalji, President, CEO

30

43

Slalom Consulting

Seattle

www.slalom.com

Brad Jackson, CEO

31

36

ConvergeOne

Bloomington, Minn.

www.convergeone.com

John McKenna Jr., Chairman, CEO

32

37

Softchoice

Oakville, Ontario

www.softchoice.com

Vince De Palma, President, CEO

33

44

CBTS/OnX

Cincinnati

www.cbts.com

Jeff Lackey, President, CBTS

34

39

Consolidated Communications

Mattoon, Ill.

www.consolidated.com

Bob Udell, President, CEO

35

38

ePlus Technology

Herndon, Va.

www.eplus.com

Mark Marron, President, CEO

36 (t.)

47

AVI-SPL

Tampa, Fla.

www.avispl.com

John Zettel, CEO

36 (t.)

75

AHEAD

Chicago

www.thinkahead.com

Daniel Adamany, Founder, CEO

38

41

VirtusaPolaris

Southborough, Mass.

www.virtusa.com

Samir Dhir, President

39

40

Trace3

Irvine, Calif.

www.trace3.com

Rich Fennessy, CEO

40

189

HTC Global Services

Troy, Mich.

www.htcinc.com

Madhava Reddy, President, CEO

41

–

CompuCom

Dallas

www.compucom.com

Mick Slattery, President

42

–

CyrusOne

Dallas

www.cyrusone.com

Tesh Durvasula, President, CEO

43

45

Iron Bow Technologies

Herndon, Va.

www.ironbow.com

Rene LaVigne, President, CEO

44

–

Computacenter U.S.

San Francisco

www.computacenter.com

Michael Keogh, President

45

49

One Diversified

Kenilworth, N.J.

www.diversifiedus.com

Fred D’Alessandro, Chairman, CEO

46

–

Pomeroy Technologies

Hebron, Ky.

www.pomeroy.com

Chris Froman, President, CEO

47

50

GDT

Dallas

www.gdt.com

JW Roberts, CEO

48

58

ThunderCat Technology

Reston, Va.

www.thundercattech.com

Tom Deierlein, CEO

49

64

Red River Technology

Claremont, N.H.

www.redriver.com

Alan Dumas, CEO

50

–

Converge Technology Solutions

Toronto, Ontario

www.convergetp.com

Shaun Maine, CEO

JUNE 2020

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6/9/20 11:30 AM

ON TH E R ECOR D

The Coronavirus And 5G Technology, A Perfect Match

H

By Robert Faletra

ISTORICALLY, MAJOR SHIFTS in our industry have come via technological advances that force new business models.

When the Altair 8800 came on the scene in 1975, inventor Ed Roberts at its introduction coined the term “personal computer.” Apple, of course, came to market a few years later. But it wasn’t until the early 1980s when both Apple and the IBM PC were competing for dominance that the PC revolution took off and the world began to change, effectively beginning the downfall of the word processor and the mini-computer.

In the 1993 time frame, the internet took hold and another rapid change occurred in how information was exchanged.

Roughly a decade later, Eric Schmidt, then CEO of Google, began talking about cloud computing, and within a short time the industry was again in upheaval.

Mixed in with all these changes were economic events, including the dot-com crash of 2001 and the financial crisis of 2008, which also helped reshape the market by forcing questionable business models to the curb, where they were quickly crushed.

The coronavirus and the economic shutdown it has caused worldwide are imposing dramatic changes on the world and will impact high-tech through the coming months and years.

The advent of 5G technology is coming as well, and together the two have the potential to create dramatic challenges and opportunities for solution providers and their high-tech supplier partners.

The stars are lined up to result in an extremely rapid movement toward a completely different business environment centered around remote instant information access.

When 5G hits in earnest over the next few years, the coronavirus will already have paved the way for many of the societal changes to occur, allowing for a remaking of how and where we work.

74

Millions of people who never would have considered working remotely have become acclimated to it and see both the benefits and challenges. In addition, many business leaders who would never have considered having a widely dispersed workforce are seeing these positive and negative impacts.

5G technology’s ability to produce lightning-speed data transfer wirelessly and ubiquitously will be key in a world in which remote information workers have become more acceptable. A preference to be remote and productive will spawn new products and companies to take advantage of the opportunity.

Ultimately, if we can immediately contact a co-worker via video to chat up a work problem and gather the data we both need to see as if we were working side by side, that changes the work environment and perhaps increases efficiency. Fewer distractions that come with being in a home office paired with the ability to collaborate as if we were together is enticing.

We are partially there today, but it needs to be more fluid.

For information workers, the ability to live and work away from expensive cities and still pursue meaningful careers means lower but good wages for the individual and business, creating a different economic model.

Facebook CEO Mark Zuckerberg’s announcement that he is driving toward 50 percent of the workforce being remote and living in lower-cost locales may not become the norm immediately, but it will be an option for many businesses in a post-coronavirus world.

It may not mean a decline of Silicon Valley, but it is bound to result in a rise of other lower-cost alternatives that have the potential to change many business models, allowing for a lower margin but higher EBITDA. n

BACKTALK: Make something happen. Robert Faletra is Executive Chairman of The Channel Company. You can contact him via email at rfaletra@thechannelcompany.com.

JUNE 2020

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6/9/20 10:52 AM

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