Location: Palo Alto, CA
Number of years in current position: 4
Number of years involved with indirect sales: 18
Twitter Handle: @CaroleeGearhart
Biography and Background:
Carolee's passion for customers' success makes her a natural fit to lead Global Channels and Customer Success at Adaptive Insights. Carolee has helped usher in a period of record growth for Adaptive Insights, during which the company has expanded to serving over 3,000 customers across 85 countries. Since joining Adaptive Insights in 2013, new channel subscriptions have grown by 270%. Channel partners have played key roles in winning new enterprise accounts, including Engie and Spotify. For Adaptive Insights, Carolee has built partnerships and alliances to successfully accelerate global expansion and enhance channel programs and strategies geared towards both midsize and large enterprises. Prior to joining Adaptive Insights, Carolee was global vice president of OEM and head of the North America Strategic Partner Organization at SAP, leading a team of 100+ employees and managing approximately $1 billion of annual revenues in systems integration partnerships. Carolee is engaged in an ongoing pursuit of the best burgers in America, perfecting her layout on the flying trapeze, and enjoying cuddles from her 8-year-old son while he is still offering them!
How have you personally helped advance your company's channel business over the past year?
The channel has been a key differentiator for Adaptive Insights, and the drive to increase our collaboration has had significant benefits for our customers. New and expanded shared customer satisfaction and retention metrics have accelerated customer time to value in our channel with our mutual customers. Our channel results in EMEA have doubled as a market segment. There are now nearly 800 customers globally that are provided Tier 1 support by Adaptive Insights partners. In 2016, under Gearhart's leadership, channel partners realized a 33% year-over-year growth in new annual recurring revenue (ARR). Additionally, partners achieving top tier status tripled in 2016. Carolee has participated in over 40 events to support our partners in securing new business and supporting our existing mutual customers.
What are your goals for your company's channel business over the next year?
The entire channel team is committed to being our partners' favorite partner with which to work. This of course involves all the standard metrics - increased revenues, market-leading customer satisfaction, unbeatable response times - but also, a personal, emotional connection. We want our partners to know us and trust us - in the same way we want to really know and trust them. Our channel is built on valued relationships, that then bear the fruit of fantastic business results.
What honors, awards or commendations have you won over the past year?
CRN Channel Chief 2016 CRN Women of the Channel 2016
Outside of your family, please name a woman you admire and why:
Elizabeth Marlowe is the founder of the Gamble Institute, a non-profit where I have the privilege of serving on their Board. The Gamble Institute is focused on helping the formerly incarcerated build new, productive lives where they can give back to the community through education and training. Elizabeth saw a problem - the challenge of re-integration and finding work after a prison term - and decided to do something about it. More importantly - she expressly founded it with the goal of giving the participants the leadership of how it would evolve and help others.
What advice would you give to young women who want to begin careers in technology?
Stay curious! Invest in life-long learning. Technology is one of the most fascinating and engaging industries to be in, and the incredible pace of innovation means there is a constant chance to differentiate yourself by being ahead of the curve. Ask questions, and LISTEN to the answers. Dare, reach further than you think you can you'll make some mistakes but you'll also travel more ground than you would by playing it safe. If you are uncomfortable with risks, or asserting yourself, it just means you need more practice doing it! Great is more about hard work than sheer talent.
If you could be any movie character for one day in real life, who would you be and why?
Moana. I love that she had a voice inside her that called her to her destiny - and that even though those around her thought it unwise - she followed that voice inside her. And, she braved it on her own, learning as she went. I always love anything that reminds to me to listen to my own trueline, my own purpose - to embrace it, nurture it and encourage it. Each of us has that possibility, and we each control that choice, every day. I find that so inspiring.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I'm dying to visit Istanbul. I'm so compelled by the nexus of East and West that can be found there, as well as the history and blending of cultures. I learn so much when I'm exposed to people who think differently and have discrete experiences. I think living adjacent to so much turmoil would expose me to new perspectives - and that's what I want most out of any travel. (Not to mention I already love the cuisine!)
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