CRN 2017 Women of the Channel Details

Barb Huelskamp

VP, Channels, Jabra

Location: Lowell, MA


Number of years in current position: 0.6

Number of years involved with indirect sales: 25

Twitter Handle: @BabzterH

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Had a lemonade stand

Biography and Background:
As Jabra's Vice President of Channel Sales, I apply my in-depth knowledge of channel optimization, partner development and market acceleration to create value for partners and expand Jabra's presence in the North American market. I joined Jabra with 25 years of proven success in channel and sales management, having driven revenue growth for a range of technology companies, including MobileIron, where I served as Vice President, Worldwide Channels and oversaw the development of the organizations' global channel strategy. Prior to that, I led Polycom's channel programs in a number of capacities, including most recently as Vice President Channels, Americas. I am regarded as a high energy, global leader with excellent strategic and critical problem solving skills resulting in inspirational talent management, channel optimization, partner development, and market acceleration. I have built a strong network of relationships based on trust, integrity, commitment and passion. I am known and respected for partner optimization through business transformation, process improvement, and program strategies.

How have you personally helped advance your company's channel business over the past year?
Since joining the Jabra team in October 2016, I have been laser-focused on accelerating channel velocity. To do this, I have developed a new coverage model to align our team's partner presence and improve our product awareness and walletshare. Since rolling it out, we have seen an increase in our pipeline with target partners of 5-10%, and increased walletshare with key partners by as much as 2-10 percent. Additionally, I launched a new business planning tool that aligns our initiatives to partner objectives. By using this tool and philosophy, our organization has seen improved ROI from our marketing spend and sales initiatives. We aim to be provide our partners with a higher caliber of performance to not only compete with Jabra, but enhance their own sales effort with better sales enablement and integrated business planning.

What are your goals for your company's channel business over the next year?
Jabra aims to be the leader in intelligent audio solutions. Our goal is to arm our partners with the best innovation and help them grow profitably. To achieve this, Jabra is launching a new partner program, JabraOne to make it easier to do business with us, and provide our partners with improved benefits. The Program will offer two program levels to simplify our structure, as well as provide an achievable path to improved benefits such as MDF, rebates, and account management. We are investing in the internal development of our team & portal functionality to better serve our partners' needs.

What honors, awards or commendations have you won over the past year?
In 2016, I was honored to receive the CRN's Women in the Channel Award, along with CRN's Power 100 for the second year in a row. Additionally, I was admitted to the Committee run by WIT to mentor high school girls interested in STEM careers. While not an official or public recognition, my greatest achievement remains calling myself mom. I was proud to have 3 college graduates in 2016. My stepson received his advanced medical degree, my daughter completed her Masters in Public Health, and my stepdaughter received her Bachelor's in Communications.

Outside of your family, please name a woman you admire and why:
I truly admire and respect Michelle Obama. As former President Obama would say, "You took on a job you didn't ask for, and you made it your own with grace, with grit and with style and good humor." She inspires me to lead with these same behaviors whenever dealing with challenges in the workplace. Michelle has advanced programs for children, health, and women's rights with an intelligence and grace that has been unrivaled in the position of the First Lady. I try to emulate her ability to understand all citizens and cultures while embracing our constitutional heritage.

What advice would you give to young women who want to begin careers in technology?
Have no fear! I am grateful for my own young ambition that led me to leap into new opportunities and to face intimidation head-on. Young women need to proactively advocate for themselves and have confidence in their abilities. Take action - such as volunteering to lead a project or engage in an opportunity to showcase your leadership and skills. Focus on improving yourself every day by investing in you! That represents itself in reading, researching, and experiences to build the wisdom for the next step in your career.

If you could be any movie character for one day in real life, who would you be and why?
It would be a fun day to be Hermione Granger from Harry Potter! Her kind nature, intelligence and wizardry would be a great combination to wear for a day! She's a very clever character, and while a bit insecure, she is also very compassionate and tries to use her talents for the greater good. Although she endures scary battles in the series, it would be fulfilling to use her magical wizardry to do accelerate some global goodness. The little girl in me also thinks it would be fun to live in her world, if only for a day.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have always wanted to travel and explore Australia. The landscapes and historical landmarks have always intrigued me, and I'd surely need a couple of weeks to explore! I would love to visit Sydney and Melbourne - ideally I would have adequate time to experience the local culture, enjoy the local cuisine and relax on their beautiful beaches. Next I would love to immerse myself in the Australia wild and experience a safari-type excursion in the Outback.

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