CRN 2017 Women of the Channel Details

Marcia White

AMS Relationship Director, Hewlett Packard Enterprise

Location: Tempe, AZ


Number of years in current position: 1.5

Number of years involved with indirect sales: 10

Twitter Handle: @marciedwhite

Fun Facts:

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

Biography and Background:
Every day, Marcie strives to bring passion, high energy and a "get 'er done" attitude to all that she does. A lifelong learner with 24+ years' experience in various industry verticals related to Information Technology and Consulting, Marcie applies her genuine desire to get to know others, her innovative marketing approaches as well as her, technical, analytical and engineering qualifications. Most recently, after spending 7+ years in the reseller channel at Insight Enterprises as VP of Product Marketing, she turned her focus to HP Enterprises as the Americas Relationship Director for HP Financial Services (HPFS). Her role includes all aspects of the relationship between HPFS and HP Inc., including the channel. Marcie holds a Bachelor of Science degree and certificate of Applied Science from Acadia University as well as a Bachelor of Industrial Engineering degree from Dalhousie University in Nova Scotia, Canada. She currently lives in Phoenix, Arizona with her husband Jon and two daughters Katie (20) and Emily (17). In her spare time she enjoys writing a blog sharing stories from her leadership journey with each submission challenging the reader with "Leadership Questions of the Week for YOU" and the concept that you make a difference!

How have you personally helped advance your company's channel business over the past year?
It's all about relationships and understanding the unique opportunity with the Channel. Since joining HP Financial Services, I continue to reach out to the reseller & distribution community to better understand how Financial Services can accelerate our shared clients moving to an IT consumption model or "as a service". Most recently, I have been a part of a dynamic team from both HPFS as well as HP Inc. to bring Device as a Service (DaaS) to market as well as the emerging opportunities as HP moves into the A3 copier space. This has really challenged both companies to become humble listeners and pushed us to react quickly to the needs of our channel partners as well as the needs of our shared clients. I believe traditionally we have been focused on the Finance side of the house and while that is our bread and butter, we also need to have strong executive relationships in Product Marketing/Management as well as Sales. I am excited about what HP Financial Services is doing to enable the new style of IT and how I can play a part in our channel relationships & Go to Market offerings.

What are your goals for your company's channel business over the next year?
HP Financial Services is looking to grow our channel business 30% YoY. HPFS & HP Inc look to leverage the power of the channel for a broader reach of Hardware, Software and Services to clients we look to play a part in the solution. The opportunity is big as clients look to consume their IT and leverage the latest and greatest technology especially in the PC & Print space. It is about moving from a device centric model to a workspace centric solution. HP Financial Services is uniquely positioned to enable that to happen in a cost effective, seamless manner.

What honors, awards or commendations have you won over the past year?
I have to admit that I have not received any formal awards or commendations over the past year. I can also say, that I have never been happier or more proud of the work I am doing in both my personal and professional life. For the first time I can remember, it's not about me and my accomplishments, it's about the team and letting the results speak for themselves. Probably the biggest honor this past year has been to be highlighted by CRN as a Women of the Channel and to share aspects of my learnings with others.

Outside of your family, please name a woman you admire and why:
Meg Whitman, CEO of HPE is my role model. Meg not only has been a trailblazer and dynamic leader of companies such as EBay and HPE but she has raised a family and run for public office. Her philosophy of the 'Power of Many' is one that resonates strongly with me. Her innate belief that people will almost always do the right thing is the cornerstone of her team building and trust in the people she leads.

What advice would you give to young women who want to begin careers in technology?
Build and cultivate relationships with people that share your values and inspire you to be better than you knew you could be. Make time for these relationships even when you think you have no time. Reach out to people and get to know themgenuinely know them. Spend time asking them questions especially when you do not need anything from them other than to see how they are doing and if you can help them. Ask them for honest feedback and thank them for it. Lastly, make time to reflect, eat right, exercise & get enough sleep.

If you could be any movie character for one day in real life, who would you be and why?
Even though I relate best to the character played by Anne Hathaway, in The Devil Wears Prada, I would like to be Miranda Priestly, played by Meryl Streep. While I feel that I am confident and I do not shy away from difficult situations I am more of an influencer rather than being cut throat, powerful, and feared. Don't get me wrong, I do not want to be like Miranda on a daily basis but I do believe getting into her head and understanding why she leads that way would give me a broader perspective.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Florence, in the Tuscany region of Italy, is on my wish list for my 50th birthday. While I have been to Italy before, we did not make it to Florence. I would like to rent a villa and just experience the local culture with family and close friends. My vision is that we would drink some great wine and eat some amazing food while immersing ourselves in an area rich in history. I believe the pace, the sightseeing, and the overall experience would be a great way to set the tone for the second half of my journey!

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