CRN 2017 Women of the Channel Details


Biography and Background:
Sandy Janes is Director of Worldwide Partner Programs at Infoblox. With over 20 years of channel experience, Sandy has worked with valued partners in various roles including channel messaging, go to market strategy, and partner programs. Sandy began her career working for Nortel in planning and market development, responsible for identifying new markets for emerging channel providers. She used the experience she gained within the service provider segment to develop go to market messaging for both the channel and end customers. After Nortel, Sandy joined Mitel where she built channel friendly ROI tools and vertical messaging. As partners adopted the messaging, Sandy built a global vertical team with the partners that achieved success in key vertical markets including retail, education, hospitality, and health care. Several vertical spin-off companies emerged from the work that resulted from the identification of vertical specific applications. Most recently Sandy developed partner programs for Mitel and Infoblox.

How have you personally helped advance your company's channel business over the past year?
At Infoblox, I created a new partner program that rewards partners for pipeline creation and adding value throughout the sales cycle. The program rewards partners at the reseller and distributor level to encourage growth within both sides of the two-tier model (reseller and distributor). The new global program sets a common channel strategy with localized execution to accommodate for market differences and emerging regions. Our partner training has also evolved to align with our expanded portfolio. We now offer competency tracks for security, network automation, and reporting. Smaller partners can select where they want to invest while larger partners are rewarded for investing across the entire portfolio at advanced levels. To further incentivize partners to grow their business with our security solutions we offer an attractive rebate for achievements in this market. Over time we will reward partners with continued success in key markets with specialist designations. Additionally, new channel tools including an updated deal registration process and new partner dashboard were launched to align with the new program.

What are your goals for your company's channel business over the next year?
Key goals over the next year include the acceleration of top line growth through increased investment in our partner community. We will expand the depth and breadth of our training curriculum to develop stronger partners that are increasingly capable of adding value to our end customers. Infoblox has expanded its investment in distribution to assist in evolving our reseller partners. We will continue to build on the competency tracks to establish specialist partner designations (e.g. Security Expert).

Outside of your family, please name a woman you admire and why:
I admire Michelle Obama for her dedication to making a real difference in the lives of women and children. Her accomplishments as a lawyer and writer balanced with her role as a mother prove that we can have it all. She inspires me whenever I hear her speak.

What advice would you give to young women who want to begin careers in technology?
Learn to become comfortable working outside of your comfort zone. Take risks, learn from your mistakes and don't let them hold you back. As women, we tend to strive for perfection, we wait until we may be over qualified before taking a promotion, we tend to think about the execution over the strategy. As you evolve your career, make a continued effort to set a regular cadence of taking on new challenges.

If you could be any movie character for one day in real life, who would you be and why?
For an exciting 24 hours guaranteed to deliver an experience of a lifetime, I would want to be Dian Fossey in Gorillas in the Mist in her early days in the Congo. She gave her life to the study of primates. Her work in cataloging and studying the rare mountain gorillas of Africa would be an experience of a lifetime. Her persistence and dedication to help save the gorillas has been credited from saving this species from extinction.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Chiang Mai, Thailand. I want to explore the history, architecture, temples and food of this northern city. Ideally, I would visit during the Loi Krathong festival to see the thousands of floating banana leaves and sky lanterns. I'd also plan a stop at the Baanchang Elephant Park, a non-profit dedicated to rescuing elephants and providing them a high quality of life.


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