CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Carolyn Crandall

Chief Marketing Officer, Attivo Networks

Location: Fremont, CA


Number of years in current position: 2

Number of years involved with indirect sales: 32

Twitter Handle: @ctcrandall

Fun Facts:

Enjoys public speaking
Has a mentor
Is a mentor
Has a personal mantra
Had a lemonade stand
Has a blog

Biography and Background:
Carolyn has over 25 years of experience in high tech marketing and sales management, which includes an in-depth background of channel development and collaboration. At Attivo Networks, she is the Chief Marketing Officer responsible for overall marketing strategy, building company awareness, and creating customer demand through education programs, and channel and technology partnerships. She has created leading brand and awareness strategies as well as high-impact demand generation and partnership programs that have built new market opportunities for some of the industry's fastest growing high-tech companies including Cisco Systems, Juniper Networks, Riverbed, and Nimble Storage.

How have you personally helped advance your company's channel business over the past year?
Attivo Networks provides deception technologies for in-network threat detection in order to mitigate the risk of an expensive and brand damaging breach. The company shipped its first product in Q4 2014 and over the last two years has built up its customer and channel partner base. Since joining, I have developed the framework for the company's channel program, partner profitability models, and joint marketing programs. Additionally, I have built out our integration partner program that makes it easy for channel partners to provide customers with an adaptive security defense that includes prevention solutions (firewalls, NAC, SIEMs, Endpoint, etc.) that integrate with Attivo detection for the most comprehensive and responsive information security defense. The benefit to our channel partners is being able to provide technology innovation and extend the value of their current portfolio offerings in order to provide new incremental revenue opportunities. Prior to joining Attivo, I worked at Maxta, which is a hyper-convergence storage provider. Similar to Attivo, I built their channel partner program and created revenue growth opportunities for server system resellers.

What are your goals for your company's channel business over the next year?
Attivo is currently engaging with over 300 enterprise and government organizations. We are teaching them the value of deception technology and how it fits into their overall security posture to create an adaptive security defense. Attivo is commited to being a channel centric company and we are actively engaging our partners in these discussions and deals. Additionally, we are working closely with our strategic partners on business alignment and how we mutually create market demand and sales. Our goals are to grow our partner base proportionally to the market demand and in a way to maximize partner profitability.

What honors, awards or commendations have you won over the past year?
I was named again as a 2016 CRN Woman of the Channel as a result of my accomplishments within the cybersecurity industry, and for my continued work with channel partners. In addition, I was included in a roundup by AltoCloud CEO, Barry O'Sullivan highlighting Cisco alumni who are dominating Silicon Valley Marketing. I have also spoken as an industry expert on panels including the Fountain Blue leadership panel, and to Santa Clara University MBA students by invitation from Professor Kumar Sarangee. I am also speaking in June, by invitation, at the National FS-ISAC on defending healthcare against cyberattackers.

Outside of your family, please name a woman you admire and why:
My daughter recently did a school report on Sacagawea, and I was truly surprised at what this woman was able to accomplish at such a young age. At 16 years old, she was pregnant and led the expedition of Lewis and Clark to Fort Mandan. During this five month journey, she was the only woman and demonstrated immense bravery and dedication to lead these men to their destination. She is a great woman to admire for her leadership, commitment to her son, and strength to succeed, even in the most undesirable situations.

What advice would you give to young women who want to begin careers in technology?
I recently spoke on a panel at Santa Clara University to a group of MBA students. The advice I gave them was to be curious and always willing to learn. Some of my best experiences for were when I was entrusted with something big or new that I didn't always have the experience for. This challenged me to innovate and take chances. In the end, there is nothing more fulfilling than looking back at your accomplishment and realizing the power in what you can do, when you set your mind to it.

If you could be any movie character for one day in real life, who would you be and why?
Wow, tough choice. If you mean cartoon characters, definitely Batman. Why? Because he gets cool gadgets, fast cars, does good deeds, and has swagger like no other. If a real-life movie character, then I would love to be Julia Roberts, since she is funny, quick-witted, and has such poise. Though that choice is still a tough call, since Tina Fey is hilarious and how fun would it be to help create a Saturday Night Live show? Just awesome, I would say.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would love to travel to Vietnam to see the mammoth caves that are said to hold entire jungles and lakes. Son Doong Cave ( recently opened to the public in 2012) or Paradise Cave would be incredible to see. I also hear that the people are extremely friendly and that it is surreal to see the markets and taste the local foods. I think this would be a fantastic trip to experience the culture and see the beauty of both the mountains and beaches that make up this country.

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