One of our "Power 100 Vendors"
Location: Palo Alto, CA
Number of years in current position: 3
Number of years involved with indirect sales: 19
Biography and Background:
Colleen Kapase graduated from University of Washington, Foster School of Business Administration going into her first role as an analyst at a boutique channel consulting organization, MSI Consulting, based in Seattle. After working on channel strategy for clients including Compaq, HP, Inktomi and Citrix she joined the Citrix channel headquarters team in Florida. Concluding five years and working her way to Director of Channel Programs at Citrix, including an EMEA and Asia Pacific headquarters assignment for a year each respectively, she then chose to join VMware and never looked back. Completing nine years at VMware, Mrs. Kapase has launched deal registration at VMware, transforming the formerly VIP partner program to the improved VMware Partner Network (VPN), launched partner competencies to enable partners to build practices around all seven of VMware's solution areas and most recently is accountable for training over 200K individuals worldwide on VMware.
How have you personally helped advance your company's channel business over the past year?
We have restructured incentive programs to reward partners for generating new opportunities instead of transacting opportunities. This resulted in a strong growth of partner-created sales for VMware across our broad range of products.
What are your goals for your company's channel business over the next year?
My goal for VMware's channel business over the next year is to the get the partners proactively selling our advanced technologies including networking virtualization, storage and security and management products.
What honors, awards or commendations have you won over the past year?
I was awarded the VMware EPIC2 Achievement Award. The EPIC2 Award goes to five employees at VMware each year (out of 20,000+ employees). EPIC stands for Execution, Passion, Integrity, Customer and Community. I was also named to CRN's Channel Chief list in 2016 and 2017, and was honored as VMware's first female Channel Chief.
Outside of your family, please name a woman you admire and why:
Betsy Sutter, VMware's chief people officer. I think she is doing a great job identifying ways in which we can improve how women and minorities are represented within VMware, and even in the industry, by doing things such as hosting the event, Women Transforming Technology, here at VMware. Betsy is also driving some of our VMware initiatives, including Women Who Code. I am incredibly awed by her ability to just tackle the issue of diversity in the technology industry.
What advice would you give to young women who want to begin careers in technology?
I believe the channel is a great opportunity for women; it leverages some of our core capabilities as females, such as communication and networking, while still having a technical background. I think there are just not enough female channel chiefs.
If you could be any movie character for one day in real life, who would you be and why?
Tom Hanks, because it would be interesting to see what it's like to be a really good guy. He always plays a really good guy in movies, such as "Sleepless in Seattle."
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Kenya, Africa to see all kinds of animals before they become extinct.
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