CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Diane Fanelli

SVP and GM, Global Channels & Platform GTM, SAP

Location: Newtown Square, PA


Number of years in current position: 1

Number of years involved with indirect sales: 3

Twitter Handle: @Diane_Fanelli

Fun Facts:

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

Biography and Background:
Diane Fanelli is senior vice president and general manager, Global Channels and Platform GTM. In this role, she heads SAP's ISV, VAR, Developer, and Startup businesses, working closely with partners to build new SAP and partner sales channels and accelerate revenue growth, leveraging SAP's innovation platform including: Analytics, SAP HANA, and SAP Cloud Platform. Diane joined SAP in March 1994 and has 23 years of IT experience with a diverse background in go to market strategies, customer engagement, consulting management, pre-sales and pre-sales management, and industry market development in North America and Asia Pacific Japan. Diane has extensive knowledge of SAP applications, cloud, and technology. Along with her executive management role, Diane is the Global Customer Operations executive sponsor of Diversity as well as executive sponsor of the SAP Veterans to Work program, established to alleviate the shortage of highly skilled talent in the technology industry and help our veterans.

How have you personally helped advance your company's channel business over the past year?
Last year, SAP CEO, Bill McDermott, set a clear vision for our company in stating that we are extending empathy toward our customers. My goal has been to extend that same capacity to our partners. With this in mind, I have directed my organization and other teams within SAP to look at our business from the perspective of our partners--with empathy and the goal to make our partners successful. We are simplifying our portfolio, increasing the availability of APIs, enhancing our partner GTM program, and extending and expanding opportunities to make partner engagement more inclusive and effective.

What are your goals for your company's channel business over the next year?
I have three distinct goals for our partner business this year: 1. Increase SAP/Partner revenue growth. 2. Simplify partner solution adoption. 3. Simplify engagement with SAP and improve the go-to-market experience. Essentially, I want our partners to be able to say we've helped them adopt and integrate our solutions quickly and easily by simplifying our solution adoption experience; we've helped them get to market more effectively by being easier to work with; and they've increased their revenues (and SAP revenues) because we've given them the support, information, and resources they need, in a timely and efficient manner.

What honors, awards or commendations have you won over the past year?
Just over a year ago, I was a recipient of the Most Powerful Women in Philadelphia award.

Outside of your family, please name a woman you admire and why:
I've always admired Eleanor Roosevelt, who never took a back seat. She had her ideas and opinions and proved that if you're passionate about something, you have to keep pushing your cause. More recently, I have become an admirer of Angela Merkel. She stands her ground amidst controversy at home and around the world. She is a brilliant, compassionate, and empathetic woman who truly knows herself and is strong enough to stand up for what she believes in, regardless of the political climate.

What advice would you give to young women who want to begin careers in technology?
Don't sit back and let someone else chart your journey. Be curious and commit to a fast pace of constant learning and communicate what you want and need for advancement at every life stage.

If you could be any movie character for one day in real life, who would you be and why?
I would be Rey from Star Wars: The Force Awakens. Rey is a tough Jakku scavenger who doesn't even consider hiding behind a man when she finds herself in trouble because of BB-8. Finn is surprised when he tries to offer her help and she rejects it, but then quickly realizes he needs her. Plus, she gets to ride that cool speeder she put together, she fights Kylo Ren with a light saber, and she's completely unselfconscious and confident in her abilities.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I've been all over the world but I've never been to Fiji. So I'd like to go to Suva, the capital city, and see how the government runs, how business runs, etc. Then from there, I'd like to go to Rakiraki to check out the history of Fiji--it's believed that this is where the earliest human settlements in Fiji began.

Unedited Content Provided By Participants