CRN 2017 Women of the Channel Details

Devi Madhavan

Vice President, Channel Sales & Enablement, DataCore Software

Location: San Francisco, CA


Number of years in current position: 3.5

Number of years involved with indirect sales: 15

Twitter Handle: @DataCore

Fun Facts:

Is fluent in another language
Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra

Biography and Background:
Devi is a business leader with expertise in building and managing large scale programs for field sales, partners, and customers. She has a passion for driving Go-to-Market strategy and adoption for innovative technologies that are disruptive to the market place. Devi's leadership experience spans quota carrying sales, field enablement, technical training programs, and sales operations at DataCore Software, Cisco Systems, and Brocade Communications. Devi currently runs Channel Sales and Field Readiness functions at DataCore Software. Prior roles included starting up Cisco's training organization in Bangalore, India; Head of Solutions University (Cisco Sales); lead for Certification Programs at Cisco's Networking Academy; and running the Education Services team at Brocade Communications. Devi has been involved with Networking, Data Center/Virtualization/Cloud, Video/Audio, Security, Mobility, and other SaaS Business Applications. Market segments she has worked in include, enterprise and mid-market, as well as SMBs in Healthcare, Financial Services, Education, Government, and Retail. Devi's education is in Industrial Engineering and Organizational Psychology with a special focus on leadership/skills development, building trusted advisor relationships, cross-cultural communications, organizational development facilitation, and coaching for maximum performance. Specialties: Cross-functional, sales enablement, channel partner programs, field performance benchmarks/ KPIs, pipeline/forecast methodology, sales process & tools (Salesforce CRM), and Go-To-Market (GTM) planning/

How have you personally helped advance your company's channel business over the past year?
1) Onboarding and enablement of 34 Target Partners - Established an entirely new base of Target Partners as go-to resellers. Established a partner enablement strategy and 2016 joint partner plans for all of the new Target Partners. This included: - Revising and updating all onboarding documents and developing new tool kits and cheat sheets (including "Customer Opportunity Triggers"). - Finalizing bill of materials (BOMs) with certain partners. - Evangelizing DataCore for partners' server/storage and sales professionals. - Marketing enablement - such as demand generation plans as well as roadshow/events. 2) Broadened Partner Ecosystem to include key alliance partner (and now reseller) Lenovo - Executed high-level go-to-market plan with Lenovo, which included - targeted sales campaigns to win lighthouse accounts that validate the partnership. Full DataCore launch at Lenovo (including training). Broad-based external marketing campaign to expand adoption and drive sales. 3) Channel Team: Developed the New Organization - Built the new Americas Channel Team from scratch. Instilled a new sense of alignment within the team and alignment with Sales Directors and Customer Care to best deliver revenue. Also developed a laser-sharp focus on Target Partners as far as new customer acquisition, existing customer expansion, and overall account-based partner enablement.

What are your goals for your company's channel business over the next year?
1. Onboard Partners (doubling our reach and scale through Lenovo's ecosystem), specifically taking our newest joint appliance with Lenovo to market - the DX8200D. 2. Promos and incentives - offering additional margin for net new customers that a partner brings to us. Offering free DCIE training to those partners that are strategic. Seeding a few accounts to where we have larger account expansion opportunities. Currently realizing at least 50% revenue growth due to these programs. 3. Launching a brand new product to the channel called "DPS" (for DataCore Parallel Server), which is currently in the lighthouse account and partner phase.

What honors, awards or commendations have you won over the past year?
1. CRN Channel Program Award in 2016 and CRN Channel Chief Award in 2016 (two separate awards); awarded by CRN. 2. Recognition through the Los Altos Education Board for actively driving School PTA, fundraising programs, and the (GATE) Gifted and Talented Education programs (received a certificate through Los Altos School District). 3. Recognition for my leadership on the launch of the Lenovo DX8200D Powered by DataCore appliance (recognition from DataCore CEO - George Teixeira celebrating the launch among our channel partners on March 14, 2017).

Outside of your family, please name a woman you admire and why:
Amazing women have served humanity at large and specific communities very well because of their passion and dedication. Someone I have admired is Maria Montessori, not only because she believed in education, but experiential learning. Her programs were originally designed for children that were challenged and needed to "visualize" to learn. She took the methodology of learning and applied it to children who were extremely bright. Maria was from Rome, however, her learning strategies have been replicated worldwide with much success, especially for young children. Even in business, we learn through our empirical experiences, engaging with people and being hands-on.

What advice would you give to young women who want to begin careers in technology?
Go into technology because you have a passion for it in terms of how it can impact the larger good, not because of the financial reward. There are many areas in technology wherein one can focus. My recommendation is to research companies, find a mentor, get an internship, etc., to see if it something you want to pursue. Talk to other women that have careers in technology. Also, as a woman, work/life balance is often important to us. As a result, I urge young women to strike a balance and to look for professions that encourage and support that.

If you could be any movie character for one day in real life, who would you be and why?
I would choose Ilsa Lund (played by Ingrid Bergman) in the film "Casablanca." The time in which the movie is set is appealing as is Casablanca, Morocco itself due to its history and the role that it played in World War II. The movie portrays commitment, loyalty, honor, and love. Ilsa was torn between two men and put in a very difficult place due to life's circumstances. She made the best of the situation by bringing out the best in both men. That's the true power of women; knowing how to be sensitive and making tough decisions in unforeseen situations.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would like to go to Cairo, Egypt. There is so much rich history and a trip to the pyramids would be of personal interest. Another one of my favorite movies is "The Ten Commandments." I would feel like I could re-live some of the history by being there. A cruise down the Nile would feel very special as well. Not to mention - that I love Mediterranean and Arabic food. I can also speak some Arabic!

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