CRN 2017 Women of the Channel Details

Fran Harrington

Northeast Regional Midmarket Manager, Eaton

Location: Providence, RI


Number of years in current position: 1

Number of years involved with indirect sales: 25

Twitter Handle: @N/A

Fun Facts:

Enjoys public speaking
Has an advanced degree
Has a mentor
Is a mentor
Loves Spotify
Has completed a marathon
Has written a book
Always wanted to be an Olympian
Has a blog

Biography and Background:
Fran Harrington has been in the IT channel for over 20 years, nine of those years with Eaton. Fran currently serves as midmarket manager for the Northeast team, where she works with partners to develop comprehensive revenue strategies selling Eaton's power management solutions, including hardware, software and services. Prior to her career in the power industry within IT, Fran worked in the areas of marketing, communication consulting and education. She holds a PhD in English with a concentration in rhetoric from the University of Rhode Island and a Master's degree from the University of Chicago.

How have you personally helped advance your company's channel business over the past year?
Eaton made some exciting changes in 2017, none bigger than reorganizing our teams and dedicating additional resources to the midmarket segment. After reorganizing our teams, a major focus for us this year was to train this team, which had previously sold direct, to understand the nuances of channel sales, an initiative I personally led. The goal was to execute a strategy that would enable us to achieve our goals in terms of revenue and scale within the channel. And while this transition is still in process, we've activated a new sales force and advanced the business by letting our new team experience the value of the channel. We continue to work against specific metrics such as number of certified partners, number of new end users and alliance messaging receptiveness.

What are your goals for your company's channel business over the next year?
Our goal as we continue the transition in the sales team is to truly enable our new midmarket team through education and training in the field. We are well on our way to achieving this and, when complete, we will be able to approach the market as a unified team. Additionally, we aim to continue leading in the industry with messaging around our industry Alliances, which bring together some of the top IT leaders in the industry. We want to enable our partners to help their customers execute a comprehensive power management strategy throughout the full IT lifecycle.

What honors, awards or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
One of my most admired women is Joan Benoit Samuelson, a gold medalist in the 1984 Summer Olympics the year the women's marathon was introduced. I met Joan in the early 1990s during a road race in Maine, and she actually asked me to run with her that week and subsequent times when I visited Maine. Joan clearly slowed her pace to match mine, and her humility profoundly altered my view of competition. A champion is confident in her own skin and competes on all cylinders, when the game is on.

What advice would you give to young women who want to begin careers in technology?
It's important to recognize that a career in technology takes many shapes. You don't necessarily need to have a background in programming or computer science to enter the technology industry. You can leverage your unique talent, whether its finance, communications, mathematics, etc. - the industry needs a range of competencies and accepts diversity. The most important qualities are a hardworking attitude and the ability to adapt. Think about the industry as a true career. It tends to evolve, but chances are you have the right skills to thrive.

If you could be any movie character for one day in real life, who would you be and why?
I'd want to be a superhero - Wonder Woman, Captain Marvel, etc. - just so I could experience what it's like to be superhuman and invincible.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I've heard Prague is the most spectacular place and have never been, so that would be my choice. I've traveled to other beautiful European cities but have yet to explore Prague, which is something I'd like to experience one day.

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