CRN 2017 Women of the Channel Details

Lara Pryor

Director of Partner Marketing, Armor

Location: Richardson, TX


Number of years in current position: 1

Number of years involved with indirect sales: 20

Twitter Handle: @LaraPryor

Fun Facts:

Has a female boss
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
Can ride a motorcycle
Had a lemonade stand
Always wanted to be an Olympian
Has a blog

Biography and Background:
I am a senior marketing professional with 20 years of experience in the partner ecosystem. My focus over those years, and what has become a passion of mine, is working to enable Managed Service Providers through defined marketing programs to ensure success in the enterprise software and high tech industry. My journey began at Microsoft in 2000 as a Partner and Customer Technical Evangelist, eventually moving into a role as Senior Partner Marketing Manager where I created and deployed a comprehensive, integrated sales marketing plan for the South Central region of the United States. As a result, I not only met corporate accounts' pipeline, revenue, customer and partner satisfaction and scorecard results, I exceeded them. I have recently joined Armor to take on the opportunity of building out the partner marketing program that will be vital to their go-to-market strategy of providing channel-friendly cloud security solutions.

How have you personally helped advance your company's channel business over the past year?
In April 2016, I joined Armor to build upon the partner marketing program. Over the past year, I developed content needed to recruit our current 60+ Armor Guardian Partners and built a tailored Go-to-Market (GTM) plan for each type of partner we have. I have successfully directed the development of the partner onboarding and enablement process, and delivery of learning content, as well as empowered each partner with the necessary assets and marketing plan that serve as the foundation for success in selling Armor solutions. Additionally, I have created a GTM strategy between Armor and Alliance Partners - Microsoft, AWS, VMware & Trend Micro - while cultivating strong relationships between each partner, resulting in co-sell opportunities with partners and sellers.

What are your goals for your company's channel business over the next year?
• Establish Armor Anywhere as the No. 1 security solution in the public cloud. • Recruit 100+ Armor partners giving Armor 200 percent YoY growth on the partner scale. • Successfully and seamlessly onboard and enable each of the 150 partners, leading to growth of Armor Anywhere sales through our channel business. • Grow Armor revenue through the Armor Guardian Partners by 40 percent, resulting in 100 percent growth YoY growth.

Outside of your family, please name a woman you admire and why:
My close friend and former colleague, Tami Anders, persevered through a life-threatening illness during pregnancy, and is now the proud mother of two children under the age of three. Once recovered, Tami saw the opportunity to leave a well-established and promising career at one of the world's most dominant companies to pursue a career in a much smaller managed service provider as the VP of marketing. In this position, she valiantly led the company through a complete rebrand, opened new markets and opportunities through her extensive industry expertise, and developed results-oriented marketing plans that drove to a consistent business objective.

What advice would you give to young women who want to begin careers in technology?
When I began my career, I thought there was nothing that could stop me from climbing the corporate ladder. That changed after I had my first son when I questioned being a full-time working mother. I continued working because I needed to demonstrate to my children that I was strong enough to balance career and family. My advice is to allow yourself to question decisions because it provides thoughtful reflection. Priorities will change, which is to be expected. The technology business is challenging, you must continually educate yourself and understand all sides of the business from technology to relationships.

If you could be any movie character for one day in real life, who would you be and why?
Emma Stone from LaLa Land because just like this fiery redhead, she never gave up on her dreams!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
My bucket list item of is to travel to Kamwenge, Africa with my church to help bring schools and technology to young women. I feel called to enable young women to be healthy, educated and functional adults. I have been a mentor to a young woman in local Austin school for ten years and I am passionate about mentorship. I would love the opportunity to be able to extend what I am currently doing to reach broader communities of women with my church on an international scale.

Unedited Content Provided By Participants