One of our "Power 100 Vendors"
Biography and Background:
As Vice President of Cloud Sales for Mitel Channel, I drive the overall sales strategy and execution for the fastest growing cloud provider in the world. I've spent the last 25 years leading high performance sales teams in the ever-evolving technology business. I began my journey into technology sales back in the 80s with Pitney Bowes selling word processing equipment that was at least five times the size of a desktop computer today. I learned early on that while technology solved a lot of business problems, people bought from people they liked and trusted. I made it my mission to be the trusted advisor customers counted on to provide the right solution. I continue to this day coaching others on the refinement of those skills. With four grown sons, I now enjoy spending my free time traveling the country with my husband, an avid photographer. With the advancement of digital technology, we are capturing wonderful memories that will live on for future generations.
How have you personally helped advance your company's channel business over the past year?
The tremendous growth we experienced year over year in our channel business is a direct result of listening to our partners and understanding their challenges in adapting to a different business model. With the cloud UC market growing more rapidly each year, many partners find they struggle with losing visibility with customers and managing cash flow in a residual income model. We developed a program to give partners more control over their customer's implementation experience which provided additional upfront revenue and increased residual payout for ongoing Tier 1 and Tier 2 support. The program provides partners who have no desire to build and host their own offering a way to build a lucrative cloud practice. In addition, we totally revamped our cloud partner onboarding program with very specific steps to ensure partner success in the first 120 days. Statistics show that partners who produce in the first 120 days are four times as likely to achieve assigned revenue targets.
What are your goals for your company's channel business over the next year?
The goal is to continue to drive 30 percent year-over-year growth by leading and enabling our partners in building a robust cloud business; making them less dependent on revenues from premises-based sales in flat or declining market. We are making investments in national and strategic channels with a goal of gaining a minimum of 20 percent market share. We will streamline our quoting and order process creating a frictionless environment and making it easier for our partners to do business with Mitel.
Outside of your family, please name a woman you admire and why:
J.K. Rowlings. She built an empire in a genre that was previously dominated by men. She was a master negotiator and the first person, male or female, to secure royalties for e-books paving the way for future authors to capitalize on the digital transformation of the publishing business.
What advice would you give to young women who want to begin careers in technology?
The one thing you can count on is that technology continues to evolve. You must evolve with it. Someone told me years ago that learners are earners and there is no greater example of that than the technology industry. In many ways, there is no better industry to be in, as it enables advancement in many areas - from medical breakthroughs to solving everyday business challenges.
If you could be any movie character for one day in real life, who would you be and why?
Tess McGill from Working Girl. Who wouldn't love to revisit the 80s? I love what this character represents. When you're smart, it matters not where you come from or how much formal education you have, you find a way to be heard and a way to win. I'm also intrigued by the world of mergers and acquisitions. Putting the right companies together to create an even better company has to be one of the more adrenaline-filled careers one can have.
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 told, the Amalfi Coast is one of the most picturesque places in Italy with some of the friendliest people. Everyone I've spoken to about this area remarks how full of life the people are and what appreciation they have for their heritage. The landscape of steep cliffs and beautiful water are a photographer's dream. I often imagine my husband and I walking through all the little towns, taking in the culture and savoring the unbelievable cuisine, completely guilt free.
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