One of our "Power 100 Vendors"
Biography and Background:
Stephanie Dismore is vice president and general manager, U.S. Channels, at HP Inc. In this role, Dismore is responsible for leading and managing all aspects of HP's commercial and consumer channel sales in the U.S., spanning distribution, national solution providers, regional VARs, public sector, and SMB partners in the commercial channel, as well as retail partners in consumer electronics, office product super stores, regional retails, e-tail and specialty channels. Dismore is also responsible for overseeing all channel-related partner planning, development and programs for the Americas region. During her 18-year tenure at HP, Dismore has held a variety of leadership positions in sales, marketing and channel roles. Most recently, she served as vice president and general manager of the Americas commercial channel with primary responsibility for HP's U.S. commercial channel business and Americas channel partner development and programs. Prior to that, Dismore led the U.S. consumer business where she was responsible for the development of go-to-market sales strategies for HP's retail and online channels. Dismore resides in Austin, Texas with her two children.
How have you personally helped advance your company's channel business over the past year?
We are a partner-led company - we do almost 90% of our business in the channel. So HP is a channel company first and foremost, and since our separation from Hewlett-Packard in 2015, we have continued to double down on our partner strategy. In FY16, we moved more of our business to the channel; 18 months ago, it was 80% of our business, and now we're at 87%. We launched breakthrough products in our core business, especially in commercial mobility (i.e., HP Elite x2, then the x3, which is a brand new category of computing) and A3, both of which represent massive growth potential for partners. On top of our product innovation, we've modified our channel infrastructure to drive operational efficiency through a revamped Partner First program. Updates include new specializations for partners to achieve more rewards and simplified compensation models that significantly reduce the number of variables on which partners are measured. From an infrastructure perspective, we're continuing to drive partners in line with the market shift from transactional to contractual business models by offering more services that generate recurring revenue and stronger relationships for partners and their customers.
What are your goals for your company's channel business over the next year?
I have two key objectives for the channel:1. To continue to enable the channel to dominate in HP's core business across Personal Systems and Print. 2. To help position the channel with new opportunities that will drive growth, specifically around DaaS, Commercial Mobility, and Security Solution across the entire portfolio. As a channel partner, staying ahead of market trends and being able to create the right experience for customers is key - and we're helping them to do that, from a traditional ITDM perspective through to the new way of selling to millennials.
What honors, awards or commendations have you won over the past year?
I was recently included in the 2017 CRN Channel Chiefs list. As a member of the channel community for almost 20 years, it's an honor to be a part of such a prestigious group! I've also been awarded to the 2016 Women of the Channel. As a female executive in tech, it's critical to bring awareness around women in our roles. I'm proud that CRN is helping to showcase these successful examples, as a model for the future female leaders of the channel.
Outside of your family, please name a woman you admire and why:
I admire Tory Burch. Outside of the fashion empire she created on her own, which in itself is an impressive feat, I'm inspired by her focus on philanthropy. Tory's focus on supporting and helping women in underprivileged countries to help them create their own business is something we should all look to replicate.
What advice would you give to young women who want to begin careers in technology?
I'd give the same advice to any young person wanting to begin a career in tech: do what you love. Today, every company is a technology company; once you find the place you want to start your career, whether tech or fashion, you need to do two things: stand out and shine. For women in tech, it's easy to stand out, but to "shine" is a bit more difficult. "Shine" will happen if you are doing what you love - driven by a natural will to win because you are operating in your strengths.
If you could be any movie character for one day in real life, who would you be and why?
Erin Brockovich. As a leading voice for female empowerment, she is a self-proclaimed rebel, fighter, mother and woman. All of those things are qualities are things that I can identify with, that make me feel empowered too. One of my biggest focus areas this year is taking my passion to empower my team - which is why Erin's story resonates so much with me. In order to shine at the work you do - you must be driven by a will to win, something that Erin embodies.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I'd love to go to Johannesburg. From the culture of the city, to the natural beauty of the South African land and animals - it would certainly be different from many of the other cities and countries I've visited before.
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