Biography and Background:
Jody Len is the Sr. Director of WW Channel Sales at CrowdStrike, the leader in cloud-delivered next-generation endpoint protection, where she has led the organization's channel-first approach across the globe. She has more than 14 years of channel sales experience in the security space, including extensive experience driving revenue with and through strategic partners. Her background and ability to identify, enable and develop go-to market strategies with key partners has allowed her to drive innovation and rapid growth for the channel organizations she has ran. Jody began her career at Evolve (now Eplus) and then spent nearly a decade at Websense (now Forcepoint), where she was instrumental in driving sales and partner-led service offerings with solution providers, service providers and global consultancy firms. Prior to joining CrowdStrike, Jody ran the partner program at WatchDox, which was acquired by Blackberry in 2015. She's held memberships with the Executive Women's Forum and with Women In Technology International (WITI), where she has been active within its mentor program. She's also completed the Institute for Partner Education & Development (IPED) Channel Master's Degree (2007).
How have you personally helped advance your company's channel business over the past year?
Under Jody's leadership, CrowdStrike has fast become a Channel-first company with a rapidly expanding footprint in the U.S. and across the globe. In 2016, we launched the Elevate Partner Program to capture an elite ecosystem of technology partners, solution providers, system integrators and managed service providers that delivers security solutions and the expertise required to stop breaches. Since the launch, early adopters and new partner revenue skyrocketed with nearly 40% of the new company logos being derived from partners, of which there are 160 now in the program. Quarter-over-Quarter deal registrations have continued to exceed growth rates greater than 125%. She and her team take a quality vs. quantity approach to partnering and many of their partners leveraged the company's open API platform to build cybersecurity practices and services around CrowdStrike's technology and MSP offerings. Additionally, her team has invested significant resources for partner training and education in the last year, as they have accredited more than 200 partner engineers with technical Falcon 101 accreditations. This has resulted in high-growth sales opportunities and contributed to the company's impressive 100% increase in $1+million dollar deals and close to 300 % growth in Annual Recurring Revenue.
What are your goals for your company's channel business over the next year?
We plan to continue selectively invest time and money with committed partners who bring the most value and innovation to our joint customers. Our program will continue expand internationally, where we'll partner with select channel, service, and distribution partners. We'll launch Federal channels and distribution, and we'll launch an Inside Channel Account Management organization which will carefully select partners to join our mid-market (Corporate Sales) expansion team. We'll soon announce new incentive and enablement/training programs to help ensure that our partners have everything they need to be successful.
What honors, awards or commendations have you won over the past year?
I was named a 2017 Channel Chief by CRN. CRN Most Powerful Women of the Channel ( 2010, 2116), and 100 People in the Channel You Don't Know But Should (2015).
Outside of your family, please name a woman you admire and why:
Always I admire the fearless. Those who believe they can and so they do. I admire those who are not afraid to be unpopular, or unconventional. Anne Frank who stood up for what she believed, even though it was dangerous and unpopular. I admire those with curious and open minds. Travelers. Listeners. Storytellers. I'm eternally optimistic and believe that even against the odds, you can have it all. I admire ordinary women who choose to live extraordinary lives.
What advice would you give to young women who want to begin careers in technology?
First, become an informational sponge. Listen, read and learn as much as you can about who is successful and respected in the industry, what their strengths are, and how you will bring value. Take great notes and reference them later. Stay focused and never confuse activity with accomplishment. Build lasting relationships and remember that your ability to connect emotionally with people will take you farther than you ever thought possible. Who you know will take you further than what you know. Learn about key industry trends and challenge yourself and your partners to think outside the box.
If you could be any movie character for one day in real life, who would you be and why?
Gladly I'd step into just about any character that Meryl Streep has played! Who wouldn't want to be The Iron Lady (Margaret Thatcher) for a day? Or Julia Child (Julia and Julia), who I adore. Though flawed, Miranda Presley's character (in the Devils Wears Prada) certainly would fun and challenging to play! And then there's Meryl herself, who once said "Integrate what you believe in every single area of your life. Take your heart to work and ask the best and most of everybody there too".
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
This time of year, I'm dreaming of Sevilla, Spain - where I once participated in a Spanish-language immersion program. Spring is when La Feria comes to town and truly it's magical. The people, the food, the cobblestone streets and the beautiful buildings of Moorish influence! That said, one must always make time to cross new places of the old bucket list. Next I'd like to visit any city in Africa - or Peru. Bogota (Colobmia) is high on my list as well!
Unedited Content Provided By Participants