One of our "Power 100 Vendors"
Biography and Background:
Worked in channel at CA for 7 years: OEM and Service Partners. Worked in channel at VMware for 12 years: Channel alliance (onboarding Dell to sell VMware OEM and Resell) started first SI program, built Solution Provider 2.0 program, ran Solution Provider RTM as WW VP. I recently joined IBM to help transform the channel to recruit, onboard and activate ISVs, CSPs, MSPs and build out entire ecosystem end to end for IBM Analytics, largest Software Business Unit. Additional responsibilities within 60 days now include WW digital sales and entire WW IBM analytics commercial segment (which is run by digital and BPs - no F2F sellers in commercial segment) Approx $1B responsibility.
How have you personally helped advance your company's channel business over the past year?
I have created the COE (center of excellence) which is responsible for channel ready offerings, partner selection criteria, partner enablement, and partner programs & incentives. Additionally, we have developed services IP sharing for practice development, for all partner ecosystem types through the DataFirst workshop methodology and a 1-2-3 initiative: IBM leads once, Partner leads twice, IBM shadows three times. We have developed learning roadmaps for 7 new competencies and refreshed over 300 pages of learning content with over 60% increase of downloads y/y. We are building a badging system for personification. We have grown SaaS revenue in the last 6 months over 225%, leveraging bridge to cloud for over 500 active partners and provided an easy gateway to build CSP and MSP IBM analytics practices. For ISV partners, we have minimized contracts into template use cases and created different revenue share models. The Analytics BU team grew SaaS revenue over 100% y/y. Finally, combining integrated digital sales and business partner teams resulted with shortening lead passing window by 50%. In addition, the Digital route provides partner onboarding and management through a scalable model to service our fast- growing partner ecosystem
What are your goals for your company's channel business over the next year?
Continue to accelerate our SaaS business through partners and ensure our workloads are being activated for further expansion with our customer base. We will be developing more assets and content of workload provisioning and activation to augment partners XaaS practices for hybrid models of on prem and SaaS. The ultimate goal is to make IBMs partners best in class for on prem, hybrid and cloud to provide our customers white glove service for their analytics needs. We will continue to build all ecosystem RTMs through CSPs, MSPs, ISVs, SIs and leverage Digital Sales and our partnerships with VADs
What honors, awards or commendations have you won over the past year?
Women of the Channel 2013, 2014, 2015 and Top 100 2016, Recently joined Women of the Channel Advisory Board on behalf of IBM. While at VMW in 2016, I was awarded global EPIC award two times (one for passion and one for community) for the work done while on the VMwomen Council.
Outside of your family, please name a woman you admire and why:
Hillary Clinton Rodham. Regardless of political beliefs, the history she made in 2016, on behalf of women. "And to all the little girls, never doubt you are valuable, and powerful, and deserving of every chance and opportunity in the world to pursue and achieve your dreams"
What advice would you give to young women who want to begin careers in technology?
GO FOR IT! Do not hesitate. A career in technology does not mean you must be a programmer or a computer scientist. It can involve, marketing, communication, business development, or supply chain for example. It is multi-faceted, exciting and challenging. The industry is fast- paced and high growth with many career opportunities. Based on the last two decades of my personal career, there has never been a better time for female talent in technology from individual contributor to executive.
If you could be any movie character for one day in real life, who would you be and why?
Hopefully Netflix Binge Counts: Daenarys Targaryen from Game of Thrones. She is the mother of dragons, she rallied a whole army of the Unsullieds, and she is actively growing an army to take back the Throne. A plus: She can walk through fire unscathed. All of this would be fantastic to bring to the table in the executive role I serve in channels at IBM!!!! Enough said. :-)
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Rome, Italy. Of all my personal and business global travels, I have never been to Italy! I'd visit the Vatican and I'd love to meet Pope Francis. It would be a spiritual journey.
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