CRN 2017 Women of the Channel Details

Joan Groleau

North America Channel Director, Ipswitch, Inc.

Location: Lexington, MA


Number of years in current position: 2

Number of years involved with indirect sales: 19

Twitter Handle: @jgroleau

Fun Facts:

Has a female boss
Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Has written a book
Had a lemonade stand

Biography and Background:
Joan is an experienced business professional with proven expertise in the building and development of channel programs, marketing and sales strategies, lead generation programs, channel partner and client relations, operations, and the development and management of high-performance teams. She first joined Ipswitch in May 2015 as the Director, North American Channel Sales. In that time, she has architected and implemented the realignment of Ipswitch's North American channel team so that all communications, sales, demand generation and acquisitions with key partners are aligned with Ipswitch's mission to help small business and enterprise IT teams successfully navigate an increasingly complex IT environment. Joan was named CRN's 2016 Women of the Channel, and was also appointed by Ipswitch's CEO to be part of the company's People & Culture Advisory Committee, which is an internal team comprised of cross-sectional leaders responsible for defining and nurturing Ipswitch's revered work and social giving culture. Prior to Ipswitch, Joan held senior management positions with Plex Systems, Inc., Progress Software, and Pegasystems.

How have you personally helped advance your company's channel business over the past year?
Our partners have told us that 10-minute trainings, live and video, would help them increase participation and reduce time off the floor. We implemented a new program built on a micro-training curriculum where each concept is broken down into small chunks. This resulted in tripling partner participation. We also introduced QBRs (Quarterly Business Reviews) into our distributor and reseller community that resulted in planning with goals and programs to drive results collaboratively. Additionally, we invested heavily in partner tools, communications, demand generation and vertical programs: •Tools - created new program for enablement videos - Ipswitch QuickSmart Sales Series. 3-minute videos and podcasts on how to sell, thought leadership interviews with product experts, and joint partner sales wins. •Communications - Ipswitch Intel from Mary Beth - a personal bi-monthly email from our very own Mary Beth. This text only email features product news, promotions and incentives. •Demand Generation Programs - to generate deal registration and new revenue. •Vertical Programs - developed jointly with sales and select partners to go deeper in vertical markets - increased our product sales. •Team - added an account manager to the team to provide 1:1 alignment with our Gold and Silver partners.

What are your goals for your company's channel business over the next year?
• Increase overall percentage of company revenue that comes through the channel • Develop and distribute fresh sales enablement and empowerment programs to our partners to improve their ability to effectively sell and close new business. • Increase the amount of net new accounts coming through partners • Add a select group of new strategic partners

What honors, awards or commendations have you won over the past year?
• CRN 2016 Women of the Channel - Successful Realignment of the Company's Partner Program to Help IT Teams Everywhere Better Manage Increasing Network Complexity • CRN 2017 Channel Chiefs - successful alignment of Ipswitch's North America partner program with the company's EMEA (Europe, the Middle East and Africa) and ROW (Rest Of World) initiatives to create a global Partner Synergy Program that addresses each individual partner request, while customizing their needs from a cultural or regional standpoint

Outside of your family, please name a woman you admire and why:
Fran Senory. She is the President, co-founder and co-owner of Sencommunications™, Inc. A Nationally Certified Woman Business Enterprise and Woman Owned Small Business with over 27 years of experience in the Business Communications/UC Products and Services Industry. I admire Fran for her graciousness in all things and her profound strength in business and in life. She is also a fantastic mentor and her daughter has recently taken over running the business. Great legacy!

What advice would you give to young women who want to begin careers in technology?
Own it, be prepared, do your homework, get involved, and be yourself! Don't try to follow some stereotype of who you think you need to be - or what you think people want you to be. I believe that if you show up prepared, ready and willing to work hard, that you will most certainly succeed.

If you could be any movie character for one day in real life, who would you be and why?
Eleanor Roosevelt Story - documentary. This documentary highlighted real-life situations from her life. I would like to have the opportunity to being Eleanor for one day. Why? To have the opportunity to experience her thinking, and fortitude in the face of so many extreme situations in her life. She had such a terrific attitude and approach. It would be great to have insight into how she analyzed and processed situations and came to her outcomes.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
On my list is St. Andrews on Scotland's east coast. I especially want to play golf on the Old Course and walk across the Swilcan Bridge at the 18th hole. My dream would be to take my dad and my 2 brothers and all play together. In addition, my grandmother is from Glasgow and I would love to see the city where she grew up.

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