CRN 2017 Women of the Channel Details


Cindy Grogan

Vice President of Global Alliances and Channels, Flexera Software

Location: Itasca, IL

URL: https://www.flexerasoftware.com/

Number of years in current position: 3.5

Number of years involved with indirect sales: 14

Twitter Handle: @justgivercg

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Can ride a motorcycle
Has written a book
Had a lemonade stand
Always wanted to be an Olympian
Has a blog

Biography and Background:
Cindy Grogan joined Flexera Software in 2013 to help build out the company's global alliance partner programs. Since joining, Grogan has put into place joint business plans, steered organizational planning, created incentive structures, facilitated partner enablement and developed marketing programs, among other things. She has also implemented strategic initiatives enabling partners to sell and deliver services directly to their customers and help ensure that more than 70 percent of Flexera Software's business is influenced through partners. Prior to joining Flexera, Grogan worked for over a decade at Dell as Executive Director and also had stints at ASAP Software, T-Systems and Comdisco. She has over 20 years of progressive experience in general corporate management, professional services consulting, product management & marketing, corporate strategy, mergers & acquisitions, sales & practice operations, project management and SaaS solutions.

How have you personally helped advance your company's channel business over the past year?
We have a strong alliances and channels team, and strong support from our executives to grow this portion of our business. This past year, we have matured to the point where we have added regional dedicated partner enablement managers globally to help assist our partners with our products implementation or technical questions. We delivered a certification program to maintain our standard of excellence to help our partners separate the ones that invest the most in our products and programs. We continue to further refine and improve our incentive programs, training, deal registration, renewals, joint selling, etc. Our overarching goal statement is: We are building an ecosystem of experts who will be self-sufficient and provide our joint customers with value using Flexera technology. Everything that we do must align with this goal. Personally, I've implemented strategic initiatives enabling partners to sell and deliver services directly to their customers and help ensure that more than 70 percent of Flexera Software's business is influenced through partners.

What are your goals for your company's channel business over the next year?
Besides growing our revenue through our partners, we continue to focus on strategic initiatives to better enable our partners to sell and deliver services directly to their customers. Above all, our goal is to ensure that over 70% of our business is influenced through our partners in some way. We anticipate this percentage of partner-influenced business to continue to grow. For 2017, we have a strong initiative to automate our partner leads program, add new certifications for our newer solution offerings, and offer an improved way for partners to become better enabled for learning how to sell our value propositions.

What honors, awards or commendations have you won over the past year?
I was named to The Channel Company's prestigious 2016 CRN™ Women of the Channel.

Outside of your family, please name a woman you admire and why:
A Dell female executive, who I still stay in contact with, taught me that blending the incredible combination of a being a successful professional + being a mother + having fun in your career + carrying a passion for leading people + a curiosity for everything she encountered can equate to a very fulfilling life. And that it's okay to say "no".

What advice would you give to young women who want to begin careers in technology?
My advice would be to stay as close to your core personality as possible, but to ensure that it is "packaged" right for the business setting that you are in. Don't be afraid to be different or provide out-of-the-box ideas. I would advise them to offer their support for responsibilities out of their current role so that others can see the potential in their talents.

If you could be any movie character for one day in real life, who would you be and why?
Forrest Gump - because his simple innocence and everything he did turned into incredible things. He lived a pure, simple life. He loved without strings attached. He was financially secure enough to fill his days with whims and passions for the love of the game. He was content in life to mow football fields just for fun. He loved shrimp (even though I'm allergic to it) in every way possible and loved "the man in the wheelchair". He ate bites of chocolate. He loved his mom, his momma.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Alexandria, Egypt. I've always wanted to visit Egypt -- to see the desert, the Sphinx, the pyramids and of course - to ride a camel and act like a tourist. Visualizing Cleopatra in her daily setting as a powerful and wise female executive, it would be fantastic!


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