Biography and Background:
Elizabeth "Beth" Meurs has been leading marketing teams within the software and high tech industries for over 25 years. Currently, Beth leads the global Partner Marketing team for Pitney Bowes Software where she is actively recruiting regional system integrators, co-marketing with global system integrators and administering market development funds to channel partners. Most notable recent accomplishments include shifting the Pitney Bowes culture to embrace the partner ecosystem, building out the global partner program and demand generation efforts generating significant pipeline and revenue as well as increasing awareness of the breadth and depth of Pitney Bowes Software solutions within the channel.
How have you personally helped advance your company's channel business over the past year?
I implemented a culture shift program internally to shift the software business from strictly a direct sales focused organization to an integrated sales team including transferring leads to the channel instead of the direct team. This program included internal and external communications, educational virtual roadshows, new processes and procedures, sharing partner/direct customer wins, demonstrations of the exponential growth to be enjoyed by embracing partners and metrics to track results. Embarked on a global campaign to increase awareness in Pitney Bowes software and data solutions. Set up a strategy and execution program to recruit regional system integrators globally, exceeded our objectives and more than doubled the number of new partners. Built programs with the global demand generation teams to generate qualified leads and accelerate pipeline for partners. Recruited and developed a world-class partner marketing team that is dedicated to the channel. Developed numerous content pieces and new programs to support the channel including thought leadership, social media, speaker's bureau, campaign packs, sales decks, collateral and videos. Developed partner relationship management requirements and modified Salesforce.com Communities to address partner needs. Created a partner program guide that just won the CRN award and a Partner Promise that outlines our commitment to the channel.
What are your goals for your company's channel business over the next year?
In the next year, my goal is to increase the revenue obtained through the channel by 48%. In addition, we strive to receive a high rating of 5 on a partner marketing assessment survey from our channel and to increase awareness of our partner program overall.
What honors, awards or commendations have you won over the past year?
This will be the first one for 2017.
Outside of your family, please name a woman you admire and why:
Lila Snyder, President Global eCommerce at Pitney Bowes. She is an inspiration in that she is incredibly clear in her strategy and plan. She is an excellent communicator and is very genuine. She is super smart and is able to generate excitement making you want to work for her and help her achieve success. She has significantly driven results for our ecommerce business and I will not be surprised when she is a CEO one day.
What advice would you give to young women who want to begin careers in technology?
Do internships with technology companies. Conduct informational interviews with people in roles you are interested in. Surround yourself with smart people where you can learn something new every day. Stay on top of current events and new technology offerings. Watch demos. Meet with technical folks. Go on sales calls with technical people. Be a part of incubator programs. Find out who is the smartest person in the field you are interested in and ask them to be your mentor. Complete assessments that will show you where your strengths are and feed those strengths. Join associations and social groups in technology.
If you could be any movie character for one day in real life, who would you be and why?
Bill Murray in Ground Hog day. He had the incredible opportunity to work on his life to make it better in every way - learn new skills, build better relationships and learn to appreciate what you are given instead of wasting time and wishing the day away.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
The Island of Capri, Italy. It looks incredibly beautiful with all the elements that I love - sun, sand, ocean, cliffs, culture and happy people. I hear the wine and food are exceptional as well.
Unedited Content Provided By Participants