One of our "Up and Comers"
Location: Denver, CO
Number of years in current position: 1
Number of years involved with indirect sales: 13
Twitter Handle: @LFDunn -- https://twitter.com/lfdunn
Biography and Background:
I've worked in various channel roles for 20+ years - mostly focused on high-technology organizations. Prior to joining Ping I was responsible for worldwide marketing for the IBM channel at Brocade (formerly McDATA). Since 2010 I have been at Ping working on the partner and channel business, working closely with our sales organization to drive growth preference for Ping amongst our partners' customer bases.
How have you personally helped advance your company's channel business over the past year?
Three big things: Growing our channel business; our relationship with Microsoft, and Cloud Identity Summit. Under my leadership (with our sales and business development organizations), Ping's channel business grew by more than 73% year-over-year (2015-16) with new partners to the PingPartner Network and refined our Technology Alliance Program. Key drivers of this channel growth included our work with Optiv, which grew significantly last year. With that effort, we extended our reach and strategic focus on demand generation programs like webinars, field events and sales enablement activities. In 2016, we also announced a partnership with Microsoft, enabling enterprises to connect on-premises web applications to Azure AD via Ping - capabilities unmatched by competitive solutions. We're moving towards GA later this year. CIS, Ping's annual industry wide identity conference, saw momentous traction in 2016, with over 1,000 attendees and speakers from Ping partner and customer communities. This set the stage for CIS 2017 in June, which will have more than 1,200 attendees, industry leading speakers, and contributing sponsors including Microsoft, Google, and Optiv (also Ping partners). This event has had a tremendous impact on our partner community, our joint sales acceleration efforts with them, and the greater IAM industry as a whole.
What are your goals for your company's channel business over the next year?
I want to build on the momentum with Optiv and work closely with the team to create incremental channel growth in 2017. Partner relationships live and die in the field - so we'll continue to execute at a local level this year with Optiv - investing in sales enablement and demand gen activities; always looking to adjust and improve on last year. We look forward to having a generally available solution with Microsoft in 2017 that will accelerate our partner contributed growth. Additionally, I'd like to more clearly define the channel program to better establish and maintain collective transparency and inspire mutually beneficial relationships.
What honors, awards or commendations have you won over the past year?
I was named to CRN's Women of the Channel 2016 list.
Outside of your family, please name a woman you admire and why:
Hillary Clinton. This last election cycle was downright the most brutal in recent history. She maintained thick skin, steadfast purpose and calmness under pressure. I realize she may be a controversial figure to some, but I respect and admire her. I loved that she went high when others went low.
What advice would you give to young women who want to begin careers in technology?
Jump right in. Read. Learn. Listen closely to the things said by the engineers and product managers who work closely with the products and customers. Their wisdom can be invaluable. Don't ever forget the voice of the customer -sometimes we're so focused on the technology, how it does it better, that we forget that the customer's perspective should always be at the center. Don't be discouraged if there are often more men in the room than women. This is changing slowly, but we're still lagging behind. Look at this as opportunity to challenge yourself, ask yourself 'how can you grow'?
If you could be any movie character for one day in real life, who would you be and why?
This is an easy one - Elastigirl from The Incredibles. Her superhuman powers give her the extra edge to maintain the ultimate in balance -- enabling her to be a loyal, hardworking, results-driven professional fighter of the bad guys - but also enabling her to be a devoted, present, thoughtful mother and wife. She's literally got superhuman ability to juggle and 'get it all done' - and there have been plenty of moments where I've wished for those superhuman powers.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I'd love to go to Jerusalem. It's the birthplace of Christianity and somewhere I consider holy ground. I think it would be fascinating to walk where Jesus Christ did more than 2,000 years ago.
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