CRN 2018 Women of the Channel Details

Kathy Visser-May

Chief Marketing Officer, Acumatica

Location: Bellevue, WA


Number of years in current position: 3

Number of years involved with indirect sales: 15

Twitter Handle: @kvmthoughts

Fun Facts:

Has a mentor
Is a mentor
Is an extrovert
Can ride a horse

Biography and Background:
Kathy has more than 20 years of leadership, marketing and operations experience with global technology companies. She joined Acumatica after a 10-year career at Microsoft, where she most recently was the Senior Director of Global IT Professional strategy and was responsible for driving all aspects of brand, marketing, storytelling and evangelism for the technical audience business. Previously, she led the Marketing Engines and Analytics team for the US Central Marketing Organization where she was responsible for the marketing strategy and execution across all commercial product offerings. Kathy has always been passionate about supporting the channel and enabling partners to accelerate their growth. At Acumatica, she has worked tirelessly to recruit, train, and motivate channel partners, marketing to, through, and for them, as well as streamlining operations on all sides to help ensure frictionless interactions. She has held leadership positions at PeopleSoft Corporation and Huber Marketing Group. Kathy holds a Bachelor of Science Degree in Marketing and a Minor in Communications from St. Cloud State University.

How have you personally helped advance your company's channel business over the past year?
Acumatica sells 100% through our channel so we never compete with our partners. Because of our business model our partners are my field sellers. The marketing team has created several programs that enable our partners to accelerate their Acumatica practice. From a marketing perspective we try to meet partners where they are in their capabilities, so we offer programs like Campaign in a box for those that just want to take our campaigns and execute them, while for partners that don't have the time or the resources we have introduced programs like the campaign factory to do the execution for them. Acumatica also feeds our channel leads, we provide sales qualified opportunities to our partners as a part of our partner program. This has resulted in 144% revenue growth year over year, including growing the number of sales qualified opportunities we pass to our partners by 70%

What are your goals for your company's channel business over the next year?
We will continue to invest in our channel through high quality programs and we plan to add over 50 additional VARs in 2018. As always, a core goal for us will be increasing partner success and productivity. A T-90 plan for helping new partners get to their first closed transaction is bolstered by 24/7 support and implementation assistance on their first 3 deals. We want all members of our channel program to achieve rapid growth and success in the marketplace.

What honors, awards, or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
Melinda Gates, the work she has done through the Gates foundation to bring global economic and health issues to the forefront of how we advance woman's education and health around the world is astounding. Women spend more time than men in every part of the world on unpaid work and unless we solve this it will hold communities and families back.

What advice would you give your 16-year-old self?
Work hard and don't be afraid to ask for what you deserve.

If you could master any new job-related skill, what would it be and why?
Data Scientist/ Programming. I believe Machine Learning and AI are the future of technology and the ability to leverage these skills in our marketing efforts will be increasingly important.

What's the best book you read this past year and why did you like it?
Option B by Cheryl Sandberg. Finding strength in the face of adversity, whether that be the loss of a loved one, illness, job loss, natural disasters, etc.. The stories throughout the book demonstrate the capacity of the human spirit to persevere and ultimately rediscover joy which is such a powerful message and one we can all relate to.

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