CRN 2018 Women of the Channel Details

Tiffani Kapke

Channel Manager, Alert Logic

Location: Houston, TX


Number of years in current position: 2

Number of years involved with indirect sales: 3

Twitter Handle: @TiffatAL

Fun Facts:

Has worked for a solution provider organization
Is an extrovert
Has climbed a mountain
Has written a song
Has studied abroad

Biography and Background:
Tiffani Kapke is an Alert Logic Channel Manager who develops, enables and grows partners through strong relationships and open dialogue. After spending over a decade working for a small company and taking part in its evolution from colocation and network reseller to a VMware-based IaaS provider and then eventually focusing on DRaaS, she entered the rapidly changing world of infrastructure security. Her marketing, account management, and direct sales background has provided a deep appreciation for what clients need from a vendor to be successful. By connecting with the partner community to help them understand the value proposition of Security-as-a-Service, amongst the point solution filled security world, Tiffani helps her customers deliver better security to clients in a more cost effective way then attempting to piecemeal and support several tools. Securing businesses of the world personally interests her because she is tired of getting her credit card hacked!

How have you personally helped advance your company's channel business over the past year?
Alert Logic started the process of overhauling the Channel Program in late 2016. In rebuilding the program, we've accomplished a great deal in the past year, all the while incorporating continuous improvements. Resource realignment afforded me the privilege of touching base and connecting with the majority of our partners and hitting the reset button. I've been involved in not only the relationship management and product alignment in the channel but also the operations of building a new Partner Portal, Lead Registration Program and aligning Marketing to both end users through the partner as well as to the reps that run our deals. This includes field representatives of our partners as well as our own internal staff. Finding the best way to complement our partners' business and their goals by helping them navigate industry changes involved training staff, creating security bundles, and working to align individual deal needs while supporting each unique company culture.

What are your goals for your company's channel business over the next year?
Continued growth is always desired. Growth, however, tends to happen organically through honest conversation. Technology requires adjustments as changes occur, and, for that, communication is key. I'm looking to ensure our partners have the resources required in order to support the type of partnership they need to properly communicate Alert Logic's value for end customers. Unfortunately, many companies lack adequate security. Properly aligning our messaging to complement our partners' goals and evolving with them as they change course, or even acquire other entities, will help ensure that their customers reap the full value of Alert Logic's Security-as-a-Service solutions.

What honors, awards, or commendations have you won over the past year?
Alert Logic was acknowledged with more than 30 industry awards and recognitions in 2017. It was also ranked as a Challenger in Gartner's 2018 Magic Quadrant for Intrusion Detection and Prevention Systems, as one of only three leaders in Forrester's most recent North American Managed Security Services Providers Wave and was a top-ranked vendor in Forrester's 2017 Cloud Workload Security Vendor Landscape report. In it, Alert Logic was credited with providing customers with 11 Cloud Workload Security capabilities.

Outside of your family, please name a woman you admire and why:
Judy and Tom Wurth owned a bike shop in my town. I have been a member of its MS150 team for thirteen years. Simultaneously, at a major salon chain, Judy ran corporate events, cut hair, and dreamed of owning her own salon. Tragedy hit when Tom died. Even with the loss, Judy did not close shop. Not only has she successfully kept the bike shop open, but she has just opened her own salon. Success as a small business owner, strength through tragedy plus having the biggest heart of anyone I know is why Judy holds my utmost admiration.

What advice would you give your 16-year-old self?
Take time to really get to know yourself. Keep your independence and drive but take the time to be introspective and challenge what you think you want.

If you could master any new job-related skill, what would it be and why?
Social media skills. Although I frequently utilize LinkedIn, there are so many other outlets like Twitter and Instagram that I haven't taken advantage of. In order to grow the channel I am also aiming to use social media to not only promote and support the activities my partners are involved in, but I see a use for it in furthering communications across the partner community.

What's the best book you read this past year and why did you like it?
Vietnam Remix by Jack Nolan. Jack Nolan was a professor at my high school who maintained his wit and sense of humor daily. Following the paths of six men of high character and personality while maintaining (or not maintaining) cover for military intelligence was mentally stimulating and just a good read in general. There are many ways to react to a situation and how one reacts, conforms, manipulates and strategizes can tell a lot about character. I enjoyed uncovering multiple paths of the Greyhawk Six with the true motive behind it to survive until release from active duty.

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