CRN 2018 Women of the Channel Details

Courtney Margossian

Senior Marketing Event Manager, Continuum Managed Services

Location: Boston, MA


Number of years in current position: 1.25

Number of years involved with indirect sales: 4

Twitter Handle: @CourtMargossian

Fun Facts:

Has a female boss (or is top executive at company)
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Likes playing video games
Has written a song
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
As a Senior Marketing Event Manager, Courtney has developed, managed and executed 250+ global events since joining Continuum in 2014. She is responsible for driving awareness and pipeline through Continuum's sponsored and hosted event portfolio. For the last three years, she's been the manager of Continuum's annual user conference, Navigate, with 700+ attendees, and production costs close to $1.5 million. She's highly motivated and has the drive and ability to strategically use events to generate new lines of revenue. She prides herself on quality, consistency and ingenuity. Courtney has created a framework for measurement when it comes to events at Continuum. She loves the science of marketing, and is passionate about ensuring her work contributes to the growth of the business. Measuring all aspects of events, and looking for ways to optimize and improve operational efficiency is a priority for Courtney.

How have you personally helped advance your company's channel business over the past year?
Event management is one of the most effective marketing communication tools that an organization can employ to create awareness of the organization, its products, services and brand. Courtney has developed an efficient, predictable, and high-quality event strategy to support global sales/revenue goals. She has helped launch and produce Continuum's International Partner Day Conferences in EMEA and APAC to increase exposure with our international audiences. Under Courtney's leadership, Continuum leverages events to build brand awareness, jumpstart demand generation efforts, drive sales revenue, increase customer retention and increase users of products and features. Courtney has shifted Continuum's event strategy to increase attendance at net-new events, with a focus towards pursuing and engaging acquisition opportunities. Continuum's involvement in channel events has grown its brand footprint and message globally within the channel. Regularly attending industry events provides an opportunity to directly engage with prospects and customers in a meaningful way that can influence how they perceive our business. These events also allow Continuum to make connections and build relationships with other businesses within the IT industry, including VAR and OE dealers.

What are your goals for your company's channel business over the next year?
One of Continuum's goals is to become a leading provider of IT Service and Security delivery. Security for SMBs and MSPs is increasingly complex and offerings to date are highly fragmented, something Continuum's security platform seeks to change. It's the belief of Continuum's leadership that, without a security offering, IT service providers will struggle to meet the demands of their customer. The market potential is huge, and our partners understand the scale of the security opportunity. Another goal is to have our platform continue to grow, integrating more technology vendors to provide market-winning products and an end-to-end, partner-focused experience.

What honors, awards, or commendations have you won over the past year?
I was nominated for CompTIA's ChannelCon 2017 Channel Changers Award. Mary Crogan, VP of Marketing, Continuum, Shannon Mayer, Vice President of Channel Development at ASCII, and Ted Roller, Virtual Channel Chief at ConnectMeVoice all nominated me for the award. I was also nominated at Continuum's Annual Sales Kickoff for People's Choice Award. Employees were nominated by other employees, for their hard work, dedication to the company, and relationships they've built throughout the organization.

Outside of your family, please name a woman you admire and why:
One woman I really admire is Meg Sheehan, a public interest environmental lawyer at Earthrise Law Center. She's been like a second mother to me; I've known her my whole life. She is someone who defines hard work, dedication, and has the drive to want to change the world for the better. Her commitment to our environment is commendable. I used to help on her campaigns, including one effort to ban bio-mass burning. Working with Meg made me feel part of something big. She has a vision and she acts on it. I truly admire her for it.

What advice would you give your 16-year-old self?
I would tell my 16-year-old self to know your worth. When I was sixteen, I wish that I didn't take myself so seriously and where I was at that point in my life. I should have taken the time to appreciate what I had accomplished, and ultimately realize I'm successful now and will continue to be no matter what. I grew up in Winchester, a slightly affluent town. So I'd tell myself to break out of society's mold a bit more. Understanding the difference between someone who adds things to your life and someone who comprises your happiness is important.

If you could master any new job-related skill, what would it be and why?
I would love to master sales. Sales is the basis of all business success. With my job, I feel as though I am always selling, even though my role does not include sales in the job description. If I could master the sales process, and not only increase our success from a marketing stand-point, but having a direct hand in those sales conversation, would immensely increase the value I bring to Continuum. And having a solid foundation in how to sell would give me a wide advantage over my colleagues and competitors.

What's the best book you read this past year and why did you like it?
'What Would Steve Jobs Do?' by Peter Sander. This book inspires you. It gave insight into how and why Steve Jobs became and was who he was. Steve had a vision, he had the ability to see the world ahead. And as a millennial, with the world constantly evolving, you get lost sometimes. This book empowers you. You reflect and assess yourself throughout the entirety of your read. Jobs' leadership style raised the status quo. Focusing on articulating a shared vision, so everyone could be working towards the same goal, which is crucial for a team and company to succeed.

Unedited Content Provided By Participants