CRN 2018 Women of the Channel Details

One of our "Power 30 Solution Providers"

Jennifer Keating

President, Copper River Technologies

Location: Chantilly, VA


Number of years in current position: 2

Number of years involved with indirect sales: 20

Fun Facts:

Has a female boss (or is top executive at company)
Sits on a company board
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert

Biography and Background:
A technology industry veteran, Ms. Keating holds over 20 years' experience and specializes in the world of federal government contracting. Prior to her current position, Ms. Keating served as Vice President for Copper River Information Technologies where she had responsibility for all of sales, marketing, engineering and partner management. During her tenure, Ms. Keating demonstrated her exceptional leadership aptitude and forward-thinking business approach that led to the increase in revenue attainment, expanded partner alliances and overall growth for the company. These accomplishments led to the transition to her current position as President of Copper River Technologies. Ms. Keating's contributions continue outside of the industry through her extensive work and leadership with the Leukemia and Lymphoma Society. Currently, Ms. Keating serves on the Board of Trustees.

How have you personally helped advance your company's channel business over the past year?
Over the past year, we have signed up multiple OEMs, both large and small, to enhance our product portfolio. I have leveraged the relationships I've created over a 22 year career in this industry to assist me in identifying the technologies and products that make sense for investments. We've entered new technology markets (cloud, data center) to round out our existing portfolio of route, switch and security partners.

What are your goals for your company's channel business over the next year?
Over the next year, I expect to more than double our revenue. We have made some strategic hires who will bring relevancy and credibility to our company. This year we will further enhance our engineering capabilities to enable us to bring the best technical solutions to our customers.

What honors, awards, or commendations have you won over the past year?
I was just asked to take over as chair of the Board of Trustees for the Leukemia and Lymphoma Society, NCA. My term will start July 1st, 2018. Team Tom, the group I formed after my father passed away to raise money for LLS was just recognized as one of the top 5 fundraising teams from 2017. I was also recognized as one of the top 10 fundraiser for LLS's Corporate Executive Challenge in 2017.

Outside of your family, please name a woman you admire and why:
I met Tina when our daughters became friends at their dance school. Tina is a successful executive at a large company, and was recently promoted! She is multi-lingual, hard-working, a fantastic mother and wife, and a dance star who handles life with such grace. Yet she is human and humble, and isn't afraid to be vulnerable and open about the good and challenging things in life. I respect her honesty, appreciate her friendship, and strive to have more people like her in my life, who set an example for all working women about what success looks like.

What advice would you give your 16-year-old self?
Be confident. Work hard, without expectation, and it will be noticed. Don't worry about the things you can't control. Neither the highs nor lows last forever, so try to enjoy the ride of life as best you can. Don't be distracting. Treat people with kindness because you never know what they are going through. Don't take your family for granted, because you'll say many sad goodbye's in your lifetime. Don't get caught up in gossip. Treat people the way you would want your elderly parents and young children to be treated.

If you could master any new job-related skill, what would it be and why?
If I could master any skill it would be the art of negotiating. We all negotiate at work, and in our personal lives, every day. Effectively negotiating to walk away owning your critical items, while being flexible enough to walk away from those things that aren't necessary, is a skill that can set apart good from great leaders, and limited success from knocking it out of the park. I've seen master negotiators in action, and aspire to continuously improve!

What's the best book you read this past year and why did you like it?
I'm fortunate to be a part of a book club with some pretty amazing women. We've read some incredible books over the last year, so it's difficult to pick just one. I truly enjoyed The Hiding Place by Corrie Ten Boom. It chronicles the life of a family during WWII, who ultimately ends up in a concentration camp. Throughout the book, the women are strong and maintain a positive attitude, which is amazing given their circumstances. And the fact that it's based on a true story makes it even more remarkable.

Unedited Content Provided By Participants