One of our "Power 100 Vendors"
Biography and Background:
Didi has been in security since 1999 leading end-user sales and channel teams to drive growth in market leading organizations including Cylance, FireEye, Tanium, Websense, Symantec, and Arrow. She spent 10 years at Websense/SurfControl running sales and the VAR channel, and has been a key executive and strategist through 11 mergers and acquisitions during her career, focusing in the last 10 years on building Channel teams and profitable partner ecosystems. She led Alliances at FireEye, founding the FireEye Alliances team which delivered 75 product integrations and over $80M in net new revenues. She has received numerous sales and MVP awards and is a member of the Top Software Channel panels for her work in building channel programs and thought leadership. Prior to joining Cylance, Didi was at Symantec where she held a worldwide post, managing the Global Service Provider team focused on Cloud and MSSP partners including Verizon, AT&T, Deutsche Telecom, Orange, NTT and Amazon. So far, at Cylance, Didi has driven the expansion of the global channel to add regional sales team distribution and launched a new partner portal and National partner program. Didi is fluent in 4 languages and lives in the Bay Area
How have you personally helped advance your company's channel business over the past year?
I have hired and manage what I consider to be the best Channel team in the security industry. This team is amazing, and together we have grown the partner base 300% and created sales pipeline worth hundreds of millions of $ of new business around the world. One example of a partner that I helped is a partner with strong ambitions and a capacity for growth, with several strategic acquisitions. By assisting the partner with integrating teams, they were able to build a Cylance managed service offering to take to all customers in their newly expanded footprint. Additionally, I provided this partner with the strategy and funding to push out our EDR (OPTICS) service as a net new Cylance offering. The partner netted $5 million in net revenue after integrating teams, and implementing the managed service offering and EDR services. As the head of channels at Cylance, I guided the design and cost modeling of our programs to ensure maximum profitability for the partners and for Cylance.
What are your goals for your company's channel business over the next year?
There are three major goals for our channel business this year: 1) Build out our Global footprint with strategic partners that have a presence in every major theatre 2) MSSP partners have asked, and now we can rollout our new multi-tenancy and automated billing to make it completely painless to do business with us 3) Continue to focus on a 'Customer First' approach, with partners that are as obsessed with Customer satisfaction as we are
What honors, awards, or commendations have you won over the past year?
• 2018 Channel Chiefs: The 50 Most Influential • 2017 Women of the Channel
Outside of your family, please name a woman you admire and why:
I admire Beyonce, not only for her incredible talent on stage but for her grace and regal poise off stage. She is one of the most successful business women in music history and her appeal is universal no matter what your age or background. Her message is of strength and unity and wanting to rule the world.
What advice would you give your 16-year-old self?
I would say, 'keep reading everything you can get your hands on, darling, and don't be afraid to speak your mind'. And then I would take away my cell phone.
If you could master any new job-related skill, what would it be and why?
I want to learn how to reverse engineer malware, I have yet to meet a female that does and I like a challenge.
What's the best book you read this past year and why did you like it?
the best book I read this past year was the story of Ernest Shackleton's Endurance, it is an amazing tale of leadership and perseverance. It takes place in 1914 and Shackelton and his crew set sail for Antartica, before there was Gore-tex and GPS systems to find your way home. Shackleton managed to keep his men busy and hopeful for months while they decided what to do in freezing weather, facing unsurmountable odds as their ship was slowly engulfed in ice. The best part about the book is that he was such an amazing salesman and leader.
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