CRN 2018 Women of the Channel Details

Amy Payne

Director, North American Marketing, Value Solutions Channel, Dassault Systemes

Location: Waltham, MA


Number of years in current position: 1.5

Number of years involved with indirect sales: 8

Twitter Handle: @amyp910

Fun Facts:

Has a female boss (or is top executive at company)
Can code
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
Amy leads Dassault Systemes North American Value Solutions Marketing team, working collaboratively with the Sales channel and partner ecosystem. She, along with the team, is focused on developing effective marketing strategies and plans that support both the sales objectives and the growth ambition for North America through the reseller community. Since joining Dassault Systemes a decade ago, she has held several different corporate marketing positions within the global advertising and equity team, and most recently, ran the company's global internal creative agency. Amy also previously supported North America as Senior Manager, Marketing Programs where she managed multi-channel marketing for the US and Canada. Prior to joining Dassault Systemes, she worked in marketing at several Boston-area technology startups and also ran her own marketing consulting business for five years, serving a variety of software clients. Amy holds a Bachelor of Arts from the College of the Holy Cross. She is currently based in our North American Headquarters Office located in Waltham, Massachusetts.

How have you personally helped advance your company's channel business over the past year?
In marketing, there are really two streams that support the sales efforts and drive the business: the channel driven lead generation stream and Dassault Systemes driven lead generation stream. In past years, the efforts from the team have been focused on helping the channel partners strategize and execute their marketing strategy and plan - the channel driven stream, which meant that our own lead generation efforts internally were not a focus. In 2017, I wanted to change this. We made a shift in resources and planning with the goal of getting both of those business streams productive and contributing to the sales pipeline and revenue targets. Overall, we had a +80% increase in marketing contributed pipeline creation (with 104% YOY growth specifically in the Dassault Systemes driven stream) and an overall 41% increase in marketing contributed revenue. Some of the lead generation programs that contributed to this growth included the launch of a webinar series featuring key customer success stories, a multi-industry content syndication program targeting key accounts and the streamlining of our lead qualification and management process.

What are your goals for your company's channel business over the next year?
We are targeting double digit growth for North American channel. In order to achieve this, it's critical for sales and marketing to be truly aligned this year. At the start of the year, we agreed on several growth drivers for the sales team to focus on and all our marketing efforts will support those growth drivers as well. Working closely with sales initiative owners and other stakeholders in the organization, we have developed integrated marketing plans and associated funnel goals to support sales targets. Regular governance is also in place to gauge performance. We'll optimize as necessary to ensure success.

What honors, awards, or commendations have you won over the past year?
This year I was pleased to run the 2018 Miami Half Marathon as an official entrant. A few friends and I decided to run about five weeks before the event. Although I have run other half and full marathons, this one in particular was a challenge because of the intense heat. Despite the heat, I am proud that I finished the race in the top 36th percentile of all female runners. In addition, this past summer while on vacation in Wisconsin, I ran a 5K and placed 3rd for my age group.

Outside of your family, please name a woman you admire and why:
A former colleague of mine named Kathie. For as long as I have known her, she has held extremely demanding executive level positions. She is a devoted wife and mother to two daughters. Since childhood, her youngest has suffered with medical challenges. She manages to juggle it all, while striking a balance between the personal and the professional. She also does volunteer work and she is very present in the lives of her friends. I am lucky she includes me in that group. I am still learning from her after 10+ years of friendship.

What advice would you give your 16-year-old self?
I actually have a 15 year old daughter and I suspect what I say to her would be similar advice to what I would say to my 16 year old self. It's really three things and in this order: Always be kind - you never know how your behavior can impact someone. Do you - to be anyone else other than yourself is cheating the world of your gifts and you were put on this earth for a reason. Lastly, put your phone down - Be present. Interact with people. Experience it versus trying to capture it.

If you could master any new job-related skill, what would it be and why?
Public speaking. In my role, I am required to present all the time but I rarely feel completely comfortable. I am capable of doing it but I would not say I have mastered the skill. My father is an incredible off-the-cuff speaker - regardless of the audience size, the venue, even the topic. I admire people who have this ability. Ironically, I am more than happy to grab the microphone for karaoke.

What's the best book you read this past year and why did you like it?
Wonder by R.J. Palacio. All three of my children had to read the book as part of their school work. Knowing that they would want to see the movie, I decided to read the book myself. In today's world, where bullying is fairly commonplace, I enjoyed reading this sweet story and it has sparked many dinnertime discussions about what is means to be kind, be a good friend and to not judge a book by its cover. I know the movie is never as good as the book, but we will likely see the movie as well.

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