CRN 2018 Women of the Channel Details

One of our "Power 30 Solution Providers"

Victoria Case

Head, Partner Marketing & Communications and Corporate Events, DXC Technology

Location: Tysons, VA


Number of years in current position: 1

Number of years involved with indirect sales: 17

Twitter Handle: @victoriacase

Fun Facts:

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 always wanted to be a teacher

Biography and Background:
Ms. Case leads DXC Partner Network (DPN) marketing and communications globally. Formed in April of 2017, DXC Technology is the largest independent, end to end IT services company created by the merger of CSC and the Enterprise Services division of HPE. Working with the Integrated Management Office was given the unique opportunity to set direction, create strategy, vision, architecture, structure and plan for the global DXC partner program marketing and communications functions spanning all marcom disciplines for DXC 250+ partners in four designations Strategic, Solution, Channel and Reseller. Partnerships with recognized industry leading technology companies represent the strategic partnerships. The Solution Partner four ecosystems (Offering, Regional, Industry and Frontier) are defined by our joint Go-to-Market efforts, lifecycle management and reach . Prior to being named to the role at DXC in 2017 (, she was Head, Global Partner Marketing & Communications for CSC, Strategic Alliances Marketing & Communications Leader at Polycom, and other partner marketing leadership roles at Avaya and Nortel. In addition to partner marketing, she also has experience in service provider consulting, services marketing, training, sales and systems engineering at Nortel and Polycom providing well rounded depth of expertise.

How have you personally helped advance your company's channel business over the past year?
The unique opportunity presented by being on the IMO and forming a completely new company - identifying best practices from both companies and then how to leverage the combination of those best practices to form a completely new and unique partner network model is a once in a lifetime opportunity. Built a global partner marketing and communications coverage team serving the newly formed $26B company with minimal time. Created a Strategy and Activation office for partner marketing and communications. Focused on differentiated and compelling value propositions for the partner network, while maintaining a consistent client focus; positions the DXC Partner Network as the premier team to engage when solving complex client problems, able to bring multiple partners to bear and engage as trusted advisors that successfully raised the partner influenced pipeline and revenues. Created and delivered value driven initiatives (Regional Partner Advisory Councils, external partner newsletter, automated funding tools and toolkits, partner management and evaluation tool/framework, to name some) within DXC, for our partners and clients including an annual engagement strategy resulting in both increased joint funding for co-initiatives, increased ROI and alignment with expected business outcomes delivering share-holder value as one of the 4 foundational pillars of DXC.

What are your goals for your company's channel business over the next year?
Over the next year an unbiased evaluation of the framework, the marketing strategy and communication vehicles to move the DXC Partner Network forward. Launching a partner portal and additional automated partner tools. Increased amplification leveraging social and digital marketing. Continued YOY growth of partner marketing influenced funnel, revenue, and funding. Shifting focus to selected marketing and communications tactics to ensure alignment with target demographic objectives. Client centric high-touch, high-impact initiatives with our partners.

What honors, awards, or commendations have you won over the past year?
Women in Technology membership Women in Leadership Women in Networking

Outside of your family, please name a woman you admire and why:
While at Nortel, I had the honor and privilege of working for Shirley Scarborough. She was articulate and commanded the room with an empathy that fostered collaboration. She was an outstanding mentor in a tech-world - specifically in the service provider B2B world. She coached the team and me on the importance of gathering key pieces of information by asking tough and probing questions allowing you to make an informed decision in the shortest amount of time when faced with an urgent situation. The respect she earned not only followed her, it also preceded her.

What advice would you give your 16-year-old self?
Have confidence in yourself to ask questions, seek knowledge always keep learning and growing - establish your network and be available in that network. The best satisfaction is helping others grow, because you grow too.

If you could master any new job-related skill, what would it be and why?
Social marketing - carving out time to learn more about evolving social platforms and time to be more active personally. Staying ahead of the social media / social marketing world will increase amplification, Share of Wallet, considerations and awareness - critical to a newly formed company like DXC.

What's the best book you read this past year and why did you like it?
Make Your Bed Little Things That Can Change Your Life...And Maybe the World By, William H. Mcraven Simple, concise, common sense writing that can be applied at work or home. In my opinion, lessons for leaders that talk to small accomplishments (such as making your bed) that lend confidence, teaches one task at a time, how to give recognition for small successes that is so vital in any organization or family.

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