CRN 2018 Women of the Channel Details

Fran Harrington

Northeast Regional Midmarket Manager, Eaton

Location: Providence, RI


Number of years in current position: 2

Number of years involved with indirect sales: 26

Twitter Handle: @N/A

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse
Has written a song
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
Fran Harrington has been in the IT channel for over 25 years, nine of those years with Eaton. Fran currently serves as midmarket manager for the Northeast team, where she works with partners to develop comprehensive revenue strategies selling Eaton's power management solutions, including hardware, software and services. Prior to her career in the power industry within IT, Fran worked in the areas of marketing, communication consulting and education. She holds a PhD in English with a concentration in rhetoric from the University of Rhode Island and a Master's degree from the University of Chicago.

How have you personally helped advance your company's channel business over the past year?
Eaton has been undergoing exciting changes in the past few years, most importantly reorganizing our teams and dedicating additional resources to the midmarket segment. After reorganizing our teams, a major focus for us has been to train the team, which had previously sold direct, to understand the nuances of channel sales, an initiative I personally led. The goal was to execute a strategy that would enable us to achieve our goals in terms of revenue and scale within the channel. Though it has been a transitional year, we're working on bringing together these channels to continue increasing revenue and scale. We continue to focus on alignments and the efficiencies of going to market while working against specific metrics.

What are your goals for your company's channel business over the next year?
Our goal is to truly enable our midmarket team through education and training in the field. We are well on our way to achieving this and, when complete, we will be able to approach the market as a unified team. Additionally, we continue to aim in industry thought leadership, specifically pertaining to our Alliances, which bring together some of the top IT leaders in the industry. Our goal is to enable our partners to help their customers execute a comprehensive power management strategy throughout the full IT lifecycle.

What honors, awards, or commendations have you won over the past year?
2017 Women of the Channel

Outside of your family, please name a woman you admire and why:
One of my most admired women is Joan Benoit Samuelson, a gold medalist in the 1984 Summer Olympics the year the women's marathon was introduced. I met Joan in the early 1990s during a road race in Maine, and she actually asked me to run with her that week and subsequent times when I visited Maine. Joan clearly slowed her pace to match mine, and her humility profoundly altered my view of competition. A champion is confident in her own skin and competes on all cylinders, when the game is on.

What advice would you give your 16-year-old self?
It's important to recognize and embrace the fact that being a woman is a unique role. Though tough to remain confident, at a later age you will realize that women can achieve great things when they realize the full potential of their talents. Focus in on what you want to do and who you are, and you might be pleasantly surprised to realize that you're headed in the right direction.

If you could master any new job-related skill, what would it be and why?
I'd like to master a greater financial acumen. This skill is absolutely essential to leadership today and the ability to be proficient from a financial aspect opens many doors and specifically, gives women an advantage in the workplace.

What's the best book you read this past year and why did you like it?
The Visible Man by Chuck Klosterman. The science-fiction novel extrapolates how we're different in relationships versus when alone and proved to be an eye opening read outside of my usual industry-focused content.

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