CRN 2018 Women of the Channel Details

Iva Peric-Lightfoot

Country Manager, ESET Canada

Location: Toronto, ON


Number of years in current position: 2.5

Number of years involved with indirect sales: 23

Twitter Handle: @ivapl

Fun Facts:

Sits on a company board
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse

Biography and Background:
Iva Peric-Lightfoot, Country Manager, ESET Canada Iva leads ESET's Canadian operations with a sales and marketing office in Toronto, and works alongside the ESET research centre in Montreal. With more than 20 years of experience in the technology industry, she has significant expertise developing and implementing national and international channel strategies. Throughout her career, Peric-Lightfoot built channel businesses for, and drove various channels and markets, which included consumer, enterprise and e-commerce. Iva's previous experience includes Navarre Corporation and Symantec where her responsibilities included the strategic direction for distribution and development of new Canadian markets.

How have you personally helped advance your company's channel business over the past year?
Iva helped advance ESET's channel business by establishing a relationship with broadline distribution, giving the channel options that allow them to leverage their buying power to capitalize on credit limits, terms of buying, and programs that enhance resellers scope and capabilities. With a two-tier model available, ESET has been able to make themselves more relevant than ever with resellers in the channel because they understand that the reseller need support and options to be competitive in this market. Iva understands that resellers need as few obstacles as possible and for that reason she spearheaded the development of a Canadian-specific price list. This enabled reseller partners to quote in Canadian dollar, ultimately providing them with a more competitive advantage. From a reseller perspective, Iva worked to create specific programs to leverage dollars to help with market development programs. Last year, ESET was able to support all interested resellers with thru-partner marketing initiatives to help drive mutual business interests.

What are your goals for your company's channel business over the next year?
Continue to elevate mindshare and ESET awareness in Canada through PR opportunities that have impact with partners. Increase ESET's footprint and share of wallet with existing partners by providing training and rewards to enable partners to sell a complete multi-layered ESET solution. Identify and engage partners focused on Enterprise business to build trust and mindshare in support of ESET's goal to move into this segment. Roll out ESET Marketing Center to Canadian partners enabling them to take advantage of full marketing automation capabilities to launch co-branded marketing campaigns complete with lead nurture and prospect tracking.

What honors, awards, or commendations have you won over the past year?
Iva was instrumental in overseeing the sales and marketing efforts that came out of the Canadian offices that ultimately secured the ESET Canada team the following four Reseller Choice Awards: Best Overall Security Vendor, Best Anti-Span, Best Anti-Virus, Best Endpoint Security. Additionally, Iva is the only female country manager that exists at ESET globally. As a woman in a leadership position, in a predominantly male-focus industry, Iva is setting an example for other females who seek roles in the tech and cybersecurity space, and is leading the charge for more career opportunities in the future.

Outside of your family, please name a woman you admire and why:
Iva is a big fan of Sheryl Sandberg. Her well-known book was what first peaked her interested, however, Iva followed her career, and was ever impressed with her willingness to build others up around her and maintain poise in the face of tragedy. Another woman Iva greatly admires is Earline Harris; her first director in the IT industry. She gave Iva a chance, taught her everything she knew about the channel and lead the charge in a similar way to Sheryl - with honesty, grit and a willingness to give back to make communities she's involved with more successful.

What advice would you give your 16-year-old self?
You're better than you think you are! At any age, it's hard to truly grasp what we are capable of or where life is going to take us. Give yourself the benefit of the doubt that you are capable of more than you give yourself credit for and you'll be shocked at not only how far you go but at the opportunities that seem to present themselves along the way.

If you could master any new job-related skill, what would it be and why?
If Iva was able to master any job-related skill, she would want to become well-versed in the world of an ESET Researcher. In addition to feeling that they're an all-around cool group of people, she is fascinated by the skill it takes to be able to understand and track the behavioural elements of research, and use said research to discover the trends that brings light to malicious software.

What's the best book you read this past year and why did you like it?
Iva reads to unwind (and to learn something new once in a while). This past year was a tough one, so she opted to read something on the funnier side. Her favourite was a great Canadian read called Anchorboy by Jay Onrait - a comical autobiography about the struggles to become a sportscaster.

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