CRN 2018 Women of the Channel Details


Cindy Grogan

Vice President of Global Channel and Strategic Alliances, Flexera

Location: Itasca, IL

URL: https://www.flexera.com/

Number of years in current position: 4.5

Number of years involved with indirect sales: 15

Twitter Handle: @justgivercg

Fun Facts:

Can code
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Likes playing video games
Has written a song
Has always wanted to be a teacher

Biography and Background:
Cindy Grogan joined Flexera in 2013 to help build out the company's global alliance partner programs. Since joining, Grogan has put into place joint business plans, steered organizational planning, created incentive structures, facilitated partner enablement and developed marketing programs, among other things. She has also implemented strategic initiatives enabling partners to sell and deliver services directly to their customers and helps ensure that more than 75 percent of Flexera's business is influenced through partners. Prior to joining Flexera, Grogan worked for over a decade at Dell as Executive Director and also had senior-level positions at ASAP Software, T-Systems and Comdisco. She has over 20 years of progressive experience in general corporate management, professional services consulting, alliances, product management & marketing, corporate strategy, mergers & acquisitions, sales & practice operations, project management and SaaS solutions.

How have you personally helped advance your company's channel business over the past year?
Cindy has implemented strategic initiatives enabling partners to sell and deliver services directly to their customers and helps ensure that more than 75 percent of Flexera's business is influenced through partners. Cindy added, "we have a strong alliances and channels team, and strong support from our executives to grow this portion of our business. This past year, we have matured to the point where we continue to add regional dedicated partner enablement managers globally to help assist our partners with our solutions implementation or technical questions. We delivered a certification program to maintain our standard of excellence to help our partners separate the ones that invest the most in our products and programs. We continue to further refine and improve our incentive programs, training, deal registration, renewals, joint selling, etc. Our over-arching goal statement is: We are building an ecosystem of experts who will be self-sufficient and provide our joint customers with value using Flexera technology. Everything that we do must align with this goal."

What are your goals for your company's channel business over the next year?
Flexera is growing very quickly. Alliances and Channels will have to match this pace. They will be undertaking programs that drive specific behaviors - behaviors that are more strategic and help them penetrate decision-makers to think out of the box and build our key strategies together. It isn't about adding more partners unless the need persists, but about stronger and deeper relationships with select companies.

What honors, awards, or commendations have you won over the past year?
Grogan was named to The Channel Company's prestigious 2017 CRN™ Women of the Channel. The annual list honors outstanding female executives across vendor channel organizations, distributors, solution providers and other women prominently involved in the IT channel ecosystem for their successes and the far-reaching impact they are having on the technology industry going forward.

Outside of your family, please name a woman you admire and why:
A Dell female channel executive, who Cindy still stays in contact with, taught her that blending the incredible combination of a being a successful professional + being a mother + having fun in one's career + carrying a passion for leading people + a curiosity for everything she encountered can equate to a very fulfilling life. And that it's okay to say "no".

What advice would you give your 16-year-old self?
Sometimes we convince ourselves we aren't good enough or smart enough to make our dreams a reality. We are our own worst enemy, our biggest critic, and the one most able to hold us back from what we can be. Take a deep breath and ignore the shakiness of your heart. Stop that the inner voice telling you can't do what you want or need to do. Tell it to be quiet because you can do it. BE FIERCE. You've got this! You have everything ahead of you in this life. Take control of it, don't let it control you.

If you could master any new job-related skill, what would it be and why?
Cindy is fascinated by people and their motivations, and by company cultures. She also enjoys helping people grow and enjoys mentoring eight people. She would like to master the art of being responsible for integrating new acquisitions into Flexera's company culture. She would like to help create the change necessary for both companies. This role would have a combination of relationship-building, strong communications, leadership, decision-making, and other attributes she would like to continue to hone.

What's the best book you read this past year and why did you like it?
This is tough as Cindy loves to read. But of all the books she's read, she recently re-read the book Shantaram by Gregory Roberts. It's a very long autobiography / memoir about a person that escapes prison in Australia and tries to make his way in Bombay. It's a very long story that moves very fast. The reading is rich, complex, full of adventure and mixed with the perfect voice. Lessons to be learned around relationships and being driven to always look for more.


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