CRN 2018 Women of the Channel Details

Tonya Kaufman

Director, Global Channel Marketing, ForeScout Technologies, Inc.

Location: San Jose, CA


Number of years in current position: 3

Number of years involved with indirect sales: 20

Twitter Handle: @tkaufman_fs

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse
Has written a song
Has always wanted to be a teacher

Biography and Background:
Channel marketing is my passion not only for the career journey I am on, but also for the personal connections I have made over my twenty years in high-tech. From consumer to SMB segments onto Public Sector and Enterprise, this journey has led me to executing partner go-to-market strategies at Apple, Adobe, ForeScout Technologies and others. Along this path, I have experienced how connections made internally with key stakeholders like finance, legal, sales, and operations help me, as a channel marketer, empower, engage and excite partners to generate demand and accelerate pipeline. But, the fun parts of this journey are the teams in which I have managed and shared my passion, and the relationships formed with my marketing peers across a variety of partners from retail to DMRs, distributors to solution providers, and MSPs/MSSPs and integrators.

How have you personally helped advance your company's channel business over the past year?
2017 was a transformational year for ForeScout Technologies and its partner community. We launched the ForeScout Forward Partner Program to attract new partners across the globe, maximize our partners' growth and profitability, and adapt our program requirements for by region. My team was an instrumental part of this launch. With my leadership, my team revamped Deal Registration to drive net new logos and improve internal processes, track partners leading technical engagements like a Proof-of-Concept, and improve partner communications. I updated our Marketing Development Funds to reward our Distributors for value-added contributions to achieving sales targets and technically enabling partners. For our Value Added Resellers, I shifted marketing investments to partners focused on generating demand for ForeScout's security platform through a mix of events, digital programs, and sales engagement. Together, with my team, we have helped capture new partners and improve our partners' profitability.

What are your goals for your company's channel business over the next year?
In 2018, I'm focused on accelerating pipeline growth with strategic and high-growth potential VARs. By leveraging ForeScout field marketing programs, corporate marketing campaigns and ROI tools coupled with our new MDF investments, our partners are able to target prospects and existing customers to build 3 to 4x pipeline. We're also leveraging our complementing technology relationships to expand within existing accounts and upsell into new opportunities. This year, I also wish to amplify ForeScout and our brand with our partners through social and community outreach.

What honors, awards, or commendations have you won over the past year?
In FY17, my role and team's responsibility was expanded to cover global channel marketing. Most recently, I was awarded ForeScout Channel Star by our Channel Chief and his team for my marketing contributions and support to help them achieve their Q4-17 sales goals. Outside of work, I was recognized by my children's school for the six years of volunteer services leading the Art in Action program in their classrooms.

Outside of your family, please name a woman you admire and why:
Serena Williams. As an avid tennis player. I am inspired by her strength, achievements and perseverance. I am excited to see how she will transform her professional athletic career as she continues to motivate others, thrive as a role model, and tackle motherhood as she has challenged herself and her opponents on the tennis court.

What advice would you give your 16-year-old self?
What fun to give my 16-year old self advice! At the moment, I would say cherish your working relationships, as your colleagues often become your best friends. Find your mentors early and become one yourself. Have fun even in the challenging times, because at the end of the day it's better to laugh then get caught up in the stresses of life. Finally, your toughest days are resolved by the solutions you recommend. Don't dwell in what you can't, focus on what you can.

If you could master any new job-related skill, what would it be and why?
I would like to gain more technical knowledge of how organizations can leverage solutions to address their cybersecurity challenges. With the attack surface expanding every day as more and more devices connect to enterprise networks, security solutions play an increasingly important role in protecting organizations from the ever-changing threat landscape. ForeScout's partners represent and have expertise in a broad range of security solutions. With more technical knowledge, I can help our partners better understand ForeScout's interoperability with such solutions in order to identify new opportunities and expand within existing customers.

What's the best book you read this past year and why did you like it?
I recently read Make Your Bed by Adimiral William H. McRaven with my son. It's a motivating book to encourage you to focus on basic to-dos to help you prioritize your daily tasks, like make your bed every day, and not dwell on the mundane. Not only for my pre-teen son, but also for myself, I could relate to the the Admiral's advice on fostering strength through determination, not giving up, and staying true to yourself. I highly recommend this quick, motivational read.

Unedited Content Provided By Participants