CRN 2018 Women of the Channel Details

Deanna Brownley

Senior Channel Marketing Manager, Fortinet

Location: Sunnyvale, CA


Number of years in current position: 2

Number of years involved with indirect sales: 17

Twitter Handle: @dbrownley1

Fun Facts:

Can code
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
Deanna Brownley is a seasoned channel professional with over 17 years of experience in developing and executing channel sales and marketing strategies. She has a proven track record in leading teams and initiatives in both entrepreneurial environments and Fortune 100 companies. Deanna enjoys building strong relationships with channel partners, customers and colleagues, and excels at developing marketing strategies that align to company business objectives.

How have you personally helped advance your company's channel business over the past year?
In 2017 our team worked with a partner on a multi-touch campaign to drive cross-sell revenue within a defined set of opportunity partners. As a result of this campaign we closed $2.4M in incremental revenue and grew an additional pipeline opportunity of $17.3M. We're looking to continue this momentum into 2018!

What are your goals for your company's channel business over the next year?
As our company expands to address more of the mid-market and enterprise space, channel marketing will continue to develop and implement programs that are scalable, low-touch and help our Silver and Authorized partners grow their security practice while increasing our share-of-wallet within a specific marketplace. I am looking forward to finalizing and implementing these programs and sharing some amazing results in 2018

What honors, awards, or commendations have you won over the past year?
Nothing formal, but the feedback I receive from my colleagues and partners is enough for me!

Outside of your family, please name a woman you admire and why:
Sheryl Sandberg for so many reasons, but particularly because of her vision and drive to launch Google's philanthropic arm Google.Org. While being a visionary in the tech space she also found a way to be true to her own core values, placing emphasis on giving back and creating opportunity for others to succeed.

What advice would you give your 16-year-old self?
To quote Michael Jordan "You miss 100% of the shots you don't take" - take risks, try new things, travel and experience other cultures. Don't let yourself be defined by other people's expectations. Be true to yourself and you can never go wrong. Oh, and the nerds in high school become the really interesting grown-ups - invest more in those friendships!

If you could master any new job-related skill, what would it be and why?
I'd like to grow my ability to tell a good story. In marketing so many times that's what "it" boils down to - can we tell a good story about our company, our product, our people; to our customers, prospects, and other key stakeholders including our sales organizations. We need to quantitatively demonstrate how marketing is a driving force in creating pipeline and ultimately revenue.

What's the best book you read this past year and why did you like it?
When Breath Becomes Air by Paul Kalanithi, a brilliantly written, incredibly thoughtful and poignant memoir of Paul's journey from neurosurgeon to patient and learning to find and redefine his new core values during his cancer battle.

Unedited Content Provided By Participants