One of our "Power 100 Vendors"
Biography and Background:
Over 25 years Channel Experience: CA for 7 years OEM and Service Partners, VMware for 12 years, Channel Alliance, First SI program, built Solution Provider Program 2.0, Ran Solution Provider RTM as WW VP. Joined IBM to help transform the Analytics channel to recruit, onboard and activate ISVs, CSPs, MSPs and build out entire ecosystem end to end. Additional responsibilities within 60 days included WW digital sales and entire WW IBM analytics commercial segment, Approx $1B responsibility. Within 12 months, promoted to run combined channel of Cloud Integration and Analytics=Cloud and Watson Cloud Platform, including all of digital sales, customer digital buying journey and commercial segment which represents over $2B. Combined business unit represents over 80% of software revenue and fastest growth XaaS through nexgen partners, ISV, MSP, CSP, partner recruitment and development of third party marketplaces. A happy wife and proud mother of 5 children and 2 dogs.
How have you personally helped advance your company's channel business over the past year?
Worked across Business Units and with Global Business Partner team to build the nexgen partner programs for ISVs, CSPs, MSPs and third party marketplaces around digital transformation. Led best practices overall digital and channel readiness of offerings focusing on Offering Management, Marketing, Program Incentive redesign, Partner onboarding and enablement. Created a partner communication cadence around quarterly focus areas and engaged bi-directional feedback directly with IBM executives around a Global Elite partner initiative. As a result, grew our Xaas business triple digits, onboarded and recruited several hundred partners unique to Analytics,Cloud and WCP, increased "committed" partners (measured by consistently transacting) 4X, grew SI revenue and blue print reference architecture design wins over 100%. For BU executive interface, I have personally brokered partner relationships through 23X3X6, top partners by market, by portfolio and interfacing with our GM, SVPs of Offering Management to ensure they understand a Partner POV and how they monetize IBM solutions. I've also brought in third party vendors to help accelerate IBM's time to market selling to and through our partners. Primary focus is outside-in thinking. Simplicity and Acceleration.
What are your goals for your company's channel business over the next year?
We must drive an ease of use scaleable engine for partners to work with IBM. This will include recruitment, enablement, onboarding time to first sale in less than 30 days. Our sandbox, POCs must be readily available at NFR level and we must more effectively engage a Digital Technical Engagement team for velocity and reach. For our core partners, cross-practice enablement of Analytics and Cloud Integration, ultimately to platform based consumption of Watson Cloud Platform. Deliver and execute Services IP to help partners build a profitable, repeatable solutions practice leveraging IBMs patterns and use cases.
What honors, awards, or commendations have you won over the past year?
CRN Women of the Channel 2013-17, Top 100 2016-17, National Charity League, North Austin Founder and Board of Director Member, Comptia, Vendor Advisory Board, Vice Chairman, VMware VMwomen Advisory Council VMware Awards: EPIC culture award: Community. Based on "Women Telling Their Stories" event I hosted with a partner at VMware for all Silicon Valley women across technology organizations. Award presented to me VMware Channel Chief and CEO. Another Epic Award for Passion based on work while on the VMwomen Council. Rainmaker Award, twice in two years awarded to me by VP of Federal based on the GSI and SP program.
Outside of your family, please name a woman you admire and why:
Hillary Clinton Rodham. Regardless of political beliefs, the history she made while in political office and her pursuits, on behalf of women. "And to all the little girls, never doubt you are valuable, and powerful, and deserving of every chance and opportunity in the world to pursue and achieve your dreams"
What advice would you give your 16-year-old self?
Be confident, be brave, your time is now. The world is your oyster! You have so many choices in front of you. Know that life will take twists and turns but you are ultimately in charge of your future. Manifest Destiny. Plan your work, work your plan and you will accomplish your goals. And don't date the jerks. They aren't with the time or heartache!
If you could master any new job-related skill, what would it be and why?
I'd like to get more online social media saavy around data points. Not only relevant, timely postings that I can personally do, but also how to absorb all the structured and unstructured data coming at me through social media avenues (Linked In, Twitter, CRN etc) We are an instant news gathering world, but how do you take it all in, make quick decisions and take actions? The world of technology is fast paced and changing with increasing amounts of data and trends.
What's the best book you read this past year and why did you like it?
* "What Happened" Hillary Rodham Clinton It gave perspective on the campaign. It also provided detail of her personal journey before and after the campaign. It was insightful and ultimately uplifting.
Unedited Content Provided By Participants