CRN 2018 Women of the Channel Details

One of our "Power 100 Vendors"

Enit Nichani

Director of Marketing, North America, IGEL

Location: San Francisco, CA


Number of years in current position: 2

Number of years involved with indirect sales: 8

Twitter Handle: @enichani

Fun Facts:

Can code
Has an advanced degree (a degree higher than a bachelor's degree)
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse
Has studied abroad

Biography and Background:
Enit Nichani is Director of Marketing for IGEL, a position she has held since July 2016. IGEL is a 100% channel-focused company, and in this role, Enit is responsible for elevating the IGEL message with IGEL partners and their customers through comprehensive marketing plans and programs including event marketing, lead generation and demand generation programs. Prior to joining IGEL, Enit held marketing and channel program management positions with RES Software, Dell Wyse, NEC Corporation of America and IBM.

How have you personally helped advance your company's channel business over the past year?
I spearheaded a campaign that culminated in giveaway of a new Tesla P100D. Over the course of the campaign, we actively engaged prospects at events and tradeshows with a short survey, and more importantly secured a time commitment for a demo. Timed with the launch of the new IGEL website, online techniques were also used to capture leads. To offset the costs of the campaign, we enlisted IGEL partners, AMD and Samsung, as co-sponsors. Further, IGEL channel partners were given completed branded campaign kits that included an e-mail template, social media cards and a presentation that they could use to promote the campaign among their customers and prospects. Supporting the campaign was a massive PR, advertising, social media and event marketing effort that drove prospect engagement at 183 global events, culminating in a heavily attended and live-streamed reception at VMworld 2017, where IGEL drew the winner of the Tesla P100D. Ultimately, the campaign generated 5,700 new evaluation requests and resulted in 1,888 completed product demos, pointing to $8.3M in new sales opportunities for IGEL and our channel partners. In 2017, IGEL realized a 74% revenue growth in the U.S. and 589% increase in software sales in the U.S.

What are your goals for your company's channel business over the next year?
I look forward to providing our channel partners with materials that will help them communicate the features, benefits and key differentiators of IGEL's powerful endpoint management software solutions for the secure enterprise. One of the ways we are accomplishing this in 2018 is through the IT Baller campaign. We are giving away $120,000, and have created a branded campaign kit with e-mail templates, social media cards and presentations that partners can use to generate leads. We are also providing our partners with more resources for educating their customers on how IGEL can save them money, improve operations and increase security.

What honors, awards, or commendations have you won over the past year?
I was the winner of a 2017 Stevie™ Silver Award for Women in Business and also the recipient of a Pipeline Marketing Award. Both awards were for the successful execution of the IGEL Tesla Campaign.

Outside of your family, please name a woman you admire and why:
Michelle Obama. She is such a great role model, wife, mother and former First Lady. She is someone whom I would aspire to be, and I am especially inspired by how she was able to manage life as a First Lady, while at the same time being a wife, mother and advocate for women and children.

What advice would you give your 16-year-old self?
I was not a typical 16-year old girl as I had recently graduated from high school and emigrated to the United States soon after I turned 16. I would encourage my 16-year-old self to keep going and dream bigger, not worry about the language barrier or culture shock, but continue to focus on her education and to enjoy the beautiful transition of becoming an adult in a country with so many opportunities that come from being able to choose what you want to study, do and how you want to succeed.

If you could master any new job-related skill, what would it be and why?
I would love to be able to find a way to use what I have learned in the technology industry, along with my knowledge and expertise in marketing, to give back to the community, both here in the U.S., Mexico and my home country in Peru. Ultimately, I want to be in a position where I could give direct assistance to those who need support the most.

What's the best book you read this past year and why did you like it?
Talk like TED by Carmine Gallo. I picked up this book before boarding an international flight and couldn't put it down. I selected it because I believe I'm addicted to watching TED Talks for the topics and engaging presenters, and because I can never get enough tips to improve my presentation skills. I liked this book because it really was about communication, and not only provided tips on how to become a genuine presenter but communicator. It summarizes and points out the best presentation tactics from successful TED Talks so you can watch, review and learn from them.

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