CRN 2018 Women of the Channel Details

Robyn Philips

Senior Channel Sales Advisor, AppRiver

Location: Gulf Breeze, FL


Number of years in current position: 10

Number of years involved with indirect sales: 29

Twitter Handle: @n/a

Fun Facts:

Sits on a company board
Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse
Likes playing video games
Has always wanted to be a teacher

Biography and Background:
As a Senior Channel Sales Advisor, I have been involved in partner engagement strategy, southeast territory partnerships, and sales alliances & marketing efforts for ten years at AppRiver. My focus has been on deepening executive relationships within the channel, increasing client loyalty and retention, accelerating growth from client relationships, driving brand awareness in the channel marketspace, and optimizing partner engagements. My areas of responsibility include channel relationships, channel territory marketing functions, client events, and company advisory board. This past year I was responsible for our Veteran-to-Entrepreneur (V2E) program engagement. A program intended for veterans who own 50-percent interest in a qualifying ISV, VAR or MSP that is either a startup vision or still within their first year of incorporation. Prior to AppRiver I held various sales positions from regional and account management roles to field sales management. I have worked in the technology industry for almost 30 years. I have previously served on the board of the Armed Forces Communications Electronic Association, (AFCEA) for the Blue Angels Pensacola Chapter, and as President. In 2015 and 2017 a Woman of the Channel nominee recipient.

How have you personally helped advance your company's channel business over the past year?
In the ten years since I've been with AppRiver, the channel has continued to grow to more than 4,500 partners worldwide. Each partner relationship I have been a part of cultivating has been an enjoyable experience. To be a part of hundreds of SMB companies' growth, see them thrive in the cloud space, and build long-term relationships has filled me with great satisfaction and pride! From onboarding to problem solving, I hold a strong confidence in the developed Phenomenal Customer Care™ my partners deserve and have come to expect. Investing in my partners' success only strengthens my resolve to further expand my skills, technical knowledge, and desire to sharpen my ability to create customer loyalty by providing a wonderful customer experience. Sometimes, the best choice is to stick with a winning formula and continue to evolve it to keep it fresh, which is one of my mantras. I do this by attending I.T. Conferences, visiting with my partners at collaborative events, or making site appointments to listen to what they have to say about their client's needs. Reading industry Blogs and online magazines also keeps me current and able to answer sales and technical questions when they call upon me.

What are your goals for your company's channel business over the next year?
To continue growing the channel business! AppRiver had another year-over-year increase in channel revenue in 2017. The continued tremendous growth stems in part from a laser focus on relationship management. Additionally, AppRiver was acquired by Marlin Equities, in October 2017. This strategic change will increase the company's ability to grow its cloud-based cybersecurity reach. At close of January 2018, there was already an increase in active partners and an increase in the total number of partners engaged to sell Office 365 through the Cloud Solution Provider (CSP) program. I'm ready to help make 2018 exponentially better.

What honors, awards, or commendations have you won over the past year?
2017 Women of the Channel participant; AppRiver Channel Manager nomination, I believe my boss believes in my team and overall contribution. AppRiver Karma recognition; an appreciation email was sent to: by an AppRiver Channel Partner who took the time to write and recognize a receptionist, technical support representative, and myself for good attitudes and work well done.

Outside of your family, please name a woman you admire and why:
Lady Diana, Princess of Wales even after her passing continues to serve as a person of inspiration for me. As she was selfless in her actions and lived a life that was in service of others: political family, children, homeless, and those affected by disabling diseases. She always displayed grace and poise, while making a positive impact supporting untraditional causes and giving of her time.

What advice would you give your 16-year-old self?
Stop thinking so much of yourself, start thinking of others more and being a team-player. Be more confident, but not cocky, work at being competent and capable to get the good grades and job well done. Be respectful, accountable, and be on time. Strive to be the person your friends can count on. Ask the question why more, so you can know your stuff whatever your stuff is; listen, read, study, stay current.

If you could master any new job-related skill, what would it be and why?
Interesting question, because in the I.T. industry it seems I'm mastering a new job-related skill sometimes quarterly. While it comes with the territory, technologies are constantly evolving and with that comes the task of staying current. Technically speaking, I'm learning new job-related skills all the time. I'm proud to say I know how to work in various sales operational software programs, but my skill set lies more in the realm of sales than in design. I think learning to understand a programming language could prove to be an asset in learning more about our products and how to market them.

What's the best book you read this past year and why did you like it?
The Great Employee Handbook, Making Work and Life Better" by Quint Studer. The impact of this book relates not only to my work life, but also my home life, just as the title reflects. I already enjoy reading Mr. Studer's Pensacola New Journal work, therefore I concluded I would also enjoy reading his book. I expected positive and productive application towards my career and my personal life and I was not disappointed. After reading his writings I believe I'll be better enabled to identify and hopefully avoid situations that could become awkward, or unenjoyable in this journey called life.

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