CRN 2018 Women of the Channel Details


Biography and Background:
I began my career with Xerox as a Marketing Representative in 1991 after graduating from the University of Minnesota with a BA in Journalism. I was fortunate to have many talented female mentors to guide me in my sales career. As a result, I was the top 5 Marketing Representative in the country and achieved Presidents Club my first year. I continued to excel at Xerox and was promoted to a Major Account Executive. At this time, Xerox introduced the Sales Agent Channel and offered territories to their current employees. I saw this as a great opportunity to start my own business and jumped at the chance. During the next 22 years I have owned and sold 3 Sales Agent territories always striving to find the perfect fit not only for my business and customers, but also my family, which includes my husband and 3 boys. In my 27 year career I have consistently over achieved my plan every year , and made President's Club 10 times. My agency has been top 5 in the country for the past 7 years, and this year I achieved the number one Gold Agent in the country.

How have you personally helped advance your company's channel business over the past year?
I have advanced Xerox's channel business in 2 major ways this year. First, my agency has moved away from a Xerox managed pricing system to a dealer based model where I purchase the equipment from a variety of distributors, set my own margins for equipment and service, and bill back the customers. This has resulted in new value streams for my agency in recurring service and supply revenue. I have also been able to deliver a quicker turnaround time from order to install of equipment which has increased customer satisfaction. In addition I have added IT install support to the services I offer my customers which has also increased reoccurring revenue. Second, Xerox equipment has moved from just a printing solution to technology that offers customers the ability to add apps to our machines to increase their productivity. This has allowed my agency to drive growth for the channel by partnering with third party solutions. For example, adding Xmedius cloud fax app to every deal, I have been able to lock out the competition and win additional Xerox business while increasing my agency's recurring revenue per deal.

What are your goals for your company's channel business over the next year?
*To continue the transition of my business over to the dealer model and increase recurring service revenue . Increase the amount of time I spend in the field prospecting new business by hiring a customer service manager to be responsible for managing the order process, delivery, and post-sale training. Become an expert in additional Xerox applications which can be added to our equipment to help solve business challenges for my customers, provide lock out features, and increase revenue streams for my agency. To take advantage of Xerox email campaigns to blitz non-users which will generate leads for my agency.

What honors, awards, or commendations have you won over the past year?
My agency was awarded the Number 1 Xerox Gold agent in the Country at our Agent conference in Las Vegas this January. It was awarded to me by Agent Channel President, Darrin Cassidy . I accomplished this by over achieving my full year plan and selling more than any other Gold Agent in 2108 . I exceeded plan every month with a steady climb of prospecting new customers and closing deals. I also made President's Club. My agency has come in the top 5 for the past 7 years, so it was a great achievement.

Outside of your family, please name a woman you admire and why:
I admire Joy Mangano an American entrepreneur and inspiration for the movie Joy. Her tenacity as a single mother needing a way to improve her family's life developed products that intern helped improve her customer's life. Her first product, the self-ringing mop, was sold by demonstrating it out of her car in supermarkets. Continually faced with rejection, she did not give up and got her break while appearing on Home Shopping Network. From there, Joy went on to sell $3 billion worth of home products. She inspires women to take risks and be relentless in achieving their goals.

What advice would you give your 16-year-old self?
I would tell her to not be afraid to take risks and step out of your comfort zone. Failure is an opportunity to learn and come back even stronger. Stay the course and do the little things every day to achieve your goal. It is important to have a vision of your life, but also be present in the moment. You will never be 16 again so take every opportunity that is given to you. Most importantly have fun! The best advice I ever received was from my Grandpa: "You can be a little stupid, but not too stupid!"

If you could master any new job-related skill, what would it be and why?
The ability to delegate better. I love everything about the sales cycle from the day to day prospecting, preparing the proposal and delivering to the customer, installing and training on the Xerox solution, and finally helping with customer service after the sale. This takes valuable time away from my primary job, cultivating new customers and generating revenue for myself and the Xerox channel. My goal for 2018 is to hire more support people to help me with the day to day operations so I can be solely focused on finding and delivering new Xerox customers.

What's the best book you read this past year and why did you like it?
"Never Split the Difference: Negotiating as if your life depended on it" by Chris Voss. Every day in my job and family community life, I am confronted with many personality types who I am trying to move to see my product or ideas in a favorable way. This book taught me strategies to read different personality types and situations in order to adjust my approach to get the other person to see my idea in a favorable way. In addition, the goal is to maintain control of the situation while making the other party believe they have the control.


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