CRN 2018 Women of the Channel Details


Biography and Background:
Ms. Handley joined Infor as the Sr. Director of Alliance Marketing in 2017, holding global responsibility for Marketing and Communication. Her main area of focus is to drive engaging and modern campaigns and communications in market, micro-targeting, and developing Account Based marketing strategies, ultimately resulting in sales. During Ms. Handley's tenure, campaign open rates run at 90%+, qualified sales pipeline has increased double digits, and response and click through rates average 35%+. Ms. Handley has spent 15 years in the channel, in a variety of Marketing, Sales and Strategic roles- always with a worldwide focus. Prior to joining Infor, she was the Sr. Director of Global Channel Marketing at CA. Ms. Handley also previously help leadership positions at IBM, where she began her career in the channel.

How have you personally helped advance your company's channel business over the past year?
In a few short months, we revitalized the communication design, the messaging, and the cadence - which resulted in a 98% open rate! Partners wanted to hear from Infor. The next step was to create robust value propositions. Our Alliance partners are doing amazing things with Infor and we want to showcase those. We have issued 7 Press releases in 4 months around channel success, on go lives, new partnerships, and new technology like AI Coleman. We are holding GTM workshops and creating a new digital presence with our partners. We issued new legal language around sharing contacts at events with our partners, and redefining how we sort and mange leads, to be inclusive and unbiased. We created sales specific campaigns internally, called Winning with Partners, to promote our partners and encourage awareness and field engagement with 50%+ results. And, we are running monthly enablement programs focused on CloudSuite migration- already completing 10 of these in 2018. We are taking huge strides to positively impact the market with our partners - embedding them into campaigns, focusing on interesting content, and leveraging thought leadership. This is all showing in double digit growth in qualified pipeline, new agreements and new sales.

What are your goals for your company's channel business over the next year?
Growth and Creativity. Infor is a unique brand and leader in industry specific technologies. It is fascinating to think of how manufacturing plastics and paper are different and how you message that in a campaign, with an industry vertical expert like a GSI. We are then challenged to make sure people understand functional and technical uniqueness mean Infor. We take complex message, distill it, make it consumable, and scale it. We are a cloud company, and our partners think Cloud first. We want to continue to grow and invest with our Alliances, building on a great foundation.

What honors, awards, or commendations have you won over the past year?
I was honored to receive WOC awards as these are unique and special. This means a lot because there are so few awards in the channel! In my personal life, I was recognized as an "Outstanding Member" of the Board for preserving a local Historic District, one of only 12 remaining in Atlanta. I was recognized as a Girl Scout Leader in the region, and by my running group for winning my age group in a 5K race on January 1, 2018. It was 19 degrees & snowing in Atlanta, so I think I truly earned that award!

Outside of your family, please name a woman you admire and why:
I know- technically breaking the rules but my 10 year old daughter for changing the Atlanta public school dress code to remove the word "distracting". She wanted to wear leggings to school, but the dress code prohibited it. She researched, presented to the School Board, rewrote the code to remove sexist language. She was interviewed by local TV, the TODAY SHOW, the Girl Scouts, and Bloomberg! She was bold and undaunted. She told the district "I am not a distraction. Boys should be taught to manage their own distractions." I admire her and all who voted to update the language.

What advice would you give your 16-year-old self?
I would tell her to travel more and invest your babysitting dollars in tech stocks. I would also say that no one is perfect and your hair will be curly forever. I would advise to spend more time with your parents, because you will miss them when they are gone forever. Learn the family recipes so you can recreate Thanksgiving with the right amount of sage and other spices. And, I would say to remember help others when you can, but also accept help if you need it.

If you could master any new job-related skill, what would it be and why?
I would master designing digital content- in a digital platform. While I can sketch things out on paper, I am very average at Adobe and other digital design tools. This would fulfill my childhood dream of being a Disney Imagineer - where you draw things that come to life. It would probably also save time for me explaining each box and abbreviations, particularly for infographics and new content.

What's the best book you read this past year and why did you like it?
I just read the Secret Lives of Color, by Kassia St.Clair. It is about the history of colors - shades, names, origins. It is fascinating to read about Kelly Green, long associated with St. Patrick himself, began as blue and shifted to green, posthumously. Also, Cochineal red comes from bugs in Mexico & South America - coveted, kept secret, traded and often stolen. Dutch Orange likely started personal branding. Buff originally was short for buffalo. The book was full of interesting facts, and unlikely origins for color names and their meanings. There is always intention behind color choice, even subconscious.


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