CRN 2018 Women of the Channel Details

Biography and Background:
Megan has served as SVP of operations for North America at Insight Enterprises' since 2016, overseeing global logistics, supply chain, business transformation and profitable growth. She graduated from Arizona State University with a degree in finance and started her career at EY, where she participated in a program to achieve her master's degree in accounting from Notre Dame. Her time at EY equipped her with the experience and knowledge to address multiple industries and business challenges. After EY, Megan joined a national hospice care company that was looking to enhance its financial systems and analysis to enable smarter investments. She oversaw all areas of finance and facilities management and gained experience in system implementations, treasury, capital, and operational planning. She took that experience to a global, public BPO company as VP of finance, leading international acquisitions, development of global greenfield locations, and financial reporting for international locations. Megan joined Insight in 2010 as controller and has been instrumental in the accuracy of U.S. financial statements, internal control compliance, and financial reporting. In 2012, she advanced to VP of finance for North America, negotiating and executing on complex transactions, developing systems and processes to support new LOBs, and integrating acquired companies.

How have you personally helped advance your company's channel business over the past year?
A key area for which I am responsible is profitability. I have implemented dynamic web pricing, which is driving significant web revenue and gross profit growth for Insight and the partners whose products we resell. We price shop the top-selling products being sold by our competition, analyzing the data to determine the absolute best price for these products without cutting into margin. Our goals related to this program are simple: • We want to build client confidence that our web pricing is competitive. We are looking to build consumer confidence in our web pricing akin to what Amazon has gained with B2C customers. • We want to increase our overall revenue and GP dollars earned on the web without degrading margin. • We want to drive more business to the web and acquire net new clients for Insight and our partners. Dynamic pricing is absolutely working. In 2017, sales of the products that we shopped outpaced products we didn't shop by roughly 20% for both revenue and GP, and we have attracted more than 1,000 net new clients to Insight that purchased these competitively priced items.

What are your goals for your company's channel business over the next year?
Automating administrative tasks is a strategic imperative to reduce costly, non-value added work within our organization and channel partner organizations. We have devised a dynamic plan with key partners to implement robotic process automation (RPA). RPA software, often referred to as bots, enhances the overall work experience by removing rote, manual activities from employee workloads and decreases costly mistakes due to human error. The level of automation that can be achieved now is awe-inspiring, and development does not require IT programmers. The programming can be done with a Microsoft Visio look and feel that is incredibly intuitive.

What honors, awards, or commendations have you won over the past year?
I received an Insight MVP sales award for my leadership support of our majors (enterprise) sales team for being integral in supporting their sales growth and profitability. I also won a trip to our president's club for providing integral thought leadership towards profitable growth and automation.

Outside of your family, please name a woman you admire and why:
I admire YouTube CEO Susan Wojcicki, a mother of five who believes being a mom makes her a stronger leader and working makes her a better mom. She demonstrates work-life balance daily, is always home for dinner, and devotes the hours of 6 to 9 p.m. to her family. Wojcicki has influenced a friendly workplace for parents at Google. Moms-to-be have special parking places, employees get 18 weeks of paid parental leave, and there are nursing rooms on site. She advocates for federally mandated, paid parental leave, which she believes will increase the number of women participating in the workforce.

What advice would you give your 16-year-old self?
You spend the majority of your waking hours at work, so pick a career that you are going to love and are passionate about. Life is a balancing act. I think of each significant aspect of my life as a ball to juggle. I analogize that family, friends, work, and personal health are all balls I need to uphold but can't always be given equal priority every day. I routinely evaluate how well I am caring for each of these critical areas and rebalance as needed to ensure no aspect drops. Happiness results when no balls hit the floor.

If you could master any new job-related skill, what would it be and why?
I am very passionate about automation and would like to learn coding. With my senior-level role in the company, I know I would not spend much time actually coding. But having the skillset to do so would further increase my ability to challenge my team on what is possible. I am constantly looking at areas that we can automate, but I believe if I had the skillset to code, my mind would think even bigger in terms of what is now possible.

What's the best book you read this past year and why did you like it?
"FYI (For your Improvement)" by Michael M. Lombardo and Robert W. Eichinger provides better coaching and targeted feedback techniques for my team, focusing on core competencies that great leaders possess and recommendations to develop those traits. Each chapter focuses on a core competency, exploring why individuals may not excel in that area. The authors suggest remedies, on-the-job tasks, and readings that promote leadership development. I believe my job is to attract, retain and develop a world-class team. Since applying the lessons learned from this book, I have seen my team grow in meaningful and powerful ways.

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