One of our "Power 100 Vendors"
Location: Woburn, MA
Number of years in current position: 2
Number of years involved with indirect sales: 25
Biography and Background:
Larissa Crandall has been a successful channel sales executive for over 20 years in the high tech industry. As senior director of channel sales at Kaspersky Lab North America, Larissa is a top-performing professional with career success in building and directing high-performance teams to exceed established goals on a consistent basis. Larissa started her career at Connection, a national solution provider, holding various positions over the course of 14 years and worked her my way up from one of the first corporate outbound sales representatives to executive management. Larissa then moved on to be director and vice president at various technology companies where she successfully grew their customer and partner communities. She then strategically moved into executive management on the channel side of the business providing a unique perspective with her sales background. Larissa's responsibilities and specialties include: leadership, channel and partner development, consultative sales, new account development, contract negotiations, client service and satisfaction, operations, coaching and talent development, sales management, sales strategy, business to business relationships, go-to-market strategies, business development, acquisition strategies, effective leadership capabilities with dedication to a disciplined work ethic, loyalty and integrity, while achieving bottom-line results in a high velocity culture.
How have you personally helped advance your company's channel business over the past year?
Kaspersky Lab continues to be a 100% channel business company and leader in the cybersecurity industry. This past year we grew our channel team to provide better regional support across our partner community. We have been aggressively making changes based on partner feedback to change ways we train, communicate, align our sales team, and incent to best support where our partners need us. The security industry is ever-changing, in order for our partners to improve their cybersecurity knowledge we worked with them to develop training to their sales and engineer teams. Continuing to see through the eyes of the partner rather than inside-out strategy is key to successful interlock with our partners.
What are your goals for your company's channel business over the next year?
Continued focus on training and enablement to help support our partners. This remains a high priority as they continue to build out their internal security practices. Kaspersky Lab has enhanced resources to increase the MSP business by adding headcount, new tools and successfully providing more support to this growing segment. Our enterprise business continues to grow; we've added to our internal team to support partners that are demanding a higher level of products beyond endpoint. We will also continue to identify new strategic partners and channels of distribution unique to our space over the next year.
What honors, awards, or commendations have you won over the past year?
Last year, I was honored to be selected as a CRN Women of the Channel Power 100: https://usa.kaspersky.com/about/press-releases/2017_kaspersky-labs-larissa-crandall-named-to-crns-2017-women-of-the-channel-power-100-list
Outside of your family, please name a woman you admire and why:
I had the pleasure of attending the Woman in the Channel Conference this past year in New York City and meeting Elizabeth Vargas. She was one of the speakers talking about her new book, Between Breaths discussing her battle with alcoholism and anxiety. It was raw, honest and brave for her to come forward knowing her successful career. It struck me while in the room at that conference among 750 other woman that we all have something going on. We need to continue to support each other, ask for help and be mentors for the next generation. Read that book!
What advice would you give your 16-year-old self?
I would tell my 16-year-old self not be afraid of making individual decisions on academics, sports, social life and friends. You're in control of your destiny and there's life out of high school. I have a 16-year-old right now; there's peer pressure on children these days to "fit in." I grew up working at my family business; I was fortunate to learn early about work ethic, integrity, individuality and accountability. I've instilled these values in my children; work toward the future you want and not what you think it's supposed to be.
If you could master any new job-related skill, what would it be and why?
The new job-related skill I would like to master is learning a new language. I interact with colleagues all over the globe, learning a new language would be a great way to enhance our relationship. Sometimes we struggle to understand each other and this would expedite interaction in getting topics addressed and accomplished.
What's the best book you read this past year and why did you like it?
The best book I read recently was one that was also highlighted at the Woman in the Channel conference; it's Mom.B.A. by Karyn Schoenbert. It's full of experiences she's had in her professional career on how to be a successful global leader. It's a great read and keeps you engaged. You can relate to what she's talking about making you think about your personal/professional career balance. She's energetic, humble and positive making it a great read!
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