CRN 2018 Women of the Channel Details

Catherine Wilson

Director of Operations, Laserfiche

Location: Long Beach, CA - California


Number of years in current position: 8

Number of years involved with indirect sales: 14

Twitter Handle: @cathwilson408

Fun Facts:

Can code
Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse
Has studied abroad

Biography and Background:
Catherine Wilson is Director of Operations at Laserfiche. Having served in a variety of roles over a 10-year span at Laserfiche, she brings a unique blend of experience from development, product strategy and marketing. Catherine has been instrumental in developing a partner management framework to help ISVs develop and launch Laserfiche integrations, including establishing turnkey marketing guidelines; optimizing use of corporate resources to streamline development; and ensuring that product strategy is aligned with partner needs. She earned her BS in computer science from the University of California, Santa Barbara, and also holds an MBA from Argosy University. Today, she oversees partnership marketing and strategy and leads analyst relations.

How have you personally helped advance your company's channel business over the past year?
Analyst relations play an integral role in Laserfiche's marketing and brand awareness, and ultimately sales and growth in our channel business. In the past year, I worked closely with industry analysts to educate them on our product, our success stories and the excellent support we provide to all of our channel partners. Additionally, the extra time spent with analysts allowed me to explain Laserfiche's new licensing and packaging for subscriptions-based cloud services so that they fully understand the new system and why it works well for our customers. As a result of this collaboration, Laserfiche's standing in analysts' reports have improved. This recognition has resulted in better brand awareness throughout the industry as well increased lead generation and a record-breaking year for Laserfiche sales.

What are your goals for your company's channel business over the next year?
My goals align with the core initiatives for the company, including: I want to revamp our support site. It's important that we are providing tools and resources for our community that are intuitive and easy to navigate. I want to provide more training opportunities for our integration partners and VARs. I'd like to host more joint marketing events and webinars with our partners. Education is power and the more resources we provide to our community, the stronger they will be. I want to continue working with analysts to fine-tune our true up licensing model, flexible deployment and subscription licensing model.

What honors, awards, or commendations have you won over the past year?
I completed my first 5k this year!

Outside of your family, please name a woman you admire and why:
Hedy Belttary is a valuable member of our leadership team because of her experience in our industry and channel-based businesses. As our senior vice president of sales, she leads our domestic sales organization and acts as a role model for me and many others. I personally appreciate the manner in which she collaborates with larger teams. There's a subtleness to the way she encourages a culture of inclusion. While she maintains a poised and calm demeanor, her actions and tone reflect our fiercely competitive channel and her energy is infectious.

What advice would you give your 16-year-old self?
There weren't very many women in my field of study when I attended college. While those numbers are improving, I can see how science and engineering might be a less than welcoming area to study. The most important piece of advice I could give is don't let gender play a role in your decision making. It's important to have a good understanding of how business works, for you to set your own objectives that align with the organization's goals and recognize your role within achieving those goals. Execution is important, so own your role and perform at the highest level.

If you could master any new job-related skill, what would it be and why?
If I could master any new job-related skill it would be to understand and use data analytics. Analytics are key to driving a digital transformation. I'd like to get more comfortable diving into the data and using it as a business tool to drive strategic direction.

What's the best book you read this past year and why did you like it?
I recently read "Alias Hook" by Lisa Jensen. The story is a rendition of Peter Pan but told from the perspective of Captain Hook. Today, everything is so polarized that it was interesting to read a story from the villain's perspective. The book encourages empathy, and encourages you look at situations from every angle.

Unedited Content Provided By Participants