One of our "Power 100 Vendors"
Biography and Background:
Last year, Regan joined the Global Channel Operations team as the new Sr. Director of Global Distribution Sales. Regan is focused on managing the Distribution Managed Partner Program working with our internal teams and distributors across all regions to drive mutual growth and profitability. Prior to her current positon, Regan was the Head of Global Partner Marketing at Intel Security/McAfee, responsible for the global partner marketing strategy to accelerate partner growth and loyalty including partner enablement, demand generation, incentives, marketing development fund investments, events (Partner Summit and Tech Forum), digital/social media and partner communications. Regan joined McAfee Canada in 2010 where she was responsible for the Canadian and Northeast U.S. marketing strategy and programs. Prior to McAfee, Regan held leadership roles in marketing at CA Technologies and Oracle. Regan is a creative marketer and an authentic leader who helps others excel while making a positive impact on the business.
How have you personally helped advance your company's channel business over the past year?
Over 75% of McAfee's Corporate bookings flow through our Distribution partners yet there is general sentiment they are not delivering value beyond fulfillment. Regan and the Distribution team was tasked to develop and launch a new program, Distribution Managed Partner Program, focused on energizing Distributors to grow new business vs traditional fulfillment. The goal was to achieve double digit growth, drive commercial bookings with an emphasis on net new business from resellers supported exclusively by our distributors. Overall results to date have exceeded all expectations and the program has achieved success and growth in all key metrics. Bookings grew by 13% YoY. New business grew by 44%. Commercial bookings grew by 69%. The program also saw an increase in reseller contributed pipeline and opportunity registration and an increase in the number of transacting resellers and the number of transactions each reseller drove. Regan is responsible for driving the program in 2018 and has ambitious goals to grow the program even more.
What are your goals for your company's channel business over the next year?
By the end of 2018, McAfee will be the No. 1 security provider AND partner to over 80 percent of the Global 2000. I'm focused on: Strategic Engagement: Go deeper and align with select set of partners with capabilities our customers are looking for. Mutual Growth and Profitability: We drive this through stronger account engagement, where we engage more often with our partners. Higher performing partners have the opportunity to earn more. Better Customer Outcomes: Delivering new partner systems, tools and reference architectures to our partners and enhance pre-sales, technical sales, services and support training for integrated solutions and services.
What honors, awards, or commendations have you won over the past year?
None at this time.
Outside of your family, please name a woman you admire and why:
I admire all women who have contributed their stories and experiences to speak out against sexual violence and harassment as part of the #MeToo movement. It takes courage and there are many risks with sharing these experiences. I appreciate those first women who broke their silence making it safe for others to speak up. It's unfortunate that we've stayed quiet for so long and how many victims there are. But I'm hopefull that with all these voices and focus on this topic people will see a rapid decrease and one day an end to sexual violence and harassment.
What advice would you give your 16-year-old self?
It will all work out.
If you could master any new job-related skill, what would it be and why?
On the more tactical side, since moving into sales, I've spent a lot of time working in Excel and I've realized there is much to learn as it is an incredibly powerful and useful tool. Therefore, I've made it a habit to continue to take courses and immediately put my skills to use to retain what I've learned. From a more strategic perspective, I'm always studying the topic of communication in all forms, written, verbal, storytelling and persuasion. It's a critical skill and one I believe makes the biggest impact on career success.
What's the best book you read this past year and why did you like it?
When Breath Becomes Air, a memoir by Dr. Paul Kalanithi and Abraham Verghese. Through Dr. Kalanithi's gifted writing, honesty and storytelling, you gain first-hand experience to what it means to face death while contemplating what it means to live a meaningful life. It's an inspiring, insightful, and illuminating journey through the eyes of a young doctor, husband, son and father. This book equally touches your heart while making you think about your own life and what is most important to you. I couldn't stop reading it and it left a lasting impression.
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