CRN 2018 Women of the Channel Details

Barb Huelskamp

Vice President, Global Alliances, MicroPact

Location: Herndon, VA


Number of years in current position: 0.25

Number of years involved with indirect sales: 25

Twitter Handle: @BabzterH

Fun Facts:

Has worked for a solution provider organization
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain

Biography and Background:
As MicroPact's VP Global Alliances, I am applying my in-depth knowledge of channel strategy to expand our presence and accelerate revenue in government markets through our partner community. I recently joined MicroPact with over 25 years of proven success in channel and sales management, having driven revenue growth for a range of technology companies. This includes Jabra, where I led the NA Channel Program, and MobileIron, where I served as VP, WW Channels and developed their first global channel strategy. Prior to that, I led Polycom's channel programs in a number of capacities over the course of 10 years, including VP Channels, Americas. I am regarded as a high energy, global leader with excellent strategic and critical problem solving skills resulting in inspirational talent management, channel optimization, partner development, and market acceleration. I have built a strong network of relationships based on trust, integrity, commitment and passion. I am known and respected for optimizing results through business transformation, process improvement, and program strategies. I am also the parent of two daughters and two step-children that my husband and I proudly launched into adulthood. We enjoy watching their success and joy as they build their own careers and families.

How have you personally helped advance your company's channel business over the past year?
During my 3 months of employment, I was able to launch a re-tooled Global Alliance Program to advance MicroPact's channel strategy. This program is maturing the partner GTM strategy to enable our partners' to sell and implement our solutions more independently. The strategy is working. We have already seen a significant increase in the number of projects involving partners and engaged with at least 10 new partners. I have also introduced a new joint business planning tool to equip MicroPact and its partners to increase pipeline based on an aligned strategy. We are also opening clearer communication avenues with our partners, including a new self-service portal to support them throughout the sales cycle. We do a fantastic job of marketing to our customers - public sector agencies at all levels of government - and will be extending marketing efforts to partners, starting with a dedicated newsletter. This will give them relevant sales and technical information so they can better identify the right opportunities to leverage our technology platform and deliver more efficiently deliver applications on it.

What are your goals for your company's channel business over the next year?
Our goals are simple. Successful launch of our new Global Alliance Program, grow license sales, increase partner-engaged sales, and drive innovative partnerships, all layered atop the foundation of building a winning organization. Each goal has identified quarterly tactics with progressive development as we roll out new processes and initiatives to better enable and support our partner community. Rather than boiling the ocean, we are taking a prescriptive approach to how we ensure ongoing success with key partners, while also developing strategic new partners and technology alliances to jointly build pipeline and win business.

What honors, awards, or commendations have you won over the past year?
2017 was a year of significant personal and professional change for me. A lack of consistency in both didn't result in additional "official" awards received beyond CRN's Women in the Channel recognition. However, those changes did result in my ability to better serve people in my personal and professional life with volunteer work and mentoring. There is great reward when you can help others out in their time of need and see the positive impact your time can have. It was also my greatest honor to walk my daughter down the aisle for such an important milestone in her life.

Outside of your family, please name a woman you admire and why:
I have tremendous respect and admiration for Michelle Obama. She consistently operates with intellect and grace, all with compassionate strength. She built a successful career and family and was then catapulted into the public eye, expected to provide a greater level of public service as FLOTUS. She found initiatives that were important to her, representing her value-system as a woman and mother, and was effective at garnering support to succeed. I admire her ability to influence an audience with powerful, confident, yet humble speeches and am sure we will continue to see her positive impact for women in the future.

What advice would you give your 16-year-old self?
Don't be ashamed to ask for help. Life doesn't come with an instruction manual and there are people who have been through what you are experiencing. They can offer you advice that would have made life simpler or helped you change course earlier. You really should have listened more in history class because there will be a greater appreciation for people and events that also provide some wisdom in business. There is an opportunity to learn more from those people you considered old that you'll appreciate later in life. Be more inquisitive with them!

If you could master any new job-related skill, what would it be and why?
I continue to learn how to use collaboration and technology assets to improve my productivity and efficiency. I transitioned from using a pad of paper to Microsoft tools last year. Now working for a software company, I have found a whole new learning challenge in the coding of a software platform. While coding isn't my background, it is a compelling learning curve to understand how our platform is built and our differentiators in the market. It will not only improve my technical skills, but help me better understand how I can use our platform to help manage my own tasks.

What's the best book you read this past year and why did you like it?
I re-read Darren Hardy's "Compounding Your Success" again this past year. He was such an inspirational speaker at a women's conference I attended years ago and his practical advice in this book changed my life. I wanted to remind myself of what motivated me years ago, to not only re-apply those principles again in my own life, but do the same for my team. I enjoy inspiring my colleagues to remember the accumulation of small achievements every day are what equal tremendous success. Finding your "Why Power" gives you the motivation to continue driving harder every day.

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