CRN 2018 Women of the Channel Details

Laurie Viault

Business Program Manager Partner Incentives Enterprise, Device, and Campaigns Go To Market Lead, Microsoft

Location: Redmond, WA


Number of years in current position: 1.5

Number of years involved with indirect sales: 6

Twitter Handle: @lauriev

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has worked for a solution provider organization
Has a mentor
Has climbed a mountain
Can ride a horse
Has written a song
Has studied abroad

Biography and Background:
Laurie is currently the go to market lead for Microsoft's largest incentive program in the enterprise agreement space. She works directly with Microsoft's field and largest partners to provide readiness and support to help partners make the most of their incentives, rebates, and marketing funding needs.

How have you personally helped advance your company's channel business over the past year?
In an effort to help our partners transition from on-prem to the cloud and simplify the complexity of the enterprise incentives program, Laurie launched a revamped enterprise incentives program to over 400 License Solution Partners and provided readiness and training to help partners maximize their Microsoft incentives. The revamped program greatly simplified earning levers and allowed partner sellers to better project the Azure billed revenue earning opportunities over the life of the agreements.

What are your goals for your company's channel business over the next year?
To enable our partners to make more possible by reducing complexity to our partner incentive programs, provide the readiness to generate energy and launch updated tools to our partners to generate success.

What honors, awards, or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
I greatly admire Billie Jean King for her work for gender equality in sports. She faced many tough obstacles and critics but that didn't deter her. She showed poise and courage to take on Bobby Riggs to defeat to prove that women tennis players are just as powerful as male tennis players and went on to form her own women's tennis association to ultimately influence major tournaments like the US open to provide equal prize money for women.

What advice would you give your 16-year-old self?
Never give up on achieving your dreams or goals. If you see an obstacle in your path, don't get angry and brew on it. Instead think outside of the box to find a new way to solve the problem to achieve your goal. It may not be the path you had originally intended and you may learn an incredible new talent or skill while taking a divergent route to get to the ultimate goal.

If you could master any new job-related skill, what would it be and why?
I am very interested in measuring the past performance with the present and mapping out possibilities for the future. In that vein, I would love to further my learning on predictive analytics and statistics in order to create a future map to help in planning growth for the business and our partners.

What's the best book you read this past year and why did you like it?
The Gatekeepers by Chris Whipple. This book interviews the chief of staff of all presidents from Nixon through Obama. The book is incredibly insightful in regard to organizational effectiveness and the traps to be avoided when dealing with multiple departments, agencies, and agendas. I felt I could translate these learnings to the world of partner and channel management in regard to building strong relationships and joint growth.

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