CRN 2018 Women of the Channel Details

One of our "Power 100 Vendors"

Gretchen O'Hara

VP of Go-to-Market Strategy, Microsoft

Location: Bellevue, WA


Number of years in current position: 1

Number of years involved with indirect sales: 15

Twitter Handle: @GretchenOHara

Fun Facts:

Can code
Sits on a company board
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
Likes playing video games
Has studied abroad

Biography and Background:
Gretchen is a 20+ year tech industry veteran with vast experience in commercial, public sector and partner sales and marketing across small, medium and large businesses - including both traditional channel ecosystem and leadership with technical evangelism across Student, Start-ups and Developers around the world. Currently, Gretchen serves as Vice President of Go-To-Market for the United States, One Commercial Partner Organization at Microsoft, where she is responsible for leading the go-to-market strategy and execution with partners responsible for over $20 Billion in revenue and 100K partners across the US. Prior to this role, Gretchen led business and market strategy for the US Developer Experience & Evangelism organization, where she oversaw efforts to build partner ecosystems with ISVs, startups, developers, students, and IT pros to accelerate third-party application development on Microsoft devices and cloud platforms. Prior Channel Chief, she led commercial, partner and public sector marketing for the US and built the WW Partner Cloud Strategy for the partner ecosystem building new channel transformation, profitability and cloud economics to support cloud & digital transformation within companies and the Industry. Gretchen is a founding member of the Women in Cloud Organization, supporting women founders and entrepreneurs.

How have you personally helped advance your company's channel business over the past year?
1. Created a partner centric organization to focus on end-to-end partner success through readiness, co-selling and go-to-market strategy. 2. Launched GTM programs for all levels of partner engagement to support the launch and growth of partners practices & products to drive accelerated revenue/profitability worldwide. 3. Developed lead flow engine to support demand gen activities and lead passing to partners for greater opportunities and deal growth. 4. Invested in deep technical and architect resources to better enable and upskill partners on future technologies and support sales engagements. 5. Simplified partner engagement with Microsoft field organization to enable better co-selling and joint GTM. 6. Invested significant dollars in partner incentives and new offers to reach and benefit more partners across the ecosystem.

What are your goals for your company's channel business over the next year?
Digital transformation is driving every company to re-evaluate how they compete. From empowering employees to developing new business models, customers are seeking consulting, cloud and connected digital experiences. In the coming year, we will support our partner ecosystem through this transformation with cloud workshops, Digital Transformation Days and extensive joint training. Our goal is to equip partners to lead the Digital Transformation with us together as part of our joint selling, GTM and deployment strategies.

What honors, awards, or commendations have you won over the past year?
In the past year, I was honored to be one of the founding members of the Women in Cloud organization and organization that supports and mentors women founders and entrepreneurs in the industry. Other accomplishments include: 1. CRN Channel Chiefs Winner 2. Advisory Board Member at Ideagen 3. Board Member, Cloud Software Association 4. Diversity & Inclusion Lead for Microsoft

Outside of your family, please name a woman you admire and why:
Amy Hood, Microsoft's Chief Financial Officer, is one leader who I admire most. In 2013, she became Microsoft's first-ever female CFO and since then has helped establish Microsoft as a cloud leader. Her personal mantra is "Today is a good day for a good day," and she starts each day with this optimistic outlook. In 2016, she was featured in Forbes list of Power Women. She is data driven and sets a high bar but also leads with humility and grace.

What advice would you give your 16-year-old self?
Define your personal philosophy and live by this in your work and personal life. Your north star will always keep you centered and focused on what is important to you and this translates into performance of your people, business and the customers you serve. I learned this from Mike Gervais: Performance Psychologist & author of Win Forever.

If you could master any new job-related skill, what would it be and why?
As the lines between data scientists and marketers blur, I'm interested in exploring how data and AI can transform traditional marketing as well as how we go-to-market with our partners.

What's the best book you read this past year and why did you like it?
Grit, by Angela Ducksworth. This book was introduced to me as part of "mindset training" the book focuses on the opportunity to develop passion and persistence and the power to blend these traits to achieve success. The book applies to every part of my business and the hard work and perseverance to make change in the marketplace.

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