CRN 2018 Women of the Channel Details

Lisa Johnson

Senior Manager, Global Channel Marketing, Mimecast

Location: Lexington, MA


Number of years in current position: 1

Number of years involved with indirect sales: 17

Twitter Handle: @lisajeanjohnson

Fun Facts:

Has a female boss (or is top executive at company)
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Has always wanted to be a teacher

Biography and Background:
Dedicated and tenured channel professional with a diverse background in Channel Marketing, Channel Programs, Sales, PMO, and Supply Chain Operations. Years of successful experience consulting on multifaceted projects, with a focus in program development and facilitating profitable relationships with a wide range of channel and key business partners. Consistently recognized for outstanding contributions to the bottom line and a solid reputation for achieving specified sales and revenue goals through program development, maintenance planning and metric reporting. Commended for organization, efficiency, and priority management skills.

How have you personally helped advance your company's channel business over the past year?
Mimecast's channel business over the past year has grown with my support and the support of the extended team, through developing and planning the launch of our global partner program, as well as studying the current channel marketing processes, and helping to plan for the future. In order to develop a channel marketing program that helps us communicate efficiently to, though, with, and for our partners, I have worked across our global organization to understand how we are operating in each region, have been meeting with many vendors, channel partners, and analysts to study best practices, and gain a better understand of how we can help our partners more effectively build their pipeline and close deals with Mimecast. We will perform this with the use of applications that support our partners in communicating to their database of customers, leads, and prospects by layering Mimecast solutions into their overall go-to-market strategy.

What are your goals for your company's channel business over the next year?
Being a part of the team that developed and launched our global partner program, working across our global organization to understand our regional operations and continue to meet with vendors in the channel marketing space has helped me gain a better understanding of how to help our partners effectively build their pipeline and close deals with Mimecast. My goal is to improve building out partner centric campaign playbooks and continue to develop and implement our channel marketing plan through applications that support our partners and help them communicate to their database, by layering Mimecast into their overall go-to-market strategy.

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

Outside of your family, please name a woman you admire and why:
Estee Lauder has been a woman I admire for the last twenty years. She was a hardworking business woman who was years ahead of her time. When reading her autobiography, I felt that my entrepreneurial spirit closely aligned to Estee's. As successful as she became in her businesses, she also managed to maintain strong relationships with her family. When facing challenges through the years in my startup business, or in my role across various organizations, I often reflected and continue to reflect on how Estee would have handled it, in order to overcome those challenges.

What advice would you give your 16-year-old self?
Young women are often reflecting on who they are going to be, and what they are going to do with their lives. I would advise my 16-year-old self to find my greatest strength and map out how that strength can be applied across different types of companies and jobs. With that, you will be able to identify training programs that align to the map you've developed. You don't need to have all of the answers now, just a draft mapping of how everything can come together, and over time, it will.

If you could master any new job-related skill, what would it be and why?
I would love to master what it takes to be a Business Development Representative (BDR). This role calls on warm leads all day, to eventually pass them over to a channel partner when the lead converts to a SAL (Sales Accepted Lead). The experience it takes to convert a lead into a SAL, takes solid knowledge of the market and solution, along with a whole lot of finesse. The BDR needs to continuously adjust their pitch to convert a lead into an opportunity for the channel partners to pursue. The mastery of this role supports the BDR's throughout their career.

What's the best book you read this past year and why did you like it?
I am enjoying "How to Hug a Porcupine", focusing on negotiating the prickly points of the tween years. While this book has been helpful at home, some of the tactics discussed, can also be applied in our careers. We need a solid plan to move a program in the right direction. During the development and execution of our plans, we face challenges around resource management, tool availability, etc. to fully achieve our goals. How we navigate around those blocking points and arrive at the right decisions for program closure, requires some perspective and experience offered in this book.

Unedited Content Provided By Participants