CRN 2018 Women of the Channel Details

Jen Ferguson

Director, Partner Marketing, PKWARE

Location: Baltimore, MD


Number of years in current position: 1

Number of years involved with indirect sales: 4

Twitter Handle: @jenferg85

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse
Likes playing video games

Biography and Background:
I am the Director of Partner Marketing for PKWARE. In my role, I am responsible for advancing the partner marketing strategy and creating marketing programs designed to enable partners across all regions and routes to market to drive demand and relevancy with their customers. Prior to joining PKWARE, I led the Channel Readiness, Productivity, and Communications team at Gemalto. My team created programs and tools focused on increasing channel partner productivity and profitability, and enabling partners to be more self-sufficient and successful. I have worked in the channel for four years, with broad experience in marketing programs, sales enablement, communications, and partner programs for Information Security companies. Recently, I was named as one of CRN's 2017 Women of the Channel.

How have you personally helped advance your company's channel business over the past year?
Since joining PKWARE in October 2017, I have focused on providing PKWARE partners with sales enablement resources and marketing programs. I helped introduce the market to a new product integration by leading the development of the messaging, positioning, and sales and marketing tools. Being able to extend the value of current PKWARE offerings to create new revenue opportunities is a benefit to our partners. In my previous role as Director of Channel Readiness, Productivity, and Communications at Gemalto, I supported the development and led the launch and roll-out of an enhanced partner program, which included a revamp of three partner programs and the addition of a fourth. I drove the vision for the partner portal redesign that resulted in 48% YOY increase of partner portal logins. My team accomplished a lot of "first-evers" for Gemalto's Partner Program, including a complete revamp of the partner portal in an aggressive timespan of 4 months; initiating a first-of-its-kind survey to 2,100+ partners globally; and developing role-based certifications for sales and presales, achievable on mobile through self-paced on-demand courses with +230 individuals certified in less than a year.

What are your goals for your company's channel business over the next year?
In the coming year, I will be focused on developing and delivering sales enablement and marketing resources, tools, and content to drive partner growth and increase engagement with our partner community. Additionally, I will be focused on establishing frameworks for the company's channel program and joint marketing programs, and a framework for our technology partner program to make it easy for channel partners to leverage PKWARE's integrations with other IT vendor solutions.

What honors, awards, or commendations have you won over the past year?
Last year, I named as one of CRN's 2017 Women of the Channel. I am still incredibly excited and grateful to have been recognized for such an honor. I was recognized for my achievements in leading initiatives focused on increasing partner productivity, partner enablement and training, partner communication and engagement, and the overall partner experience in my previous role at Gemalto.

Outside of your family, please name a woman you admire and why:
I attended the Woman of the Channel Leadership Summit East in New York City this past year where Elizabeth Vargas, a Co-anchor of ABC's 20/20, talked about her struggles with alcoholism and anxiety in a keynote. I bought a copy of her book, Between Breaths, A Memoir of Panic and Addiction, asked her to sign it, and got a photograph with her. The following week, I started reading it and I couldn't put it down. Her story is raw and inspirational and it is very well-written. Her ability to be so open, vulnerable, and honest is courageous and admirable.

What advice would you give your 16-year-old self?
Have intentional awareness and gratefulness when you're being pushed outside of your comfort zone, because these experiences will make you stronger and wiser, so embrace them as they come and go throughout you life.

If you could master any new job-related skill, what would it be and why?
I have always admired public speakers for their courage, confidence, and ability to clearly articulate their messages and engage their audiences. I hope one day I will be able to inspire and help others through public speaking; therefore, the skills needed to be an effective and engaging public speaker is what I would choose to master.

What's the best book you read this past year and why did you like it?
I strive to be more mindful in my everyday life. The book, A Simplified Life, Tactical Tools for Intentional Living, by Emily Ley, has helped enhance my mindfulness practice by giving me helpful and practical tips to declutter many aspects of my life. I don't feel as overwhelmed about the everyday tasks in life, giving me more mind space to be present in the moment.

Unedited Content Provided By Participants