One of our "Power 100 Vendors"
Location: Belmont, CA
Number of years in current position: 1
Number of years involved with indirect sales: 7
Biography and Background:
As Associate Vice President of Global Channel Programs & Operations at RingCentral, Lisa Del Real drives global channel partner programmatic and operational go-to-market, enablement, and support to make it easy to transact with RingCentral. Overall, her charge is to drive company revenue through the channel. Programmatically, Del Real drives partner mindshare, enablement, and sales incentivization through creative communications, promotions, events, trainings, certifications, and the curation of a top-notch partner portal across master agents, national partners, and subagents. Press, articles, blogs, customer and partner case studies, social media, and receiving global industry awards drive awareness and recognition of such an upper echelon of partner programs. Operationally, Del Real's team processes new sub-agents and master agents to expand the number of partners selling the service including contract processes, ROE of internal and external stakeholders, and commissions payments. Internally, Del Real creates ROE for direct and channel sales to operate in channel harmony complete with commissions division and lead ownership. Combining business and technology early in Del Real's career, she was a research assistant at Accenture Technology Labs and determined and predicted the future intersections of business and technology. Del Real holds a bachelor of science degree in Electrical Engineering from Stanford University.
How have you personally helped advance your company's channel business over the past year?
Over the past year, I advanced my company's channel business by continuing to expand its global footprint in EMEA, handling all programmatic and operational development aspects. My channel programs and operations team supports the largest revenue growth for channel contributions in company history, completing last year at 35% of total contributions: a significant YOY increase. The programmatic and operational evolutionary elements developed in 2017 enabled RingCentral to gain partner mindshare and therefore industry market share at record-breaking levels. My team drove training incentives resulting in certifications increasing by 147% in one quarter alone. We executed 16+ global channel educational events through Partner Academies and industry events. Other advancement initiatives included refining the operational aspects of how we pay commissions and laying the foundational groundwork to sign and enable huge national partners who sell globally. We also expanded one of the most successful programs to date, Channel Harmony™: One to Infinity, for which I obtained a trademark. I also created a net new team, Channel Sales Specialists (CSS), to facilitate sales collaboration with partners in the SMB space. To establish an entirely new sales division, I aligned internal direct sales resources and gained channel, cross-functional executive, and multi-level leadership agreement support.
What are your goals for your company's channel business over the next year?
The two pillars that will drive success for the channel in the forthcoming year can be summed up as "global partners." Fondly referred to as the year of the national partners, to continue to increase the revenue generated by the channel in 2017. RingCentral will continue to add national partners and enable them programmatically and operationally to drive sales. Secondly, as RingCentral expands into APAC, to drive sales through channel partners. This includes the operational structure and process of deal registration, payments, etc., and the programmatic aspects of training, enablement, and increasing awareness through marketing, events, and communications.
What honors, awards, or commendations have you won over the past year?
Personal award: Best Mother Ever. Selected by my daughter, Emi, who, as a function of her age, is definitely objective in her assessment. ;) President's Club Sales Support Star: Nominated by cross-functional and sales teams as a key leader who supports and enables the sales team to achieve their goals. President's Club: Selected by the vice president of global channel sales for superior execution and commitment in support of the team's vision/culture.
Outside of your family, please name a woman you admire and why:
Mary is a long-time mentor I admire immensely. She was an executive who left an executive position in high-tech to pursue a second career teaching high school students. Mary decided to bow out of corporate America at the height of her career to make a difference in her community. I was fortunate to have Mary as my economics teacher. She quickly saw my love for math and problem solving and encouraged me to pursue a degree in engineering. I did so successfully with her support and encouragement. Mary defines altruism to me; to honor her, I will pay it forward.
What advice would you give your 16-year-old self?
I would tell my overachieving 16-year-old self to lighten up. To not take life so seriously and to enjoy her youth. To give herself the permission to make mistakes, and when she makes a mistake to go easy on herself and learn from it. Life is composed of many missteps, so treat each as an opportunity to experience life and grow. I would also tell myself to keep dreaming. Those dreams, however impossible may they seem at the time, will come to be.
If you could master any new job-related skill, what would it be and why?
I'd love to master Adobe Photoshop, as I'm consistently impressed by the creative artwork my team creates. My brain is often focused on the operational side of the business; it would be refreshing to have a creative outlet through my work. Luckily, part of my job requires evaluating and approving creative deliverables, so while it's tempting to be hands-on, I feel fortunate to be able to take breaks throughout the day to review creative work with my talented team members. Still, I will master Adobe Photoshop one of these days. :)
What's the best book you read this past year and why did you like it?
The best book I've read in the past year is "The Happiness Advantage" by Shawn Achor. Though a business book, the principles shared are not only applicable to my professional career but also to my personal life. Naturally, the premise is that positivity begets success; however, what I find inspiring is that while people have different set points - not everyone is born an optimist - by applying these principles, you can improve your level of "happiness" and thus success. This is something that everyone can benefit from when seeking to develop their work selves as well as to enrich their lives.
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