CRN 2018 Women of the Channel Details

Raelyn Kritzer

Senior Director, WW Partner Programs and Enablement, Ruckus Networks, an ARRIS Company

Location: Sunnyvale, CA


Number of years in current position: 2

Number of years involved with indirect sales: 20

Fun Facts:

Sits on a company board
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Likes playing video games
Has written a song
Has always wanted to be a teacher

Biography and Background:
With 20+ years in the industry and a majority of those focused on partner routes to market, the channel is my passion. My experience includes everything from building partner programs to onboarding and enablement, as well as developing multi-touch marketing campaigns that drive revenue to and through the channel. I've embraced new partner models and created unique efforts to support partners who are generating more of their revenue through recurring revenue streams. With my talented team, I've continued to expand on our industry-recognized partner program and introduced several enablement platforms for partners to build skill sets and generate new customer opportunities. All aspects of the program and enablement offerings are designed with ease of use and low to no cost to partners. I've been fortunate enough to participate in several advisory boards and am always looking to share and expand my knowledge to understand more about the rapidly evolving environment and ultimately create the best experience for the partner community.

How have you personally helped advance your company's channel business over the past year?
Launched a new, integrated partner program, combining two company technologies (wired and wireless) under Ruckus. This included new sales, pre-sales technical and technical certifications for both technologies, as well as unique training to support two new specializations we've launched this year. In combining the programs, we brought together two groups of partners to a single program with all the operational tools and processes as well, which was no easy feat. Through this integration, we have a stronger offering for our partners with a focus on increased revenue opportunities, making it easier to do business with Ruckus. I've been able to advocate on doubling the amount of field resources supporting the channel and increase our investment in our programs and enablement this year.

What are your goals for your company's channel business over the next year?
Establishing a broader ecosystem of Ruckus Ready partners, including a technology alliance and OEM program, as well as adding highly qualified partners to our existing program with simplified onboarding. We will focus on ease of doing business with opportunities that provide more autonomy to our distributors and partners for taking down business. Additionally, I will identify integrated solutions between ARRIS and Ruckus to create additional opportunities for our mutual channels. Finally, with such a great opportunity in IoT, we will create additional enablement and specialized programs to help our partners succeed in this space.

What honors, awards, or commendations have you won over the past year?
CRN's 2017 Women of the Channel -- Power 100: The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success. 2018 CRN Channel Chiefs: Annual list awarded by CRN that represents top leaders in the IT channel who excel at driving growth and revenue in their organization through channel partners.

Outside of your family, please name a woman you admire and why:
With so few women in IT and particularly coding, I have a great admiration for Linda Liukas. She's basically a wicked programmer turned children's author and advocate for getting the younger generation to realize that technology is cool. She speaks about how to identify behaviors in children that may indicate that they could be more inclined to have talents and careers in IT. Linda also has a great brand (aside from her weird crush on Al Gore) and is an incredibly engaging presenter.

What advice would you give your 16-year-old self?
Dream without boundaries and don't talk yourself out of doing something because you think it's too far out of reach. Stay true to yourself and don't let negative influencers define who you become. Enjoy being young and don't stress too much about what specific job you're going to have. If you're open, new experiences and opportunities can help guide your path. Of course, I received much of this advice from my parents and my 16-year-old self was too stubborn to take it. Most importantly, enjoy being young!

If you could master any new job-related skill, what would it be and why?
I've been doing a lot of international travel and am always impressed to see so many multilingual individuals in business. Walking into a meeting with a partner and being able to address them in their native tongue immediately demonstrates respect and can actually change the dynamic of the discussion. I am determined to get serious about Rosetta Stone this year!

What's the best book you read this past year and why did you like it?
I thought a lot about negotiating and whether I do a good job of getting what I want, so I picked up the book, "Ask for it" by Linda Babcock and Sara Laschever. What I loved about it is that it's not limited to just your career. It identifies what you want in other aspects of your life as well, like getting more support at home to create more balance. You can't complain about what you're not getting when you don't speak up, which seems obvious but this book provides tangible advice to help build out an approach.

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