CRN 2018 Women of the Channel Details

Casey Huffling

Director, Merchandising, ScanSource, Inc.

Location: Greenville, SC


Number of years in current position: 4.5

Number of years involved with indirect sales: 12

Twitter Handle: @CaseyHuffling

Fun Facts:

Has a female boss (or is top executive at company)
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse

Biography and Background:
As a 2006 marketing graduate from Clemson University, I began my career at ScanSource as a sales representative post-graduation. During my 4 years as a sales rep, I was a three time ScanSource President's Club Award Winner, and grew my business substantially during my last year. In 2010, I was promoted to a Sales manager responsible for implementing on-boarding programs, promotions, and incentives to grow our SMB customer segment, which helped increase sales in this group. After 7 years of sales experience, I moved into our Merchandising business as a Team Leader responsible for managing business development and marketing for our largest North American vendor relationship. One year into my career in Merchandising, I was promoted to Director of Merchandising where I've spent the last 4.5 years leading a team of 17 employees driving marketing, business development, and operations. As the Director of Merchandising, I've managed the team through a highly complex acquisition, new partner programs, new systems and several industry technology transitions.

How have you personally helped advance your company's channel business over the past year?
Over the past year, I've been responsible for: • Driving our MobilETC program designed to educate our partners on OS migration and enable them with upgrade guides and resources to drive hardware refresh • On-boarding a new vendor who experienced 3 major acquisitions which we managed through the year. This new vendor relationship will bring great opportunity for our partners. • Refreshing our S3 (Software, Solutions, and Services) program with new software vendors to enable our resellers to bring more total solutions to their end user customers.

What are your goals for your company's channel business over the next year?
My goals for 2018 are of course continued growth by focusing on key segments of our business. We will: • Continue to drive mobility refresh, but in new verticals with OS migration and with education surrounding major carrier services updates. • Capitalize on new vendor relationships • Enable our reseller partners to offer more solutions and services to their end user customer.

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

Outside of your family, please name a woman you admire and why:
Brenda McCurry, VP of Merchandising for ScanSource NA POS & Barcode, due to her management style and work ethic. Brenda manages her team with the highest level of honesty, compassion, accountability and drive. She is the hardest working person I know; she consistently expects way more of herself than she ever asks of anyone else. Brenda makes me want to work harder and push myself towards better results!

What advice would you give your 16-year-old self?
If I could give my 16-year-old-self advice, I'd encourage her to live in the moment, and not spend so much time trying to control/plan the future. Focus more on enjoying the NOW!!

If you could master any new job-related skill, what would it be and why?
I would like to master the skill of public speaking. As a leader, it's critical that you can communicate a clear and concise message to any size audience with a genuine approach (not overly rehearsed). While I've definitely improved in this area over the last few years, I would love to master this key skill set to allow me to always be ready for the opportunity.

What's the best book you read this past year and why did you like it?
"The Best Yes: Making Wise Decisions in the Midst of Endless Demands" by Lysa TerKeurst. This book really hit home for me as I struggle with my need to people please while also appropriately manage my time when I want to say "Yes" to everything. Lysa gives realistic advice on the importance of saying "No" in order to say "Yes" to your priority items.

Unedited Content Provided By Participants