CRN 2018 Women of the Channel Details

Carol Ann McKeown

Director, Regional & Channel Marketing, VIAVI Solutions

Location: San Jose, CA


Number of years in current position: 1

Number of years involved with indirect sales: 11

Twitter Handle: @carolannmckeown

Fun Facts:

Has a female boss (or is top executive at company)
Has an advanced degree (a degree higher than a bachelor's degree)
Has a mentor
Is a mentor
Has climbed a mountain
Can ride a horse
Likes playing video games

Biography and Background:
Carol Ann McKeown has led global channel marketing teams for the past eleven years of her career, and has worked in marketing for over 23 years. At VIAVI Solutions, she leads the regional and channel marketing teams worldwide, with a focus on marketing to, through and with partners. Her team is responsible for driving pipeline, accelerating sales and enabling the channel to effectively market VIAVI products. Previous to VIAVI, she led a Global Partner Marketing team at Cisco. Under Carol Ann's leadership, the team launched major partner program initiatives, including a complete revamp of the services partner program, helping to drive 5% growth and 75% services renewal rate. She has a master's degree from San Jose State, and a bachelor's degree from University of California at Santa Cruz.

How have you personally helped advance your company's channel business over the past year?
My focus since joining VIAVI is to drive pipeline through our channel partners and effectively demonstrate ROI for our marketing spend. We've defined our framework and are now working globally with our partner community to drive adoption. In addition, I am focused on maturing our partner marketing processes, including adding predictive analytics capabilities to our lead distribution. All of this is focused on helping our partners drive more pipeline and bookings for VIAVI.

What are your goals for your company's channel business over the next year?
My major focus for the next year is launching a marketing enablement program that will help our partners better target our key audiences for both our enterprise and service provider markets. One of our key business value for our partners is the training we provide on our products, and we will expand this to include the marketing components in the coming year. In addition, I am working on improving our partner experience by launching automation tools so that partners find VIAVI easier to work with.

Outside of your family, please name a woman you admire and why:
While we often focus on high profile women who make the news, I admire the many woman managers and mentors that I have worked with over my career. These women took the time to coach and mentor me through ups and downs. The day-to-day work of managing career choices, work-life balance, setting examples of women being successful, and getting work done in often challenging circumstances were what helped me in my career. I admire all of them for the unheralded support that they provided me.

What advice would you give your 16-year-old self?
Always be yourself.

If you could master any new job-related skill, what would it be and why?
We are piloting Account Based Marketing programs with our top accounts, and the next step will be scaling to our midtier accounts with our top partners. Since so much of our business is with targeted service providers, it is key to customize our marketing. Mastering the ability to scale this marketing approach with our partners will be the next job-related skill that I will tackle.

What's the best book you read this past year and why did you like it?
Team of Rivals by Doris Kearns Goodwin. First, it had fantastic detail into Abraham Lincoln, from his early career and election to the presidency. Second, it told an amazing leadership story on building your team and how to be effective in bringing people together. This is something that is easy to do when you have a common goal, much more difficult during such a contentious time in our history as Lincoln experienced. He was truly a great man.

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