CRN 2018 Women of the Channel Details

Teri Bruns

Vice President - Global Partner Solutions, VMware

Location: Madison, WI


Number of years in current position: 3.5

Number of years involved with indirect sales: 13

Twitter Handle: @brunsteri159

Fun Facts:

Has a female boss (or is top executive at company)
Can code
Sits on a company board
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Has always wanted to be a teacher

Biography and Background:
Teri joined VMware in 2014 and is responsible for the Global Partner Solutions organization. This team collaborates with key strategic alliance and technology partners to innovate, enable and amplify technical solutions leveraging VMware hybrid cloud and digital workplace platforms. Teri brings more than 30 years of diverse IT experience in the Enterprise Hardware & Software sectors as well as the solution provider channel. Prior to joining VMware, Teri served as VP of Sales and then President of a large Midwest-based Solutions Provider for a decade. She led the transformation of the organization from a traditional VAR model to a services led, data center focused company consistently growing top line revenue and substantially improving profitability and EBITA performance. Teri also spent over a decade with EMC opening new markets, recruiting and growing a highly effective sales team and building substantial EMC market share growth and customer adoption. Teri is a resident of Madison, WI and completed her education locally at Edgewood College as a business major. She is active in the community passionately serving on the nationally recognized UW Health - American Family Children's Hospital advisory board.

How have you personally helped advance your company's channel business over the past year?
I created a top-notch team of technical architects and solution engineers who brought innovation and new opportunity with our channel partners. Three key examples: (1) My Global Partner Solutions team built next generation service offerings leveraging VMware platforms with the largest Global Systems Integrators. This enabled partners to capture massive opportunity with a differentiated service offering which positively impacted customers' business processes and time to market. (2) I brought a shared services model to the team that allows us to leverage success in one area of the business across the 9 VMware route to market partners. As we work with partners of all sizes (large global entities to new and emerging tech partners) we leverage best practices, subject matter expertise to grow the business across the broad partner ecosystem. (3) In 2017 I created a new 'Shark Tank' process to evaluate offerings from our emerging technology partners. This new way of engaging with our partners brought innovation to our business and paved an opportunity to evaluate GTM offerings from non-traditional partners interested in creating solutions with VMware. This resulted in engagements with 6 new partners innovating with VMware and new internal processes which will drive additional engagements in the future.

What are your goals for your company's channel business over the next year?
My first goal is to increase depth of engagement with the right partners. I will continue to lead the team in delivering solutions with business impact with our partners leveraging VMware platforms for data centers, hybrid clouds and digital workspaces. The key metric of success is to ensure we have an aligned go-to market strategy attacking key customer needs. The second goal is to execute on a breadth strategy to pursue partnerships in new areas of our business. For example, application or cloud-first partners that bring new opportunities for VMware to grow market share and increase business impact with customers.

What honors, awards, or commendations have you won over the past year?
I am proud of finishing first place in a two-person best golf ball tournament for the second consecutive year in a row at the Maple Bluff Country Club. This is a very competitive women's event and a much sought after win by everyone who plays. My partner and I won against higher caliber golfers through determination, focus and a true ability to work as a team. Through golf, I was able to broaden my business network, spend quality time with key executives (mostly male) and build relationships and mentors that enabled success on and off the court.

Outside of your family, please name a woman you admire and why:
One of my best friends, Helen Bradbury, is the President and Co-Founder of an architecture firm in Madison, WI. She has perfected the business model of leveraging federal funds to provide quality housing options for people with few means. I admire her very tough façade who behind it, she truly cares about the people her business serves. Helen gives back to our community and recently donated several apartments to single moms with young kids living on the streets. She created a business built on the service of others and should be very proud of the legacy she created.

What advice would you give your 16-year-old self?
Play a team sport and get into tech. Looking back, I wish I had taken the opportunity to play in a competitive team sport. The dynamics of pursuing a common goal, trusting your teammates and ultimately the camaraderie and friendships provide valuable life skills. Get in to tech - one of the best decisions I ever made! It's been a great ride - a 35-year career full of success and challenges. I am glad I had the courage at the time to be the only one in my high school class that pursued this field.

If you could master any new job-related skill, what would it be and why?
If I could master one new job skill, it would be to effectively utilize the power of social media to promote my company, team and personal accomplishments. I have made it a focus area for 2018 and have engaged advisors to help 'build this muscle.' In 2018, I plan to incorporate a social media aspect to everything we do versus thinking of this after the fact. The why is quite simple; many of our customers and partners are researching and engaging with us in different ways, they are changing, and so must I!

What's the best book you read this past year and why did you like it?
"A Gentleman in Moscow," by Amor Towles. Although fiction, it provides learnings on the Russian Tsar era and events leading up to WWII from a different perspective. The author did a great job developing the timelines from when Count Alexandra Rostov was sentenced to house arrest at the Metropol to his relationship with a young woman which led to his responsibility as a father. The best part was the ending - I was thrilled that it didn't finish with the 'happily ever after' ending. The author left room for speculation on Rostov's fate after his departure from the Metropol.

Unedited Content Provided By Participants