Biography and Background:
As Chief Marketing Officer, Megan is responsible for linking the innovations of Zenoss to customer-focused IT operations and drive customer preference for the brand through all channels, every day. In this role, she is responsible for driving the global strategy of corporate communications, brand, demand generation, marketing operations, press and analyst relations, digital marketing, account based marketing and lead qualification. Her teams are responsible for the execution and performance of worldwide integrated marketing programs thought account-based marketing (ABM) initiatives, lead generation campaigns, and channel marketing partners and programs. Megan is a firm believer in addressing the challenges of modern marketing through continuous improvement focused on people, process and technology. Accolades for her performance include CRN Women of the Channel, CMO awards, Profiles in Power, and Martech Women to Watch. Outside of the office, Megan is quite active in the Austin community. She gives of her time with area non-profits, sitting on the board of Texas 4000 and The YMCA of Austin Programs Services. She frequently speaks to student leaders at The University of Texas and contributes on several panel discussions with Women in Business about the balancing of career and personal endeavors.
How have you personally helped advance your company's channel business over the past year?
In the last few years, Zenoss transitioned the business from direct sales only to a joint Channel and Direct sales strategy. Through a strong alliance between our sales and marketing teams last year we increased our channel sales by 37% year over year and increased number of partners by 70%. Strategically, we set out to scale our Global Service Integrator (GSI) channel, growing over 100% YoY, adding partners such as Wipro, TCS and Atos. Focusing marketing efforts to ramp these GSIs led to Wipro's first customer, Philips. Personal visits to these strategic GSIs as well as our regional partners both domestically and internationally has garnered great interest in joint marketing efforts. From mapping accounts between sales teams to strategically selecting key accounts to target with aggressive VIP / ABM marketing programs, launching a programmatic platform by which we're engaging with the channel - and doing it with structure and formality. Lastly, augmenting the Partner Portal, adding new certifications, webinars and training tracks has advanced the relationship with the various types of global partners we have in our channel.
What are your goals for your company's channel business over the next year?
While last year focused on increasing the number and caliber of our partner base, this year we are planning for explosive growth. Our goal is to have 30% of overall revenue come from the channel. We will concentrate our efforts on making our GSIs such as Cognizant, Accenture and NTT more successful. We'll focus on increasing revenues with this partner base 50% YoY, doubling the end customer count and enhancing the sales effort by layering in Account Based Marketing (ABM) techniques and programs. Our final goal is to host a Global Partner Summit in June 2018 in Austin, TX.
What honors, awards, or commendations have you won over the past year?
I was honored to be recognized by CRN in The 2017 Women of the Channel and Up & Comers, as well as by vendors that I have worked with including 50 Women You Need to Know in Martech and the Engagio list of the Top 50 Women in Revenue That You Should Know. Other recognitions include receiving the President's Circle Award from The CMO Club and being asked to speak at several national and regional events by organizations, clubs and other executives. Finally, I received the Chairmen's Pin from Texas 4000 for extraordinary leadership and service to this international organization.
Outside of your family, please name a woman you admire and why:
I am inspired by the real-life women behind the movie Hidden Figures: Katherine Johnson, Mary Jackson, and Dorothy Vaughn. While their stories are finally received some of the attention they deserved, for decades these women worked quietly behind the scenes. With their brain power and their strong work ethic, they played a huge role in putting U.S. astronauts into space for the very first time. Despite 1960s stereotypes about women - and women of color - these women and their colleagues persevered and became groundbreakers in mathematics, computer programming, space exploration, and engineering, which were overwhelmingly male fields at the time.
What advice would you give your 16-year-old self?
Establish core values and stay true to them throughout your career. Not only will they carry you through every interview but they will serve as your guiding light in good times and bad. Spend time learning about all areas of the business, not just your core area of focus. Balance leadership with compassion. And remember social media is a way of life. Don't can't get caught up in people's opinions, attitudes and personal lives and remember you can't please everyone.
If you could master any new job-related skill, what would it be and why?
Coding. While I can perform basic HTML commands, having a rich understanding of the development world and more specifically coding, would provide a foundation for time to market, how things "work" and an appreciation for the complicated nature of features and functionality in software. Understanding this would influence how we message, position and market campaigns. On a personal level, if I could code, I may just be able to speak with my kids on a whole new level as they understand this better than most.
What's the best book you read this past year and why did you like it?
The Hard Things about Hard Things by Ben Horiwitz. This book discussed nearly every single business situation that an executive will encounter throughout their career. From hiring to firing, growth stages to downturns, this book provides essential advice on building and running a company. It explained how to manage through the toughest problems, handle the hardest conversations, and negotiate deals and did so in a way that can't be taught in business school.
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