CRN 2018 Women of the Channel Details

Carla Morss

Senior Director, WW Partner Sales & Alliances, BitSight Technologies

Location: Cambridge, MA


Number of years in current position: 3

Number of years involved with indirect sales: 8

Twitter Handle: @CarlaMorss

Fun Facts:

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:
Carla Morss is Senior Director of WW Strategic Partner Alliances for BitSight Technologies, the Industry Standard in Cyber Security Ratings. Carla has spent the last five years specializing in enterprise sales for global 1000 financials sector and establishing key strategic global partnerships which include Optiv, Markit, Ernst & Young and Singtel. Prior to BitSight, Carla spent 10 years with Q1 Labs, acquired by IBM, building the US channel alliance program and later focusing on building the federal government practice. Carla is a graduate of Northeastern University in Boston.

How have you personally helped advance your company's channel business over the past year?
Over the last year, I created a very strategic and focused channel business plan which executed by my global channel team. As part of that plan, we added 43 new global partners to align with BitSight's global growth strategy. I have built a solid channel program, where my team ensures our partners are successful through in-depth product and sales training, aggressive margin and deal registration protection and a dedicated structure for channel marketing development funds, providing joint lead and demand generating programs. Together our 133 partners have contributed to more than 40% of BitSights' total revenue resulting in 200+% revenue growth year over year in our global reseller program.

What are your goals for your company's channel business over the next year?
My goal is to double our channel revenue in 2018. As the channel program expands, we'll continue to add global channel territory managers to manage existing partners, onboard new partners as needed and enhance our Global Reseller Program. BitSight is the industry standard in security ratings and part of my role is to make sure we remain the global leader in Security Ratings through our partners. I will remain focused on growing and enhancing our reseller program, so that we have the best channel program in the industry and resellers will continue to want to work exclusively with BitSight.

What honors, awards, or commendations have you won over the past year?
I am honored to have been named 2016 and 2017 CRN Woman of the Channel. Over the last 3 years I have worked diligently to create a world class reseller program at BitSight, one envied by our competitors. Our success, measured not only in revenue, but in partner loyalty and new customer count, continues to ensure BitSight and our global partner program remain the market leaders. I have also achieved President's club, an award for reaching and exceeding the assigned revenue quota. I am the only person at BitSight who has achieved this honor for 5 straight years.

Outside of your family, please name a woman you admire and why:
My female role model is Dr. Judith Richter, founder & CEO of Medinol, which develops and manufactures intravascular stenting solutions. During her career, she founded 5 additional companies, served in the Israeli Army, sits on numerous boards & is a faculty member at the University of Tel Aviv. Despite her many professional accomplishments, Dr. Richter volunteers her time and is a major donor to numerous causes, including arts & humanities, sports, and women issues. Most important priority is her family, children and grandchildren. I aspire to be the woman Dr. Richter is, smart, successful, philanthropic, family oriented, a mentor.

What advice would you give your 16-year-old self?
Don't worry so much about "what you're going to be when you grow up or what you're going to study in college". Often we end up in careers we never expected. I wanted to be an attorney and studied pre-law and business administration in college. Although I worked in the legal field for several years I never expected to move into technology or cybersecurity. I enjoyed working in the legal field, but I LOVE what I am doing now. I found my passion, but not until later in my career. Remember, it sometimes takes past experiences to find your future.

If you could master any new job-related skill, what would it be and why?
At BitSight we utilize Salesforce to manage my partners and analyze pipeline growth by partner, by territory, by deal registration, by lead source etc. Though I am a very capable user, there are many features, reporting functionality, widgets, etc. that I only touch the surface. I often pull reports with Saleforce and export data to Microsoft Excel, another program that I am very capable user, but not an expert. I would like to master the Salesforce and excel programs to perform better data analytic metrics around managing my partner business to improve the overall performance.

What's the best book you read this past year and why did you like it?
Disrupted: My Misadventure in the Start-Up Bubble written by Daniel Lyons. The story revolves around a successful journalist who finds himself without a job after 25 years with a major News Publication, who enters the world of high tech start up, clueless of what to expect, filled trials and tribulations and all the antics that go along with building and working in a start up environment. Having worked at two start ups, I found the book very entertaining; there were a few similarities, but overall the corporate governance and culture was very unlike what I had experienced.

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