CRN 2018 Women of the Channel Details


Paula Gil

CA Advantage Partner Program - Global Program Lead, CA Technologies

Location: New York, NY

URL: http://www.ca.com

Number of years in current position: 4

Number of years involved with indirect sales: 25

Twitter Handle: @PaulaPOV

Fun Facts:

Can code
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse
Likes playing video games
Has written a song

Biography and Background:
I've had the distinct pleasure of developing a twenty-five year career working for or teaming with several large technology companies like Microsoft, HP, Oracle and most recently CA Technologies. The journey has been purposely diverse, allowing me to combine my three passions. The first is re-imagining partner ecosystems and programs that seamlessly integrate business needs between Partners and generate beneficial outcomes for all stakeholders. Second is a love for attacking white space through convergence of data, stakeholder input and alignment of business goals to build innovative partnering models and the tool sets and investment justifications to support them. Finally, an unwavering obsession with the Channel and all things Partner!

How have you personally helped advance your company's channel business over the past year?
Over the past few years, CA Technologies has deeply focused on transitioning its approach to partnering; with an unwavering commitment to "Being Partner Driven" as the foundation of everything we do. As part of this journey, my focus has been on designing the program that frames how CA engages with its partners: the CA Advantage Partner Program. Phase One of the program launched in April 2017 and completely reorganized the reseller engagement model; driving extreme simplification and increased profitability in a way that both energized and protected a partner's road to success. Building on that successful 2017 reseller program launch, my focus for the last year was to design and implement Phase Two of the CA Advantage Partner Program, extending the wave of reorganization to other key areas where CA is experiencing notable partner growth: MSP and SaaS Partner ecosystems. In April 2018, the CA Advantage Partner Program will offer our MSP and SaaS partners benefits previously enjoyed only by resellers, like increased profitability, deal development protection, marketing co-investment, prioritized support and comprehensive training. Early feedback from Advisory Council partners is promising; it should be an exciting year!

What are your goals for your company's channel business over the next year?
As always, continued focus on "Being Partner Driven!" As that commitment continues to develop and flourish in 2018, many of the other goals subsequently drive themselves; including delivering world-class solutions and services to our mutual customers via our partners. Additionally, within our Global Program Office, we'll be putting significant effort and attention toward helping our MSP and SaaS Partners transition into the new program and prosper.

What honors, awards, or commendations have you won over the past year?
In May of 2017, I was honored to be recognized by CRN Magazine in their annual "Women of the Channel" issue for my work in designing and implementing CA's Global Partner Program for 2017. The program was also recognized by CRN Magazine via their prestigious "5-Star Partner Program Rating that same year. In May of 2018, the newly designed phase two of the CA Advantage Partner Program is being recognized again by CRN Magazine with a 5-Star Program Award.

Outside of your family, please name a woman you admire and why:
Amy Betros is the driving force behind St. Luke's Mission of Mercy, an independent Mission serving the inner city of Buffalo, N.Y. Years ago, Amy owned a very successful restaurant in the Buffalo area and chose to put that life aside to serve others in need. I had the distinct pleasure of meeting Amy last year. I was incredibly impressed with her passion, how she has grown her vision and driven impact without government or diocese support - simply by fostering the goodness in others and harnessing the power of community. From a business perspective, she is the ultimate influencer!

What advice would you give your 16-year-old self?
I remember having very diverse interests and being quite proud that I was somewhat successful in them despite minimal effort. However, the message from the adults in my school life was always the same - that dabbling in many interests was blocking my likelihood of becoming exceptional in any. In reflection, this has remarkable bearing on today's definitions of career success, work/life balance, the culture of saying NO, etc. So, my advice to my younger self would be that the definition of success isn't necessarily doing it all, but instead, focusing on fewer things and doing them very well.

If you could master any new job-related skill, what would it be and why?
Last year I committed to learn to write basic code. I'm hardly ready for a career change, but still very committed to mastering a functional knowledge.

What's the best book you read this past year and why did you like it?
Angela Duckworth's "Grit: The Power of Passion and Perseverance" has kept me motivated as I have redesigned the CA Advantage Partner Program over the last 2 years. Because the program redesign helped propel a major shift toward partner-centricity at CA, the road presented challenges far beyond program design, including changing culture and perceptions and rethinking priorities and boundaries; tough stuff for any organization. One quote from Angela's book resonated deeply: "The hope that gritty people have has nothing to do with luck and everything to do with getting up again." A very thoughtful book - for business and for life.


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