CRN 2018 Women of the Channel Details


Laura McGregor Falko

Senior Director, Global RTM Partner Marketing, CA Technologies

Location: New York, NY

URL: http://www.ca.com

Number of years in current position: 1.5

Number of years involved with indirect sales: 17

Twitter Handle: @LauraFalko

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 an MBA
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse
Has written a song
Has studied abroad

Biography and Background:
Laura McGregor is the Senior Director of Global Route to Market Partner Marketing at CA Technologies. She is responsible for leading and building the global marketing strategy for MSP, GSI, GSP, and Cloud partners. Laura joined CA in 2016 and brings more than 17 years of leadership and partner marketing experience with a proven track record of driving strategic global initiatives to increase pipeline, revenue, customer satisfaction and channel partner loyalty. Prior to CA, Laura helped lead the marketing transformation from Symantec to Veritas and integration of partner marketing with Veritas' direct sales. She also spent 10 years in field and indirect marketing leadership roles at Nextel/Sprint. Laura McGregor earned a Masters of Business Administration degree from the University of Central Florida. She was awarded a Fulbright Scholarship and attended the Friedrich Schiller University in Jena, Germany. Laura is based in Central Florida and lives with her husband, Troy.

How have you personally helped advance your company's channel business over the past year?
Upon joining CA, my initial focus was developing the global partner marketing strategic plan in preparation for the launch of our Managed Service Provider (MSP) route to market. As part of the launch, we defined the 5 Ps of our MSP strategy including: the right PRODUCT, sold via the right PARTNERS at PRICE POINTS wrapped in a PROGRAM that is supported by an infrastructure PLATFORM. As part of the MSP launch, I worked with CA's Geo leaders, Partner Enablement and Partner Program teams to successfully execute the first MSP Advisory Board, MSP concierge marketing program, and MSP program at CA World. As a result, we have significantly increased the relevance of CA for MSPs. For example, we saw MSP attendance at CA World go from fewer than 100 in 2016 to over 600 partners who self-identified as MSPs in 2017. Mid-year I was promoted to Senior Director of global partner marketing across all routes to market. Over the last 8 months, my team and I have refined our route specific strategies and programs, developed route and partner specific messaging, tools and joint assets which have increased awareness and relevance both within CA and our partner community.

What are your goals for your company's channel business over the next year?
I am especially excited about what's planned for the next 12 months. This year, in addition to continuing my focus on refining our route to market strategies and building solid joint partner marketing plans, we will be shifting our model to align more tightly with our product and solution business units and Corporate Demand teams. This shift will allow us to expand our reach and scale to and through partners with integrated campaigns.

What honors, awards, or commendations have you won over the past year?
In May of 2017, in my hometown of Racine, WI, I had the honor or becoming Mrs. Troy Falko. We both waited a long time to marry, and I can say it was absolutely worth the wait! I was also selected to participate in, and recently completed, CA's Managing and Leading Teams Development Program designed to build stronger management and leadership skills.

Outside of your family, please name a woman you admire and why:
One of the women I admire is Helen Keller. Keller was born deaf, dumb and blind, yet had the guts and courage to succeed. She was the first deaf-blind person ever to be admitted to university, changing the worlds' view of the deaf and blind forever. Keller motivated those blind and sighted alike to have faith in themselves and the belief that success can be achieved, regardless of situation, through hard work. Keller said, "Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, ambition inspired, and success achieved"

What advice would you give your 16-year-old self?
The advice I would give myself is to travel more and travel light. Travel off the beaten path and don't be afraid to make friends with those who appear different than you. Travel has the unique ability to push you out of your comfort zone and build confidence to succeed no matter where you are. Traveling light allows you to be more agile and nimble. Choose to stroll through the airport and life carefree, rather than being so heavily burdened. You will be less bothered by the little things when you don't have to struggle with needless, awkward luggage.

If you could master any new job-related skill, what would it be and why?
If I could master any new job-related skill it would be to increase my technical acumen. I am always in awe of the technical architects or solution engineers who are skilled at taking very complicated technical scenarios and explaining them in straight forward business language that anyone can understand. As we move into more business outcome based marketing and conversations, I would like to improve my ability to understand and articulate technical scenarios and benefits across multiple products or solutions.

What's the best book you read this past year and why did you like it?
I recently reread Don Miguel's book "The Four Agreements." These agreements include: Be Impeccable with your Word, Don't Take Anything Personally, Don't Make Assumptions, and Always do your Best. This philosophy and book arms us with practical advice enabling us to transcend social conditioning such as reward and punishment. Rereading this book reminded me of my own personal power and how practicing the agreements daily allows me to live with clear intent and impeccability.


Unedited Content Provided By Participants