Susan Layman Email & Phone Number

Consultancy firm serving the channel development needs of small to mid-sized high tech companies. Focused on management/development of strategic alliances, channel ecosystem development including partner collaboration strategies, partner recruitment/enablement/technical enablement programs, technical advisory councils and developer recruitment and programs.

San Francisco, California, Us

Lippo Di Calderara Di Reno, Bologna, It

Development and enablement of software solutions to ensure customer acquisition in retail, T&L, manufacturing and healthcare industries.

San Leandro, Ca, Us

Performed partner development responsibilities for the OSIsoft PI System, an infrastructure that collects, enhances and delivers data in realtime for operational intelligence. Increased the region’s portfolio of value added software by 33% through the recruitment of software partners specializing in data analytics, machine learning (ML), artificial intelligence (AI), application development platform, ETL, reporting and geo mapping. Executed on GTM activities including partner marketplace entries, OSIsoft/partner field collaboration alignment and enablement and partner showcase participation.

Everett, Washington, Us

HighlightsISV Partner Recruitment>Increased domestic mobility solutions by 20% (Drove18 partnerships from the ground up)Partner Program Development>Participated as a key advisor towards streamlining and refreshing ISV Partner Program>Increased internal mindshare of ISV Program through educating channel marketing, distributor marketing, product marketing, product management, and tech support teams.Business Plan/GTM Development>Led brainstorming discussions with ISVs to uncover leverage points to exploit: areas of synergy, market gaps, solution differentiators, vertical market alignment and resource capabilities.>Collaborated with ISVs to develop compelling integrated/joint value propositions and messaging, define the rules of channel and field engagement, outline account mapping strategies, and lead generation activities. GTM With Channel Ecosystem - Development & Sales Engagement>Accelerated pipeline growth by facilitating introductions between ISV and the channel; engaged with ISVs to identify ideal reseller profile (vertical market, hardware expertise, location), assisted with the development of a compelling partnership value proposition. [Secured six resellers for one ISV resulting in a pipeline of $2M in potential revenue.]>Leveraged distributor relationship to evangelize ISV solutions to end users and Intermec reselling partners; featured ISVs in distributor webinars and events. >Educated Intermec/Honeywell stakeholders (field sales, engineering, inside sales, channel managers) to recommend ISV solutions to customers; teamed with inside sales to prospect for ISVs (contact initiation and business opportunities), added ISV applications to the playbook, and established a free demo program for the field. >Tracked and managed joint ISV driven sales opportunities; kept ISV partners informed and aware of the advantages and unique features of Intermec/Honeywell. [Achieved 200% of quota in 2012; in 2013 the company moved to MBO-based measurements.]

Austin, Texas, Us

Engine Yard markets a PaaS solution for deploying and managing applications on AWS. Summary: Establish and grow the influence partner sales channel.Partner Program Development and Launch >Established and launched the company's Partner Program; performed needs assessment with key stakeholders, built the offerings and benefits targeting developers, socialized with internal stake holders for feedback.>Worked with internal marketing and PR teams to launch the Program.Partner Sourcing & Recruitment>Recruited 200+ partners; sourcing from trade shows, conferences, meet-up groups, and job boards; targetted partners with existing SaaS hosting solutions.>Created recruiting pitch and compelling messaging around Engine Yard's developer platform.Partner Enablement>On-boarded partners; accelerated partner productivity by creating a partner on-boarding kit (presentations, FAQs, guidelines).>Developed and managed a partner portal; managed the content, posted events/training/news, showcased success stories, and maintained on-boarding and contract guidelines.>Increased partners’ technical knowledge by producing technical product webinarsJoint Marketing & Sales>Achieved 15% of corporate sales through influence partners.>Produced joint webinars and podcasts with partners to drive end-user ROR adoption; managed the technical content, speakers, partner mailing list, and Tech Crunch advertising. >Trained and utilized inside sales to drive awareness of partner solutions; leveraged Salesforce and Marketo for prospect and customer account management. >Created marketing collateral to support partner sales.

ISV Partner Program Strategy>Developed and launched Symbol’s first ever ISV Partner Program, formalizing channel partnerships. >Developed global ISV program strategy and messaging including eligibility requirements, membership requirements / levels, marketing/technical enablement programs, on-boarding, and application process. Spearheaded cross functional teams, driving to consensus, the program’s goals, initiatives and later, improvements.>Partnered with internal ISV recruitment teams to source high potential ISVsProgram Innovation>Established the first Application Developer Advisory Council; selected strategic ISV participation, soliciting feedback, and provided technical guidance to strengthened ISV community partnership.>Created the Solutions Validation Program ensuring ISV compliance with Motorola quality standards, accelerating sales close. Developed program criteria and specifications (e.g. validation process, lab requirements, use of the logo, and remote updates). [Completed by 40+ ISVs.]>Instituted a partner-to-partner (ISV-to-reseller) channel initiative; sponsored networking events attended by 30+ ISVs and 50 hardware resellers. [Resulted in 12 new partnership pairings.]>Launched and managed the Developer Kitchen (ISV app development lab); drove significant, ongoing ISV commitment to develop and adopt new features to the Motorola platforms. >Created ISV Go-to-Market bundles for joint ISV Motorola solutions; launched high-value, tiered options to target each solution to different market needs, and drove market awareness, acceptance and growth. Partner Recruitment>Initiated channel recruitment expansion to LATAM; drove reseller and ISV pairings. [Recruited 17 new partners.]>Increased ISV awareness to distributors; trained distributors on ISV solutions, and built a joint marketing program.

Palo Alto, Ca, Us

Established a pilot program to drive reseller sales through ISV partnerships.Developed, launched and managed a new ISV-reseller partnership program; facilitated new partnerships, drove participation of 50 ISVs/15 resellers, and generated ~$15M in revenue (across system management, wireless, security, ERP markets). [Program was so successful it was implemented in multiple product groups throughout Sun.]

Bs, Computer Science

Mba, Business Management