Channel Partners

FAL 2016

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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FEATURE CompTIA is the voice of the world's information technology (IT) industry. As a not-for-profit association who serves more than 60,000 corporate IT channel members and registered users, we are committed to supporting the success of businesses across the IT channel by providing free access to tools, education, research, communities, events and training. Join today at CompTIA.org/register Insights +Tools +Tools Advocacy Advocacy Events+ Events+ Training Training Standards Standards Communities Communities GROWING IT BUSINESSES AND CAREERS CHANNELPARTNERSONLINE.COM 21 That drives hiring of known people. But what if they all happen to look, sound, act and operate just like you? There are other issues, too. New research by the University of Maryland and Columbia Business School shows that, in firms that already have a women in a top manage - ment, the odds that another women will also have a top position are actually lower . A company under pressure to promote women may think the problem is "solved" once they have one female executive. Working to change things isn't just altruistic. Women-led firms do better. A Kauffman Foundation study shows that tech companies led by women are more capital-efficient and achieve, on average, a 35 percent higher return on investment than firms led by men. Next Generation Recruitment reports that businesses with a woman on the executive team are more likely to have higher valuations at first and last funding. At first funding they report 64 percent larger valuations, and at last funding, 49 percent higher. To make a difference, let's let people know that technology is a great way to earn a living. Discuss the creative aspects of systems design and how STEM fields can be rewarding. Mentorship programs can help enormously with the "birds of a feather" issue. Jennifer Pinson, director of North American partner sales and alliances at Rackspace, described being part of her company's Mentor Circle; nearly 140 people are enrolled in the program globally. Can you do something similar? Lisa Miller, senior vice president of wholesale, indirect, inside and content sales channels at Level 3, says it helps to just be mindful. "I strive to do that today when I look at a team and foster equality across its members with regard to fairness and equal pay," says Miller. Encourage employees to join groups, like Women in the Channel and Cloud Girls, that foster the next wave of women in technology. And do business with partners that are inclusive. "At Avant, we hire those that are not just the same people in similar roles throughout the telecom channel," says Drew Lydecker, president of Avant. "We have been focused on hiring candidates that are smart and knowledgeable about business and training them on technology. That is working for us and at present we have more women than men in our company." Tina Gravel is senior vice president of strategic alliances for Cryptzone, a provider of context-aware network, application and content security solutions. She has more than 25 years of IT experience, with expertise in security, outsourcing and cloud. Prior to Cryptzone, she held positions with Dimension Data, Nirvanix and Terremark. Gravel is a member of the Channel Partners Business Advisory Board.

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