The Top Midmarket IT Vendor Executives For 2017

Ewan Henderson, VP Midmarket Sales North America, Informatica

Under Hendrson's leadership, Informatica has completely flipped its go-to-market on its head. Previously there was a singular focus on cloud, compensation restrictions on other parts of our product portfolio, and very little thought to territory design. Henderson, personally decided to change the profile of reps who are selling into the midmarket (bright, hungry hunters), giving them the ability to sell the entire portfolio of products. "We decided to create geographic territories, and move to a field only model. Most companies that reside within the midmarket haven't heard the Informatica story, and don't expect us to be affordable and/or a fit. Educating the masses and increasing awareness is critical. We also put a maniacal focus on account segmentation, to ensure that our direct team spends their time wisely in the accounts that have the highest propensity to spend. Finally, we have invested heavily in the channel and expect the new program, with new incentives and new partners will help us expand our reach over the coming quarters and years."

Fun fact: Ewan represented Scotland at U16 & U17 soccer, playing with and against many players who went on to have 20 year careers playing soccer for the English Premier League.