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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Sandra Glaser Cheek

VP, Global Partners, Alliances

Ciena

Glaser Cheek led the launch of the Ciena Partner Network platform and program, which took a new collaborative and personalized approach that is designed to enable and reward all partners based on their unique value.

Years In Position: 1.5

Years In Channel: 20 

How have you personally helped advance your company's channel business over the past year? Leveraging Ciena's existing relationship-building strengths, I developed the Ciena Partner Network strategy, programmatic and operational framework to make partnering more "personal". Our partners have diverse ways of going to market and differing business models, and the new CPN embraces these differences, recognizing the unique value and needs of each partner on an individual basis. The emphasis of the program is being collaborative with our partners with a program infrastructure that is customized and flexible. The in-depth training, tools, and a focus on joint business planning can be tailored for each partner's individual needs, markets served, and go to market strategies. The reaction from our partners has been overwhelmingly positive. We are seeing exponentially more engagement with our training, partner portal usage and compliance to vital program requirements that drive sales growth. The initial launch was just the beginning; we will continue to evolve our offerings to further serve and enable our diverse community of partners.

What are your goals for your company's channel business over the next year? 2018 was a great year for Ciena and my goal in 2019 is to continue to win market share with our partners, and to exceed all of our targets related to our partner network. We will continue to increase our understanding of and engagement with our partners as they evolve their go-to-market strategies and business models in this disruptive technological environment. Significant enhancements will be launched as part of the Ciena Partner Network Program this year to address partner services opportunities as well as their ability to build robust, specialized business practices.

What's the key to success for your channel partners in 2019? Providing the sales, technical, services and marketing enablement that aligns with each partner's unique business model. Collaboration and execution on a customized, approach to optimizing partners' Ciena-based business is at the heart of our success.

 
 
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