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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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Brooke Cunningham

Area VP, Global Partner Programs, Marketing, Operations


Cunningham delivered 100-plus enhancements to Splunk’s Partner Portal. She also provided incentives that resulted in 76 percent of new customers being contributed by partners.

Years In Position: 3

Years In Channel: 21

How have you personally helped advance your company's channel business over the past year? In her role leading the Splunk Global Partner Programs, Marketing and Operations team, Brooke has spearheaded the growth and development of the Partner+ Program, driving continuous advancements, improving the partner experience and expanding Splunk's partner-listening initiatives. In particular, the last 12 months saw the launch and enhancement of several major programs and services which Brooke led within the Partner+ Program, including: Continued growth of the Splunk Partner Portal, empowering partners to grow and manage their Splunk business from a modern, easy-to-use interface. In Splunk's FY19, the portal had more than 200,000 user logins from 104 countries. Further, over 100 functionality enhancements were delivered during the year, including automating not-for-resale software, simplifying deal registration and providing partners more dashboards to plan their business and manage their partnership with Splunk. Introduction of the Partner+ Systems Integrator Program, for global and regional SI's with vertical practices and specializations. The program will enable partners to build solutions and practices around Splunk. Enhancements to the Partner+ Reseller Program, providing more simplifications to deal registration, as well as added incentives for new customers, multi-year deals, partner growth and partner services delivery. Added incentives for partners across all program tracks to take advantage of available rebates.

What are your goals for your company's channel business over the next year? My goal at Splunk is to create an exceptional partner experience and enhance the efficiency of our program. In the next year, that means: - Increasing partners' profitability - Increasing overall percentage of company revenue that comes through the channel, while continuing to drive company growth through partner revenue - Increasing partners' capabilities with Splunk to deliver professional services - Increasing the amount of net new customer accounts coming through partners - Delivering multi-deals and recurring revenue streams with partners - Creating an excellent end-to-end experience for Splunk partners.

What's the key to success for your channel partners in 2019? For the Splunk partner ecosystem in 2019, the keys to success include delivering on some of the following: - Software license growth, particularly partner-sourced deals and multi-year deals - Professional services delivery and growth in partner skills/bench, to deliver customer adoption and success - Closing new customers to Splunk - Building solutions with Splunk, particularly addressing new use cases such as IoT, or for specific verticals/industries.

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