ASAP is proud to host Mary Ellen Grom, Vice President of US Marketing at SYNNEX along with Ryan Morris, Principal Consultant at MMP. Mary Ellen and Ryan will discuss their views of the changing channel as it relates to the role of a distributor and marketer in a cloud solutions world.
The Role of a Distributor in a Cloud World
The cloud is a major IT transition that some see as a disruptor to the Channel ecosystem. By design, cloud computing technology is more virtual and decentralized that could make it difficult to move technology through a supply chain of "pick, pack and ship." Some of the questions to be explored could include:
- What role does a distributor play in a cloud business model?
- How can Vendors and CAMs best leverage their distributor as a value-add partner in the cloud?
- How are Disty's adapting to a SAAS consumption model?
- What logistical capabilities or unique offerings can a distributor provide to help resellers transition their business?
Marketing in a Cloud Solutions World
The role of a Channel Account Manager continues to evolve. Cloud solutions may have a higher dependency on marketing; making marketing through and to Channel Partners increasingly critical to building financial strength. Topics could include:
- Why should CAMs care about becoming more aware of marketing strategies, which isn’t always their skill set?
- How can CAMs improve their engagement with a Disty’s marketing team?
- What are the top marketing focus areas that move the needle?
Mary Ellen Grom
Vice President of US Marketing | SYNNEX
As Vice President of US Marketing at SYNNEX, Mary Ellen creates and delivers strategies, systems and innovative programs to effectively manage high tech channel marketing performance. She is responsible for business and lead development, market research and comprehensive vendor/reseller marketing planning.
Mary Ellen’s 21-year channel career journey began at The Ohio State University where she graduated with a bachelor’s degree in communications and marketing. She also holds a Ducktorate degree in marketing from the Walt Disney University in Orlando. Previous positions include experience director at Experience Engineering, Inc. and US marketing director at specialty distributor, ScanSource, Inc.
Mary Ellen is an active member of the CompTIA Board of Directors, Anderson, SC University Enactus Board and the Greenville, SC Children’s Hospital Family Advisory Board. She was named one of CRN’s "100 People You Don’t Know But Should" in 2012 and is recognized on CRN’s 2013 | 2014 “Most Powerful Women of the Channel” list.
Her passions range from social media marketing to team management, leadership development and customer experience engagement. She is a knowledge seeker, Kindle addict and diabetes advocate. She is a San Diego-born Navy brat who is proud to be a wife of 20 years and busy mom of 2 children enjoying the perks of southern charm and hospitality in sunny South Carolina.
Principal Consultant | Morris Management Partners, Inc.
Ryan has more than 19 years of experience in marketing, sales, and management in the technology industry. Prior to joining MMP, Ryan was the WW Practice Director for Channel Development and Consulting at IPED (a division of Everything Channel). Through the unparalleled research assets of IPED, Ryan worked to identify and implement best practices for business development, marketing, and sales for vendors, distributors, and solution providers.
Through face-to-face experience with literally thousands of solution providers, Ryan has gained a detailed understanding of the business issues facing IT channel companies, and how to maximize their growth and profitability. Ryan has a unique ability to crystallize the business implications of complex technologies and implement strategic sales and marketing programs that communicate a compelling reason to buy -- based on clear business benefits, not convoluted speeds-and-feeds. For solution providers, Ryan has become the most compelling source of strategy and tactics in the areas of building profitable business models, establishing successful service practices, and selling in a competitive market.
On the vendor side of the technology business, Ryan has been a leading voice on building the channel of the future, and uncovering best practices for translating channel strategy into actual sales results through effective execution. Ryan has designed and delivered widely adopted principles for engaging all aspects of the vendor machine in the channel execution strategy: product management, sales teams, business leadership, financial teams, etc. He is uniquely able to connect the interests of various vendor functions to gain commitment around the critical role of sales channels.
Ryan is also a nationally recognized sales trainer and business management speaker. His services are in demand by Fortune 500 firms and savvy startups alike. Over the years, Ryan has delivered a message of consultative selling, dynamic differentiation, and visionary business leadership to thousands of sales, marketing, and business leaders. His presentations are delivered in public and private venues from conferences to seminars, sales meetings to annual meetings, for audiences ranging from 10s to 1000s.