Q & A with Julie Lawton
VP of Channel – Reseller & Strategic Partnerships
What are the main goals of your department?
We need to expand our reseller reach and redevelop our co-op program. We’ve moved people around in the department, they are all in the right positions to optimize our department and target doubling the business we did this year. We can achieve that by providing more education, using more marketing materials, getting more consistent training, and getting a higher sell through rate with our partners. We have some really big goals!
On the strategic partnership side, we’re focusing on data monetization and expanding the GPS Insight brand. The more channel sells, the more resellers we have, the more partners we have, the greater it helps expand the GPS Insight brand name, which attracts more customers indirectly and directly…helping the company grow.
We have a little bit of a niche since combining the benefits of fleet and field. It was a brilliant company and marketing move for GPS Insight.
What are your main duties as vice president?
How does GPS Insight build strong partnerships?
We have to have a clear understanding of how we can work together and mutually benefit both companies. Basically, the goals of our partnerships have to be aligned, and if they aren’t, then we don’t partner with them. And of course, in any sales, lots of touches to our partners to stay relevant.