CHANNEL CHIEF
ADRIANA GUTIÉRREZ , Channels Director for Infor in Latin America , tells us how she balances engagement with emerging technology and weekends with family .
cCan you describe your current role and its challenges ? As the channel director for the entire region , I am responsible for implementing the strategy and development of Infor ' s partners in Latin America , driving the company ' s continued growth . I have more than 15 years of experience in the technology area , mainly in the commercial sector , as well as great dynamism and excellent customer relationships , generating high trust and consultative sales .
Can you explain how your company works with channel partners ?
At Infor , we have an IPN ( Infor Partner Network ) channel network recognized for its benefits for our partners . We train , certify and support our partners using an agile methodology developed by Infor .
We manage projects together at the commercial and technical levels in different territories of the region . Each country has a channel account manager who collaborate closely with their partners to develop business opportunities . Our strategy of working with local partners who know the market , combined with Infor ' s world-class solutions , allows us to offer proposals adapted to our clients ' specific needs . Our recommendations apply best practices and significantly improve the performance of our clients .
How do you ensure that channel partners thrive in a highly competitive market ?
Our channel partners align highly with Infor ' s industry strategy , allowing them to focus and deliver highly differentiated value . We are always looking for business partners who can help us improve Infor ' s coverage and reach in the market . Our partners are organizations dedicated to Digital Transformation , management consulting and logistics . Some are more consultative ; others have more experience from a technological point of view – but we all work together .
What are the latest trends you see emerging in the channel ?
We must align the channel strategy to deliver best practice in the market . We seek agile and short projects , leaving behind implementation projects that last years and wear out the organization . We must also filter out all whimsical developments , focusing only on those that impact the essence of the company and are necessary to differentiate it from its competitors .
What is your management philosophy ?
I am convinced that you must trust people ' s capabilities . I consider myself a leader who works more as a guide and springboard for the people on my team to develop and grow . I have a very close relationship with partners that allows me to know their interests in detail to align our joint objectives to achieve winning results for both .
When you reflect on your career , what has been the most memorable achievement ?
My most notable achievement has been building the channel team at Infor . It has been nine years of believing that we have the best solution in the market and that we need hands and arms to reach all companies in Latin America .
Adriana Gutiérrez , country manager Colombia en Infor
INTELLIGENT TECH CHANNELS LATAM 51