Data Resilience That Drives Growth: 2026 Women of the Channel on Partner Priorities

As 51% of partners discuss ransomware with customers every week and 26% discuss it daily¹, it’s clear that channel partners play a central role in strengthening customer data resilience. Channel expertise, local market knowledge, and trusted relationships help organizations recover from ransomware attacks, infrastructure failures, and disasters with Arcserve solutions.  

Arcserve focuses on being a flexible and dependable channel partner. CRN recognition of three Arcserve leaders as 2026 Women of the Channel reflects that commitment. 

Each Arcserve honoree received the same question: “As customers raise expectations for data resilience, what should channel partners prioritize first—process, services, or technology—to improve recovery outcomes and strengthen long-term customer trust?”

Here's what they had to say. 

Priority: Process — Penny Gralewski, Vice President, Marketing 

Penny Gralewski leads global marketing strategy at Arcserve. She directs global marketing initiatives across VAR, MSP, and distributor channels. Her focus is on channel revenue creation, plus product messaging, demand generation, and brand marketing.

“Process, starting with education. Channel partners advise organizations on data resilience strategy every day – and we’re seeing dramatic shifts in hypervisor costs, hardware availability, cloud adoption, disaster preparedness, and now AI-driven ransomware attacks.  

Channel partners that adopt our market-through campaigns can quickly educate customers on the latest threats and options.  

Partners who complete Arcserve sales and technical training can better advise their customers about implementing AI-enabled ransomware protection or new cloud strategies.  

When partners lead with process, and that process starts with education, the conversation shifts from selling technology to solving real problems—and that's where lasting relationships are built.”

Priority: Services — Jennifer Lim, Vice President, Sales (APAC)

Jennifer Lim leads channel-driven sales growth across the Asia-Pacific and Australia regions. She closely aligns with distributors, resellers, and MSPs, and their customers, to successfully design long-term data resilience strategies.

“Technology. In APAC, the technology-first mindset works best when it enables scalable, repeatable services. That’s why partners are increasingly using unified data resilience solutions from Arcserve to support managed backup, disaster recovery, and ransomware recovery services across physical, virtual, cloud, and SaaS environments—without introducing unnecessary operational complexity.

By standardizing on Arcserve solutions, partners can design service offerings that emphasize recovery outcomes rather than infrastructure management—delivering consistent RPOs and RTOs, simplifying cross-environment recovery, and supporting long-term retention requirements without expanding internal teams.

This approach allows partners to shift services conversations from “What do we deploy?” to “How do we enable quick recovery?”—which is where trust is built and long-term customer relationships grow.”  

Priority: Process (Start With Customer Education) — Shweta Menon, Field Marketing Manager (APAC)

Shweta Menon drives field and channel marketing initiatives across the Asia-Pacific region. Work includes building joint marketing programs with distributors and partners to support consistent campaign execution.

“All three matter, but I'd start with process—specifically, the process of educating partners before the first sales conversation even happens.

The partners seeing the strongest pipeline growth are the ones investing in awareness and education: running joint webinars, sharing real-world recovery scenarios, and taking up free comprehensive opportunities at the Arcserve Academy. When customers are informed, the sales cycle accelerates and the trust is already there.  

Arcserve sees partner education as the foundation of effective data resilience strategy. Partners that leverage Arcserve-led campaigns, technical workshops, and free technical courses can help customers clearly understand risks such as ransomware dwell time, recovery gaps, and false confidence in untested backups.

By grounding education in practical recovery outcomes—how quickly systems can be restored, how clean data is verified after an attack, and how hybrid and SaaS environments are protected—partners move conversations away from fear-based selling and toward informed decision-making.

When education is built into the process from the start, Arcserve partners are better positioned to lead strategic discussions, shorten sales cycles, and establish credibility long before technology choices are finalized.” 

Grow Through Partner Success

Process, services, and technology each influence recovery outcomes. The shared theme across these perspectives is a proactive, consultative approach that builds customer trust over time.

Learn more about the Arcserve partner ecosystem and resources.

1. Arcserve Global VAR Survey, December 2025