Gartner Expert
Ilona Hansen
VP Analyst
llona Hansen is a Vice President in the Applications and Software Engineering Group. Mrs. Hansen manages research in the area of CRM application strategies, coupled with a focus on Sales Technologies and Lead Management tools. She is responsible for the Partner Relationship Management (PRM) agenda within the Digital Commerce and CRM Sales Technology team which includes a market guide. She is co-authoring the CRM Lead Management MQ and the Sales Force Automation MQ. She is Gartner's Vendor Lead Analyst for SAP.
Mrs. Hansen has extensive global leadership experience and expertise in the execution of sales technologies coupled with over 25 years' IT industry experience.
Previous experience
Prior to joining Gartner, Mrs. Hansen served as a Senior Sales Operations manager at Polycom and Fujitsu Siemens Computers, where she led from 10 to 60 people, varying on the projects. She provided the critical link from management to sales/marketing teams, the partner environment and back-office organizations. Ms. Hansen owned the sales process design and was responsible for effective sales organizational structures. To accomplish these tasks, she developed the necessary sales and marketing tools for management, but also the different teams. Finally, she was responsible for any commission-related issues and disputes. She gained insights into Polycom from a regional point of view, where she headed Sales Operations on a regional level in 20 countries, but also from a headquarter perspective at Fujitsu Siemens Computers, where she was responsible for all EMEA sales projects across 21 countries.
Professional background
Polycom
Senior Regional Sales Operations Manager
Fujitsu Siemens Computers
Senior Sales Operations Manager
Ingram Micro
Head of Marketing Controlling
Areas of coverage
CRM Strategy and Customer Experience
Education
M.B.A., Clemson University, South Carolina
B.A., Universidad Nacional Autonoma de Mexico, Mexico City
Top Issues That I Help Clients Address
1CRM Strategy and Customer Experience - from
2Sales Technologies - for B2B sales organizations, including Sales Acceleration
3Lead Management Technologies - for B2B sales organizations
4Partner Relationship Management Applications (PRM), supporting the indirect-sales approach
5Sales Force Automation (SFA) - for B2B sales organizations, only