Tracy Lynn Little

On building pipeline engines — from Intel and Nokia to the AI launch circuit.

I build pipeline engines for technology companies at every scale — from Intel, Nokia, and Dropbox to venture-backed startups. Most recently I led partner go-to-market for an AI product suite launch, including NVIDIA GTC and the broader AI event circuit.

I grew channel-sourced revenue 103% year over year at Dropbox, and I’ve run co-marketing and MDF programs across CDW, WWT, SHI, AWS, Carahsoft, Ingram, and TD SYNNEX. I build and lead global teams, own seven-figure budgets, and tie every program to sourced pipeline and revenue.

Tracy Little — CRN Women of the Channel, 2022

Career

Director, Global Field & Channel Marketing

Spectro Cloud

Marketing leader driving global channel and field marketing strategy, integrated marketing, demand gen, events, content, growth, and sales enablement. Led the AI Product Launch team, managing partners, product teams, and sales enablement to successfully launch the AI product suite into the market with partners and direct customers, and managed key launch events for the AI market including NVIDIA GTC, the London AI Summit, and AWS re:Invent. Drive co-marketing programs and events with national resellers (CDW, WWT), ISVs, and AWS to increase thought leadership and channel pipeline, and manage the Alliance marketing team responsible for marketing growth with NVIDIA, WEKA, Dell, Siemens, and Supermicro. Public Sector partner marketing leader overseeing strategy, branding, events, content, growth, and sales enablement for distributors Carahsoft and GovSmart. Launched a new partner webinar series driving partner engagement with a 50% attendance rate month over month, and manage and execute the Global MDF programs and budget, influencing channel growth by 10x quarter over quarter.

Feb 2025 — Present

Director, Global Channel and Field Marketing

Dropbox

Created and drove the global field and channel marketing strategy — online, email, demand gen, ABM, webinars, live regional events, SKO, sports sponsorships (Formula 1), and influencer partnerships — driving over $900K in Dropbox pipeline and partner engagement. Oversaw the Global MDF and co-marketing programs, influencing 103% year-over-year channel growth in 2023, and created co-marketing strategies with national resellers and cloud partners (CDW, SHI, AWS) and distributors (Ingram, TD SYNNEX) to drive revenue through channel-led motions. Drove attendance and activations for the Dropbox user conference (WIP), resulting in 300+ registrations and new customer acquisitions as well as $75K in net new revenue in 2023. Created a “Mission Impossible” themed webinar series that took a non-existent virtual event strategy to one with upwards of 1,000 registrations and over 500 attendees, closing $50K of net new revenue in a single quarter. Launched the Zift partner platform (PRM) in February 2023, increasing partner engagement 200% year over year. Led, mentored, and developed a high-performing field and channel marketing team of 12 across 3 regions, and managed team, MDF, and event budgets, partnering with procurement and legal to negotiate contracts and ensure cost-effective campaigns.

Jan 2022 — Feb 2025

Sr Channel & Field Marketing Manager

Intermedia

Managed top-of-funnel pipeline generation for North America strategic partners and distributors via virtual and in person events, webinars, campaigns and webinar in a box with a creative and results focused approach via Salesforce opportunity and campaign tracking. Managed 2 direct reports, and an intern who developed content for campaigns, newsletters, web pages and more to drive partner growth. Built custom co-marketing campaigns with high value, strategic partners to drive increased engagement and lead generation pre-and post-event. Developed scalable, integrated go-to-market strategies for assigned channels with measurable marketing and sales objectives to perform ROI analysis. Managed Marketing Development Funds (MDF) budget for 30 strategic partners within the US.

Feb 2020 — Jan 2022

Field Marketing Manager

Spirent Communications

Devised and synchronized field marketing strategies with overarching marketing and sales/product objectives, fostering new demand generation. Collaborated closely with sales teams to craft campaigns that supported the company's goals. Orchestrated cross-functional efforts to ensure prompt rollout of demand generation and marketing campaigns for AT&T and Verizon, harmonizing with product and content marketing teams on launches and content strategies. Introduced and executed best practices for lead follow-up, enhancing collaboration with SFDC teams and corporate marketing. Led customer-centric marketing initiatives to deepen relationships and boost product sales and expansions. Managed partner events (RSA, Red Hat) and programs to solidify and expand Spirent's presence in the cybersecurity and network security ecosystem. Directed the planning and execution of various events, including exclusive executive events, seminars, and trade show sponsorships. Oversaw the field marketing budget, facilitated inter-departmental communication, and delivered comprehensive reports on campaign and event outcomes.

Mar 2018 — Feb 2020

Channel Marketing Manager

Opengear

Crafted and steered the channel marketing strategy, adjusting to market shifts. Collaborated closely with the Channel Sales Manager to deliver comprehensive marketing efforts for key partners, including two major distributors and thirteen other partners, fueling a $1M increase in annual channel revenue. Efficiently managed a $800K marketing budget, ensuring positive ROI through targeted programs, events, and promotions. Led the creation and content development for partner advertising, overseeing the integration of a partner portal with Salesforce for enhanced partner engagement and resource accessibility. Orchestrated 21 US trade shows and the annual Global Sales Conference, managing end-to-end communication and execution strategies, leveraging external vendors for materials and promotional items.

May 2016 — Mar 2018

Business Development Manager

IEEE

Drove $4M in sales for Meetings, Conferences & Events (MCE) through strategic relationship development and innovative RFP processes. Enhanced MCE's visibility and sales opportunities by presenting at IEEE POCO events in Singapore and Glasgow, and collaborating with IEEE Societies to introduce Audience Development Services. Revolutionized the MCE's digital presence by developing a new WordPress website, significantly expanding global customer reach and business growth. Created a comprehensive sales training portfolio for the MCE team and led the Audience Development Program, effectively managing marketing efforts and one direct report to strengthen the conference portfolio.

Jul 2014 — Apr 2016

Strategic Marketing Manager

Maersk Line

Launched and led Maersk Line’s inaugural PR and media strategy in North America, enhancing brand exposure through expert interviews and media mentions. Executed a 24/7 Client Communications Program to keep customers updated on service changes. Crafted strategic quarterly communications for key customers, backed by market insights, and managed all executive speaking engagements, strengthening Maersk Line's leadership presence in North America.

Apr 2013 — Jun 2014

Global Marketing Manager

Alcatel-Lucent (now Nokia)

Led strategy and messaging for over 300 corporate global events at Alcatel-Lucent, ensuring brand and communication consistency while emphasizing regional market priorities to optimize marketing spend ROI. Managed the Global Speaker Bureau Program with a nearly $1M annual budget, achieving key executive speaker placements and securing a keynote address for the CEO at the Mobile World Congress.

Jan 2009 — Mar 2013

Marketing Communications Manager — Services Business Unit

Alcatel-Lucent (now Nokia)

Spearheaded integrated marketing campaigns to enhance positioning of service solutions in the global market, leveraging online programs (webinars, podcasts, video interviews) and managing over 55 annual events with varying budgets. Directed the Services Division Speaker’s Bureau Program, achieving 85 speaker placements and 59 sponsorships in 2008, highlighting company thought leadership.

2005 — Jan 2009

Previous Experience

Intel Corporation / Dialogic

Marketing Communications Manager · Alliance Marketing Manager · Channel Marketing Specialist · Communications Program Manager

Novell, Inc.

Communications Project Coordinator

JVC Corporation of America

Corporate Communications Assistant

Projects

Container Shipping Public Relations Campaign

Over ninety percent of what US consumers buy is shipped to the US on container ships. On industry ship-tracking websites, the waters are black with dots. Each dot is a ship. Each ship is laden with boxes. Each box is laden with goods. Without shipping there would be no clothes, food, paper, or fuel. Without all those dots, the world simply would not work.

Maersk Line, the world’s leading ocean transportation company and a unit of the Maersk Group, wanted to create more awareness around this fact. I worked with the global teams to create a PR campaign which achieved that.

I collaborated with the New Zealand PR team and the Port of Auckland, New Zealand to commission two famous New Zealand street artists, Askew1 and Trust Me, to each paint one side of a “reefer container” (industry jargon for a large refrigerated shipping box). ‘Gigi’ by Askew1 covers one side of the container and a reworked version of Trust Me’s ‘Greetings from Aotearoa’, appears on the other side.

The Maersk “Art Box” container ship, a 40′ high-cube, was then ready for its first voyage. First stop was the Port of Philadelphia. This required communication and buy-in from the Maersk executive team and the Port of Philadelphia. I was able to secure the Mayor of Philadelphia as well as the North American VP of Maersk Refrigerated shipping to attend the arrival ceremony and personally wrote their speeches.

As the container continued to travel around the world to gain attention for container shipping, I created a social media campaign for people to follow the tour including twitter hashtags, and a contest encouraging people to photograph the painted container and share their images with Maersk Line and Ports of Auckland using the hashtag #ArtBoxNZ, #MaerskLine and #PortsofAuckland.

The goal was for the Art-Box to serve as a reminder, as it delivers food and other perishables to people throughout the world, that container shipping is essential for global economic growth and vitality.

Spark the Fires

I had a challenge: One of the Alcatel-Lucent product teams for our Mobile World Congress customer program, wanted to host a ‘non-traditional’ event. Some members of the management team were not convinced this non-traditional approach would work. They couldn’t imagine not have a 30 seat theater style program, complete with a stage, and multiple screens to display the oodles and oodles of PowerPoint slides. So, I said yes to the product team, listening to their creative ideas on how the customer program would work, and I said ‘take the risk’ to management, and allow this team to do something great.

We promoted it to the customers with custom invitations, personal out-reach and show-floor handouts, got them to sign up for the program, and ultimately we filled the room.

We came up with a non-traditional format — no presentations, no pitching and no fancy stage. Instead, we used a cocktail party style set-up — complete with wine and hors d’oeuvres with customers listening intently as two Alcatel-Lucent eco-system partners described what they do on easels with markers. Questions flowed casually and freely from the customers, and our executive team saw the results when the room was filled with customers eager to hear what was being said in a relaxed environment.