A Visionary Leader in Partner-Focused IT Strategy and Innovation!

 

In the ever-evolving landscape of technology, where innovation is the lifeblood of progress, one individual stands out as a driving force of transformation. Denise Sangster, President and CEO of Global Touch, has spent over three decades shaping the future of the global IT industry. Her visionary leadership and unparalleled insights have not only revolutionized her clients' businesses but have also inspired industry giants to pioneer groundbreaking disruptions through next-generation partner ecosystems.

Denise's journey into the world of technology began as the Silicon Valley boom was taking flight. With a career spanning 30 years, she has consistently demonstrated her ability to identify game-changing opportunities in the ever-expanding IT universe. Her clientele reads like a who's who of the tech world, including some of the most innovative and influential technology companies on the planet.

Global Touch, the brainchild of Denise, was founded in 1990 and has since become a beacon of partner-focused strategy and go-to-market transformation consulting. It's a firm that specializes in helping clients reimagine possibilities, cultivate next-generation capabilities, foster innovation, and ultimately transform modest ideas into monumental market opportunities. As Denise aptly puts it, "Our job is to provide our clients with intelligence that is not only actionable but monetizable."

Denise's journey into entrepreneurship was marked by a pivotal decision. When the database software company she worked for was acquired by Microsoft, she faced two tantalizing offers: one from Apple and the other from Microsoft. However, Denise opted for neither. Instead, she chose the path less traveled and embarked on her entrepreneurial adventure by establishing Global Touch. This bold choice, as it turns out, was a stroke of genius, as she soon became the go-to consultant for major tech titans.

Remarkably, the technology Denise was originally working on, which Microsoft acquired, remains a foundational component of its SQL Server business unit. This enduring legacy is a testament to her invaluable contributions to the industry.

 

Below are the highlights of the interview:

 

From Aspiring Lawyer to Tech Trailblazer

Denise's journey to becoming a trailblazer in the tech industry is a testament to the unpredictability of career paths. Interestingly, her initial dream was far removed from the world of information technology; she aspired to become a lawyer. However, fate had different plans in store for her, and her career took an unexpected turn.

The turning point occurred when she was working at a law firm and discovered her preference for the business side of the legal profession. Serendipity played a role when one of the law firm's partners introduced her to her future husband, who was involved in a burgeoning database company. This marked the beginning of her foray into the IT field.

Denise assumed the role of Head of International Sales, Marketing, and Products at the database company, which encompassed a wide array of responsibilities, from sales and marketing to product localization. It was a domain entirely different from law, where legal intricacies took a backseat, presenting her with a fresh set of challenges.

Although initially unfamiliar with the intricacies of the IT industry, Denise's relentless work ethic and an unwavering appetite for learning propelled her forward. She embraced the challenges head-on, working diligently to establish meaningful relationships with partners and customers while mastering the technology she was tasked with selling. Her dedication was further evidenced by her enrollment in education classes, which allowed her to build a solid knowledge base essential for her success. Reflecting on this transformative period, she acknowledges, "It was quite the ride!"

Throughout her journey, Denise has had the privilege of being mentored by several experienced individuals who generously shared their wisdom. These mentors played a pivotal role in guiding her through the complexities of the tech world. Denise expresses deep gratitude for their support, recognizing the value of their guidance during challenging times.

 

Transforming Technology Partnerships

Denise's passion and pride lie in the realm of management consulting at Global Touch, where she facilitates the success of technology companies by nurturing robust partner relationships. Her consulting work serves as the linchpin in harmonizing the efforts of partners, customers, and IT companies on a global scale.

What sets Global Touch apart is its unique consulting approach. Denise and her team delve deep into the intricacies of partners' economic models, both current and emerging. They craft compelling narratives around these models, providing IT companies' partners with the tools to foster consistent, sustainable growth and revenue pipelines. This approach not only establishes credibility but also unlocks the potential for long-term success in the ever-evolving IT landscape.

Denise's commitment to innovation is palpable in her consulting philosophy. Recognizing the dynamic nature of the technology sector, she refrains from repetitiveness. In a field where professionals often transition between roles, Denise continually reinvents her strategies to keep them fresh, captivating, and aligned with the priorities of the next generation.

Ultimately, Global Touch's mission revolves around achieving synergy in the market—a perfect triangle formed by IT companies, their partners, and customers. Denise's dedication extends beyond consultancy; she has played a pivotal role in fostering global communities through the creation, production, and hosting of events. These initiatives have further strengthened the connections between key stakeholders in the IT world.

Denise's work at Global Touch not only underscores the importance of strategic partnerships but also highlights the significance of adaptability and innovation in a rapidly evolving industry. Her commitment to aligning the interests of all stakeholders serves as a testament to her leadership in the technology consulting domain.

 

Thriving in a Transformative Technology Landscape

Denise exudes confidence in the future of the technology market, describing it as exceptionally robust. In her view, the success of numerous companies will pivot on their choice of technology partners. She envisions a future characterized by resilience in an ever-evolving consumption landscape, one that diverges from conventional expectations.

The relentless march of technological innovation is fundamentally reshaping our world, and Denise emphatically asserts that the strategies and approaches that have brought us to this point may not suffice for the future. Clinging to the past is not a prudent course of action. She anticipates that some individuals and entities will merely observe as the world undergoes rapid transformations. However, those who step forward, embracing new strategies and unleashing their creative thinking, will assume leadership roles in shaping the emerging world.

Denise acknowledges that this wave of change may feel disruptive, generating what she terms "Noise." Yet, she firmly believes that within this turbulence lie abundant opportunities waiting to be harnessed. Her perspective underscores the importance of adaptability, forward-thinking, and proactive leadership in navigating the technology landscape of tomorrow.

 

Advocacy for Women's Empowerment in Technology

Denise acknowledges that the technology industry remains predominantly male-dominated. However, she emphasizes that women in the United States have benefited from critical legislation passed in the 1970s, particularly Title IX. This federal civil rights law, which prevents sex-based discrimination in educational institutions receiving federal funding, has been instrumental in providing women with equitable access to higher education. It has opened doors for women to pursue a broad spectrum of academic disciplines, enabling them to shape their own destinies and make impactful contributions to society.

Denise firmly believes that while women may not yet be numerically equal to their male counterparts in leadership roles, they are forging a path for future generations of female leaders. She observes a growing presence of female leaders not only in the United States but also in countries like Canada, the Nordics, Australia, New Zealand, and Singapore. These women are taking incremental steps that, collectively, will lead to expanded opportunities for women globally.

In alignment with her commitment to promoting women in leadership, Global Touch has initiated the "IT Wondrous Women™" blog series. Launched in October 2020, this series spotlights accomplished women who are currently leading the technology industry worldwide. The aim is to celebrate these women's accomplishments, intelligence, and impact, serving as inspirational role models for others. Denise firmly believes that by showcasing successful women, the industry can provide invaluable learning and mentorship opportunities for future generations, ensuring they have the representation and inspiration needed to excel. As she aptly puts it, "They can't be us if they can't see us."

 

Commitment to Gender Diversity

Within the IT industry, the commitment to gender diversity and inclusion initiatives can vary significantly. While some companies genuinely prioritize these goals, others may only pay lip service to them. Cisco, however, stands out as a shining example of a company that has made substantial strides in promoting women to leadership positions. This progress can be attributed to the visionary leadership of both its former CEO, John Chambers, and its current CEO, Chuck Robbins.

Denise, a prominent figure in the technology sector, commends Cisco for its early adoption of initiatives aimed at cultivating female talent. She believes that Cisco has played a pivotal role in building a generation of female leaders in the IT industry on a global scale. The company's unwavering commitment to gender diversity and inclusivity not only benefits its own success but also serves as an inspiring model for other technology firms to follow.

Cisco's proactive approach not only enriches the talent pool within the company but also contributes to the broader industry's progress by encouraging more companies to prioritize gender diversity and inclusion. This, in turn, fosters innovation and a brighter future for women in technology.

 

Leveraging Global Field Experience

Denise's approach to consulting is driven by her wealth of first-hand global field experiences, which she incorporates into every engagement. Her ability to draw from this vast pool of experience allows her to conduct insightful analyses of market intelligence, which she then transforms into actionable narratives for her clients.

Denise acknowledges that this process is demanding and requires diligent effort. However, the ultimate reward lies in the positive feedback she receives from her clients. When a client expresses that Global Touch's work will empower them to make more informed, multi-million-dollar program investments while enhancing their program's agility, adaptability, and impact on changing market dynamics and partner profitability, Denise considers it the highest form of recognition for her dedication and hard work.

 

Adapting to Change

Denise's career began three decades ago, when video conferencing platforms were scarce. Reflecting on that time, she expresses a desire to have had access to video conferencing technology to complement, not replace, in-person meetings. With an annual travel record exceeding 200,000 miles, she recognizes the value of sparing some of those miles for more time spent on the ground and in one location.

In the contemporary landscape, Denise is dedicated to honing two critical skill sets. Internally, she focuses on productizing content and streamlining her services for maximum efficiency. Externally, she navigates the evolving consumption era, acknowledging that today's business environment is undergoing a monumental transformation. Constant change has become the norm, and the pace of change is only accelerating. Denise emphasizes that this era is defined by its dynamic nature, making adaptability and a penchant for change essential attributes for success.