Also: the Market for 3D Printing Is Getting Bright
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RIM In CRIsIs CoRel’s CoMebaCk shaRed seRvICes WoRRy lAyoffs & leAdership issues first look into its pArtner portAl how it will impAct ottAwA VArs AnAlysis: Human Capital: Reasons why you shouldn’t poach from a rival Canada’swww Channel.computer VoiCe fo r iT sdealerne i nC e 1 9 8 5 wsVolume .com27, Issue 6 August/September 2011 computerdealernews.com hP splits Canadian solution providers react to the computing giant’s plan to spin off PSG and kill off tablet/weboS ALSO: CheCk out ouR neW foRMat! The market for 3D printing New sections; new features; new columns; is getting bright new design An IT World CAnAdA Publication PM 40063800 Safe is advantage. Safe is profit. Safe is outright liberating. But safe doesn’t come easy. Especially when the dark forces are plotting night and day. It requires that delicate combination of brains and obsession. A brutally effective, global team that can snuff out danger before it gets dangerous. 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All rights reserved. www.mcafee.com/safe AUGUST/SEPTEMBER 2011 Contents Volume 27, i ss u e 6 editorial editor paolo del nibletto Canadian competitiveness in the IT AssistAnt editor Jeff Jedras NEWS: market would be greatly enhanced stAff writer Harmeet singh VMware has a new hybrid cloud contributing editors Brian Jackson vision but its channel strategy still with more female IT professionals howard solomon and sales consultants. dave webb needs some tweaking 10 contributing writers Nestor Arellano As a community CDN, with kathleen lau rafael ruffolo founding sponsor Ingram Micro proJect speciAlist Penny gianniotis ANALYSIS: Canada hosted women entre- CREATIVe SerViCeS Human capital how are canadian preneurs in the solution provider creAtiVe director Jeff coles solution providers and distributors channel at the Boulevard Club in Photo Gallery: SaleS dealing with this problem? 12 Toronto to recognize their contri- Vp Sales & mArketing David spindler bution to the high tech industry in publisher, cdn And WoMen In the custom publishing Canada. And director of MARKETS: Channel Find out who the 25 honourees strAtegic Accounts Brad mcbride Are PCs dead? not if you ask these from the IT channel are 20 Account executiVe Desere ross top vendors 25 lunCHEON (416) 290-0240 x 174 Account mAnAger Atif malik (416) 290-0240 x 125 CirCULATION REVIEWS: circulAtion mAnAger Cheryl patfield More HP hardware circulAtion director Doni white hp elitebook, Acer tablet and belkin New SUbSCriptioNS routers are test driven 30 Coming uP next issue: [email protected] CDN’s ANNuAl emerging technologies ® report. find out what technology products EDITORIAL: and services are going to be hot for 2012 and Corporate What happens to HP and Apple? chAirmAn michael r. Atkins how you can take advantage of them for your reasons behind steve Jobs resigna- business. Also, the results of the state of the president tion and hp shelving hardware 16 & group publisher Fawn Annan canadian smb survey will be released. editor-in-chief Shane schick controller rob novorolsky CLOSE UP: IT World Canada is an affiliate of International Data Group (IDG), the world’s largest publisher of computer-related information and the leading global provider of information services on Microsoft channel chief Jon roskill information technology. IDG publishes over 300 computer publications in 85 countries. after one year on the job rethinks Ninety million people read one or more IDG publications each month. company’s go to market plans 34 @CompDealerNews Computer Dealer Computer Dealer News (CDN) Computer Dealer News is published 12 times per year by IT World Canada Inc., a unit of News the Laurentian Media Group, Michael R. Atkins, Chairman, 55 Town Centre Court, Suite 302, Scarborough, Ontario M1P 4X4 Telephone: (416) 290-0240 Fax: (416) 290-0238. Publishers of CIO Canada, Network World Canada, ComputerWorld Canada and Direction Informatique. One year subscription rates: Canada $80, US$115 (U.S.) and foreign $150 (US). Address subscription to Computer Dealer News Circulation Department, 55 Town Centre Court, Suite 302, Scarborough, Ontario M1P 4X4. When notifying us of a change of the Channel quadRant Channel Commitment Market Leaders address, please include address label to assure continuity of service. All rights reserved. The contents of this publication may not be reproduced either in part or in whole without the This edition of the channel Cisco VMware consent of the copyright owner. The views expressed in this publication are not necessarily those of the publishers. Requests for missing issues are not accepted after three months quadrant sees HP shelving its from date of publication. tablet/weboS and looking to split Page 15 Page 10 Date of publication, August/September 2011. up with PSG, positioning it in the Printed in Canada. scaling back quadrant. Its ability GST Registration # R122605769 ISSN: 1184-2369 CPF Registration Number #R10790 to drive channel business is now in question. Similar status with rIM, Canadian Postmaster, send form 33-86-186 to apple Microsoft Circulation dept., 55 Town Centre Court, Suite 302, as the Waterloo, ont. firm recently Scarborough, cut 2,000 jobs. Cisco is back ontario M1P 4X4 Page 17 Page 34 with better financials that put the Publications Mail Agreement no 40063800. networking pioneer high in the CPF registration number 10790. return undeliverable Hp Canadian addresses to Circulation department, 302-55 channel commitment quadrant. Town Centre Court, Scarborough, ont. M1P 2X4 Microsoft continues to stay near Corel the middle. VMware, buoyed by a Page 4 Circulation audited by new cloud vision, continues to be Page 14 CMC A a market leader, but still has a lot AUDITED of work in driving channel sales. Business Channel Drive to Ability Corel maybe coming back, but riM they are mere market challeng- We acknowledge the financial support of the Govern- Page 6 ment of Canada, through the Canadian Periodical Fund ers. Apple drops a few notches as (CPF) for our publishing activities. Steve Jobs resigns. Scaling back Market Challengers computerdealernews.com August/September 2011 3 neWs AnAlysis & insight hP dumps webOS, puts PSG on the block While the personal systems group has always been its own business within HP, dumping webOS is taking the channel by surprise said in hindsight it makes sense Winnipeg-based HP partner Epic manager, central and western by jeff jedras for HP to decide the competitive Information Solutions, agreed region with Metafore. “Typically, [email protected] PC business with its single-digit PSG has always been a little bit all the reasons that led customers margins doesn’t fit well with the on its own within HP but, as a to select HP PSG offerings will THe News HeWlett-Packard CO. rest of its high-margin software partner that moves a lot of HP continue to apply for the foresee- will explore either a sale or spi- and services business. PCs, he liked having it all under able future.” noff of its personal systems group “It makes IBM’s move of five the same umbrella. The more surprising move to (PSG) is being taken in stride years ago look incredibly astute, “I’ve enjoyed having … one some is the decision to drop hard- by the channel, but the decision and I’m not sure HP will be as manufacturer to go to for soup ware plans for webOS and put the to dump the webOS tablets and fortunate (making a profit on the and nuts, and it would be disap- future of the software itself into smartphones just a year after the sale),” said Reid. pointing to see it spun off or limbo. Alexander said he’s disap- US$1.2 billion acquisition of Palm However, whether the unit is acquired,” said Reid. “If they pointed, because he saw a lot of Inc., is raising some eyebrows. spun off or sold to a competitor spun PSG off and completely promise around webOS enabling The obvious model to look like Lenovo or Acer, Reid said a new platform of devices. to is when IBM Corp. sold its while the market has taken a hit “It’s a shame,” said Alexan- PC business to Chinese vendor from the rise of the tablet, PCs ’ve enjoyed having … one der. “It seemed they had all Lenovo to focus on its higher will remain an important part of Imanufacturer to go to for the building-blocks of a good margin services business. James the commercial business for the soup and nuts, and it would strategy across a variety of form Alexander, senior vice-president channel. be disappointing to see it factors.” with London, Ont.-based Info- In the short term, Info-Tech’s spun off or acquired. Epic’s Reid said he was also Tech Research Group, called Alexander said it’s disappointing – David Reid, Epic Information Solutions quite excited about the TouchPad HP’s decision to move out of the for partners because they’d come product and webOS, calling HP’s low-margin PC business a “pretty to rely on HP as a one-stop shop decision to kill it a “real shocker” courageous move” reminiscent across a broad portfolio of hard- to Epic. He speculates HP could of when Intel’s Andy Grove and ware, software and services. But separated it we would be ana- have had legal concerns around Gordon Moore dumped the looking back to IBM/Lenovo, lyzing our options in terms of the product, and may have de- RAM memory business when while it took a couple of years preferred vendors for desktops cided just to cut its losses.