Dell's SMB World 2013 Predictions The Brain Market neW Servers, desktops & Notebooks New greenfield opportunities in SMB Big Data & Cloud for the Digital health
Bring Your Own Device makes the list
Canada’s Channelwww Voi.ccomputerdealernewe for IT since 1985 Volume 29,s Issue.com #1 | Dec/Jan 2013 | computedealernews.com
TOP 25 newsmakers of 2012 starts with Microsoft's Max Long
ces coverage A look at the Top products for the channel at CES 2013
contents Volume 29, I ss u e 1 editorial december/january 2013 Editor Paolo Del Nibletto Assistant Editor Jeff Jedras Contributing Editors Brian Jackson Howard Solomon Dave Webb
Project Specialist penny Gianniotis CREATIVE SERVICES Creative Director Jeff Coles sales VP & associate group Brad McBride publisher Account manager david Hamilton (416) 290-0240 x 125 CIRCULATION Circulation Manager Cheryl Patfield New Subscriptions [email protected] Corporate Chairman Michael R. Atkins Top 25 Newsmakers for 2012 President & Group Publisher fawn Annan Last year, Leyland Brown of HP Canada became the first woman to be namedT op News- Controller rob Novorolsky maker in the history of CDN. Did she make this year's list? News is very fickle and there are IT World Canada is an affiliate of International Data Group (IDG), the world’s largest publisher of comput- only five returning executives from last year's list. Find out who made it on page: 12 er-related information and the leading global provider of information services on information technology. IDG publishes over 300 computer publications in 85 countries. Ninety million people read one or more IDG publications each month. Computer Dealer News is published 8 times NEWS: INFOGRAPHIC: per year by IT World Canada Inc., a unit of the Laurentian Media Group, Michael R. Atkins, Dell World A new mobile appliance plus Digital brain health solutions Digital Chairman, 55 Town Centre Court, Suite 302, Scarborough, Ontario M1P 4X4 Telephone: (416) new desktops, notebooks, servers keep Dell brain health solutions will go mainstream 290-0240 Fax: (416) 290-0238. humming 4 by 2020 8 Publishers of Canadian CIO, Computing Canada and Direction Informatique. All rights reserved. The contents of this publication may not be reproduced either in part or in whole without the consent of the copyright owner. The views expressed in this publica- NEWS: EDITORIAL: tion are not necessarily those of the publishers. A look back at CES 2013 and all the new Why Max Long is the Top Newsmaker Requests for missing issues are not accepted after three months from date of publication. products that will make this year cool 5 Microsoft Canada's up-and-down year 10 Date of publication, January 2013. GST Registration # R122605769 ISSN: 1184- 2369 NEWS: FEATURE REPORT: Canadian Postmaster, send form 33-86-186 to Circulation Dept., 55 Town Centre Court, Suite 2013 Predictions: Take a look at what Top 25 Newsmakers: Find out which ex- 302, Scarborough, Ontario M1P 4X4 might happen in the channel and in IT 8 ecutives stayed, moved up or dropped off 12 Publications Mail Agreement No 40063800.
CHANNEL QUADRANT Channel Commitment market leaders In this year-in-review edition, we look at VMWare Microsoft Cisco Page 25 Page 12 Microsoft and the launch of Windows 8, Page 19 which dramatically impacted the channel. This sap
Circulation audited by is the reason why Microsoft ends and starts Dell Page 19 Page 19 Symantec CMC A the year in the market leaders position. Dell Page 21 AUDITED
made news at its DellWorld show to end 2012 drive business to rim hp Samsung and move up in the channel commitment Page 17 Page 17 Page 10 ity
We acknowledge the financial support of the l Government of Canada, through the Canadian quadrant. Meanwhile, RIM and HP stay in Lenovo Periodical Fund (CPF) for our publishing activities. the scaling back area because of its difficult abi Page 6 year. Finally, CES starts 2013 and that's why Samsung and Lenovo are inside the quadrant. scaling back market challengers
computerdealernews.com Decmeber/January 2013 3 news Analysis & Insight
Dell addresses the SMB at Dell World
The company showed off new tools, toys and a commitment hardware. Pricing is yet to be an- features the XPS 10 tablet for con- to Windows 8 at its Dell World nounced. sumers, the Latitude 10 tablet and conference Also on the management front, 6430u Ultrabook for businesses, the upcoming CIO Powerboard and the XPS 12 convertible with its by Lynn Greiner is a unified dashboard that lets funky pivoting screen. All but the CIOs, IT professionals, partners 6430u are touch-enabled. AUSTIN, TEX. – Dell Computer and resellers see at a glance if there In addition, Mike Shinoda of Corp. got together with 6,000 of are issues in an IT environment, the band Linkin Park used an its closest friends in December and drill down to get details. It XPS 27 touchscreen all-in-one to for its second annual Dell World uses Dell Boomi to integrate inputs demonstrate StageLight, the music conference, and took advantage of from Dell Quest, Kace, SonicWall composition software that he de- the gathering to show off some new and AppAssure solutions, showing veloped in partnership with Open- tools, some new toys, and its com- application, network and hardware Labs. For $10, users can download mitment to Windows 8. status, user assets, security status the app and create their own tunes. On the tools front, it demonstrat- and more. Aimed at mid-sized Dell, Linkin Park and OpenLabs ed the newest addition to the Dell businesses, it brings together alerts have also joined forces to offer a Kace management appliances, the for all products and, said Carol Linkin Park Edition PC, complete K3000 Mobile Management Ap- Fawcett, CIO of Dell Quest, it will with music software and access to pliance. While other appliances in be free. John Swainson, president, Linkin Park sound packs. the line manage desktops, laptops Dell Software, added that the Dell has made clear its commit- and servers, the K3000 keeps an company is trying to show how ment to Windows 8. "We're definite- eye on mobile devices running iOS adding more context gives better ly jumping in with both feet," said and Android, managing, tracking, information. He views software as Brian Pitstick, executive director, provisioning and securing them as the glue that ties together hardware product marketing, of Dell's CSMB an g well as providing a user self-service and services. product group. "It's an exciting op- portal. Integration with the K1000 Segueing to hardware, the portunity for Dell, especially with lets administrators work from a company showcased its recently an operating system optimized for single console. The K3000 will be launched collection of personal the touch experience but with secu- available in the spring of next year, computing devices. Catering in rity and manageability, that fits into
by Ji m W by Ph oto either as a virtual machine or with large part to the BYOD crowd, it the IT infrastructure."
4 December/January 2013 computerdealernews.com news
Intel sets course blogs: cdn varbose on a new mobile experience at CES
After a successful CES keynote by rival Qualcomm CEO Paul Jacobs, Intel Corp. was under pressure to step up with something different targeted at the mobile marketplace. What Intel presented at CES was a plan to not just accelerate new mobile devices to market, but to Ballmer makes a surprise appearance at CES also redefine the mobile computing by Paolo Del Nibletto experience. The announcement was high- It may not have been sexy, but Qualcomm CEO Paul Jacobs delivered a great CES lighted by the release of Intel's lat- keynote and added the element of surprise. est Atom processor-based platform aimed at the value segment of That surprise was an appearance by Microsoft boss Steve Ballmer. CES attendees smartphone market with support lamented over the fact that Microsoft was no longer doing the keynote at CES. To from vendor partners Acer and Jacobs' credit, he gave the people what they wanted. As Jacobs was getting into newcomer Lava International. his outline of Snapdragon 800, out came Ballmer to the surprise of many. It was Intel also showed the first 22nm unexpected, it was executed brilliantly and it worked because it got the crowd in a quad-core Atom SoC for tablets, buzz and it had industry pundits talking and writing about him the next day. which is expected to more than double the computing perfor- But that wasn't the only surprise of the evening. Jacobs welcomed onto the stage Big mance of the Atom Processor Bird from Sesame Street. Big Bird was much maligned last year because the charac- Z2760 platform. This will be avail- ter was used by the U.S. Republican party and presidential candidate Mitt Romney as able late in 2013. an example of spending cuts needed to be made to reduce the federal budget deficit. Kirk Skaugen, vice president and Big Bird was on the stage to show off a kid's app called Big Bird'sW ords. general manager of the PC Client Group at Intel, also updated the Big Bird, again, was a nice surprise that worked. Another smart addition was Mexi- media on the upcoming Clover can film makerG uillermo del Toro, who showed a clip of his new horror movie. He Trail+ platform, which is aimed was there to show off how the movie-viewing experience is improved on a tablet at performance and mainstream device. Jacobs also aired a poignant discussion via video tape with South African markets as well as a low powered Archbishop Desmond Tutu on digital healthcare, which is a big topic at this year's Core processor lineup that reaches CES. Qualcomm also had a B-list actress named Alice Eve, who will be in the next as low as seven watts. Skaugen said Star Trek film, and ASN CAR champion Brad Keselowski. Not sure why they needed this technology will enable thinner, to be on stage but it's been the norm in past CES keynotes to have at least one lighter, touch-based ultrabooks celebrity from Sports, Hollywood, music, politics and business at this event. and detachable tablets. Also, the 4th generation of Core As was pre-announced, Maroon 5 closed the keynote and they rocked the house. processor line (formerly code- So while Jacobs did not deliver on sex-appeal, he did perform well in the sub- named Haswell) will enable a new stance department and at the end of the day that's more important. range of ultrabook convertibles. computerdealernews.com December/January 2013 5 news Analysis & Insight The curved display screen Both Samsung and LG Electronics unveiled curved OLED displays at the CES show.
The LG curved screen uses proprietary white red green blue (WRGB) colour fil- ter technology that is similar to the Samsung model and enhances the vivid co- lours on the screen. The LG model on display at CES is called the EA9800 and it has a gentle inward flex for its curve, which is equidistant from the viewer's eyes, removing the problem of screen-edge visual distortion and detail loss.
Samsung's curved OLED display (pictured) did not come with a model name or brand, but it will feature a panorama effect that is currently not possible with flat-panel systems. Ideally the curved screen will make content featur- ing vast landscapes and scenes from nature.
Price not set
The digital fork According to HAPILabs, the makers of the HAPIFork, a digital fork that tells you have eaten too much, its important to know what you eat and how much you eat. So the company unveiled a digital fork at CES that can do both. The HAPIFork records your eating schedules and monitors your eating habits. The HAPIFork can alert you with the help of indicators (lights and gentle vibrations) when you are eating too fast, for example.
Price: $99
6 December/January 2013 computerdealernews.com news
4K Ultra HD solutions
Viewsonic unveiled not one but two 4K ultra HD solutions, including a 32-inch 4K desktop display and an 84-inch 4K interactive digital sign. This technology is slated for graphic The Table PC designers, cinematographers and vid- eographers because 4K may be able to Move over cloud computing; here comes table computing get closer to the native pixel resolutions from Lenovo. they are filming with on camera, while consumers will be able to generate their The CES show in Las Vegas is known for its unique product announcements. And, own 4K ultra HD content with compat- Lenovo lived up that that today as it released the IdeaCentre Horizon Table PC. Yes, ible high resolution video cameras. a Table PC. Lenovo is calling this product the company's first "interpersonal PC," a multi-user, multi-touch, multi-mode device for the home that allows users to turn On the commercial large format side, their personal computing experience into a shared computing experience. ViewSonic's 84-inch two point touch 4K ultra HD digital sign is an interactive Price $1,699. digital sign that extends the 4K ultra HD beyond the cinema environment toward commercial applications such as mapping, GIS, the military and satellite imagery.
Price: $5,000
Portable power with the USB 2.0 power standard and has the capacity to keep devices running for more than two weeks by inserting The Nectar mobile power system from Lilliputian Systems, a single Nectar Pod power cartridge into the mobile power Inc. is a portable device that powers and charges virtually any system. device, such as smart phones, tablets, MP3 players, eReaders, Bluetooth headsets and digital cameras. The Nectar complies Price: $299.99. Nectar Pod cartridges will retail for $9.99 each. computerdealernews.com December/January 2013 7 news Analysis & Insight Top high tech predictions for 2013 The final RIP for strong passwords, the failure of smart phones and tablets to kill off the PC and the rise of 4K TV are what’s in store for 2013, according to Deloitte Canada’s TMT Predictions by Nestor E. Arellano smart phones and tablet devices, laptops and desktops.” [email protected] according to Duncan Stewart, Simply put, he said, people still director of research for the profes- do the bulk of their work on lap- Deloitte Canada released a sional services firm. tops and desktops because of their string of IT predictions for 2013 “The PC is not dead,” Stewart larger screens and keyboards. that largely go against the grain of said, which was his top prediction Some of the other predictions widely-held assumptions. for the year. "It’s all about usage, were: For instance, contrary to popular and projections indicate that more • The end of passwords – More opinion, consumers are not dump- than 80 per cent of Internet traffic than 90 per cent of user-generat- ing the personal computers for in 2013 will continue to come from Continued on page 25 infographic By 2020... 1 2
Digital big data & brain health cloud-based solutions will applications go mainstream will enable among both truly consumers & personalized healthcare brain health providers. solutions. 3
a thriving innovation system will develop around users & tools.
Source: SharpBrains
8 December/January 2013 computerdealernews.com NETWORKING | COMPUTING | STORAGE | MOBILE | OFFICE CELEBRATING
OF EXPERIENCE Making your business our priority.
YOUR NATIONAL TECHNOLOGY DISTRIBUTOR $50 Petro- 800.340.1008 www.dandh.com/cdn Canada Gift Card for New EXCELLENT SERVICE. EXCELLENT SELECTION. EXCELLENT EXPERIENCE. Customers! Driven by Employee Co-Owners editorial Opinions on the Channel Microsoft was all over the map in 2012
year before in Los Angeles when a only weeks before the start of the the editor’s note Paolo Del nibletto triumphant Eric Gales announced Worldwide Partner Conference. It [email protected] Canada would host the next World- now had to deal with angry chan- wide Partner Conference. It seemed nel partners and confused custom- for some reason, at a moment of ers demanding answers. Why did CDN name Max Long great triumph for the subsidiary, It was here that Max Long re- the top newsmaker for 2012? How Microsoft Canada reached a peak ally earned his stripes. People can a virtual unknown in this IT and it was all downhill from there. predicted the Worldwide Partner community stand out amongst Things started to unravel quick- Conference in Toronto would be a all the other quality executives ly in 2012 for Microsoft Canada's disaster. It wasn't. Others thought in Canada? Is it fair to name an leadership team. Industry pundits that the launch of the highly an- executive who has only worked half said Microsoft was too late to the ticipated Microsoft Store would the year in this market as the top cloud and was overlooked in sev- be postponed or shelved. It wasn’t. newsmaker? eral big deals. Speculation started Channel executives even wondered All fair questions and believe me, to swirl that Microsoft Canada if Microsoft would be able to get all of those questions and many would not make their numbers. them ready for the launch of Win- others were debated internally as As internal tension started to dows 8. They were ready. we looked at the entire year to find mount, the shocking news came For bringing stability to what the executive who made the most that Gales would step down for looked like an impossible situa- impact in Canada. Max Long. Then much-loved tion Max Long becomes the first It's true, Max Long did not work channel chief Corinne Sharp was U.K. citizen and the second non- the entire year, but he was part of out as well. Suddenly, Microsoft Canadian to be named CDN's Top a much bigger story that began the Canada was turned upside down Newsmaker.
Why Microsoft will reconsider its Surface tablet sales strategy indirect insights would be taking the tablet direct: As one observer dryly noted, if jeff jedras you can only get the Surface in Mi- only Microsoft had some sort of [email protected] crosoft stores (there's currently just channel that could help them… one in Canada) or on Microsoft's I predict that in 2013, they'll Microsoft will bring Surface web site, not through its retail or remember “hey, wait, we actually to the channel, I not so boldly reseller partners. Dido the recently do have something like that – our predict. released, more business-friendly massive network of resekker part- When Microsoft launched its Surface Pro. ners” and will release Surface to Surface RT tablet along with its Unsurprisingly, sales of the Sur- the channel. While the Surface RT new Windows 8 operating system, face have disapointed. In Canada, can be left to the retail channel, it was a double channel annoy- the vendor's first Microsoft store the Pro would be a good fit for ance: Microsoft would be compet- only just opened. Analysts have Microsoft's resellers to position as ing with its hardware ecosystem wiseky pointed to the near total a business-friendly tablet compat- partners that manufacture their lack of a distribution network as ible with their client's business own Windows 8 tablets, and it one problem. applications.
10 December/January 2013 computerdealernews.com editorial
In his 141-page judgment, Judge Relieved of the sting of shame Frank Marrocco, ruled that had not turned a pro forma profit into a loss in the fourth quarter webb of truth Android 9.5 Marzipan OS, it's got of 2002 with the release of ac- dave webb forward-facing, backward-facing crzzzzzzzzzzzz. Now your legacy [email protected] and sideways-facing cameras, it PBX can now be operated with- weigh one-ninth of a gram. out the sting of shame. January is traditionally a IT Manager: Yeah, that's cute. • RIM die-hards are turning slow month for tech news, with the Here's your BlackBerry. purple with anticipation as the exception of the CES, four conven- As the annual upping of the ante launch date for the first Black- tion centres' worth of new gadgets in the BYOD stakes continued, Berry 10-based handsets ap- that probably aren't available in there was news elsewhere. proaches. It's been two years and Canada. This time of year is the • An Ontario Superior Court a precipitous share-price drop Network Manager's Nightmare, judge acquitted former Nor- in the making, so the prevailing with staffers starry-eyed over their tel CEO Frank Dunn, CFO sentiment is: This had better be Christmas acquisitions and dying Douglas Beatty and corporate good. The good news for RIM to get them onto the company net- controller Michael Gollogly of is that Microsoft didn't make a work, a security and support fiasco charges they had cooked Nortel's lot in the way of inroads into the waiting to happen. books between 2002 and 2004 mobile market with Windows Staffer: Look! It's running the to collect performance bonuses. Phone 8 over the holidays.
TWITTERSPHERE
Come January in the high tech That awkward moment when @ I’m hearing more about Tebow industry there's only one place to be: CES KhloeKardashian shows up to the gimmicks then football plays: @ in Las Vegas. To no one’s surprise Twit- Consumer Electronics show and starts mashable Tebow Launches Headphones ter went into over drive for CES. Consider consuming electronics. Jet Model http://on.mash.to/13lIR4u these figures:S amsung press conference YourFavWhiteGuy@Twitter #CES #2013CES. drove the highest level of Twitter conver- TamaraLaine@ChasingTamara sation at the convention, even surpassing PaperTab Is a Tablet as Thin and the Qualcomm opening night keynote. Flexible as Paper http://on.mash. It wouldn't be CES without an Samsung had more than 4,000 mentions to/WorRo1 #2013CES. internet-controlled washing during their presentation. PeteCashmore@Mashable machine. This Samsung one can be set Some of the unique conversations from by your phone #2013ces. CES on Twitter centred on healthcare, Places you never want 2 be.. in AdrianWeckler@adrianweckler which was a surprise, and tablets, which a #2013CES shuttle bus line, wasn’t surprising at all. But the 4K Ultra overhearing woman behind you describe CES by the numbers: 3,000 HD OLED display technology produced the terrible cold she got in LV #sniffle. exhibitors, 150,000 attendees more than 5,500 mentions. Mike Demler@Twitter (35,000 international) and 30,000 Overall, CES 2013 is seeing much buyers. higher Twitter volume than the past two The amount of #2013ces energy Warrantech@WarrantechCorp years, in part due to CES promoting the invested in just making iPhones #2013CES hashtag. smash-resistant is truly remarkable, I Follow Computer Dealer News on The following are some tweets that must say. Twitter. caught our attention. BethCarpenter@BethShanna @CompDealerNews computerdealernews.com December/January 2013 11 Feature report CDN's annual spotlight on the Top 25 Newsmakers of 2012
#1 max long, microsoft canada New president establishes stability
Make no mistake that if Micro- “I jumped at the chance to can run a country operation. soft hadn't released a brand new become the president of Microsoft But other sources told CDN that operating system in Windows 8, or Canada. I've been in worldwide wasn’t the case. Microsoft Canada its first tablet computer the Sur- roles in Seattle and I have enjoyed suffered through key staff turnover face, or open up the first interna- that led to a sharp decline in sales tional Microsoft Store in Toronto, and some areas failed to meet its or hold a record-breaking partner sales targets. conference in Canada in 2012, Max Long made his debut at the Long might not have even made Worldwide Partner Conference in the Top 25 Newsmakers list, let Toronto that broke the all-time at- alone occupy its top spot. tendance record. From there he did But all these significant develop- not waste any time putting a staff ments did occur under Max Long’s in place. It started at the World- watch and therefore CDN’s edito- wide Partner Conference with the rial board chose him as the Top introduction of the new channel Newsmaker. This is the first time chief Greg Lardner, the former a Microsoft Canada executive has Compugen director of sales. Then held this spot. The previous presi- going deep on certain parts of the Long chose U.K. senior executive dent, Eric Gales, got close two years business and leading a partner for Microsoft Mark Dodds to be ago when he reached the No. 2 spot. sales team with LARs and solution the new vice president of small-to- Other presidents such as Frank providers. But I've always wanted mid-market solutions and partners Clegg only reached No. 3, and Si- the opportunity to run the business (SMS&P) at Microsoft Canada, mon Witts never made it that close. from an end-to-end point of view; the defacto No. 2 position at the Max Long was brought in from from Xbox to the enterprise,” Long Canadian subsidiary behind Long. the Redmond, Wash.-based head- said. Long told CDN that Dodds quarters to execute a new era of He went on to say that he’s not helped Microsoft Canada ramp up computing from Microsoft in this an emotional person and that he for several high profile events and country. This new era will revolve wants to continue to place Micro- announcements, including Win- around the single largest product soft Canada in a good position. dows 8. release schedule in the company's Long’s opportunity emerged “Mark is a smart guy, bringing history. Starting with Windows 8, when Gales stepped down as presi- very relevant experience and a and rolling into 2013, every single dent after more than three years on global perspective. I'm thrilled to Microsoft product line will be the job. The official explanation for have him. He'll be taking the reins refreshed or relaunched includ- Gales' departure provided by offi- later this month,” Long said. ing Office, Bing, Kinect, Windows cials at Microsoft Canada was that Dodds replaced the departed Server 2012, System Center 2012 the president's role was becoming Neil Tanner, who left the role just and Windows Phone 8, enabling a three-year term and the company after the Microsoft Worldwide channel partners opportunities to wanted to place other seasoned Partner Conference in Toronto in sell the expanded portfolio. executives to show Microsoft they July.
12 December/January 2013 computerdealernews.com of the BeCDN, the voice Partof Canada’s IT channel community for moreA-List! than a quarter century, is proud to present our annual ranking of the Top 100 highest revenue-generating solution providers in Canada. The Top 100 Solution Providers program is more than just a list of best-in-class channel players. Our mandate is to promote successful solution provider organizations of all sizes and specialties and to spotlight the new breed of IT business partners coming into the market place.
CDN ranks Canada’s Top 100 highest revenue-generating solution providers. A ranking means…
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#2 peter galanis, hewlett-packard canada HP Canada has a topsy-turvy 2012
Peter Galanis had really impos- sales team for PPS Canada. Gary These moves also created a new sible shoes to fill replacing the Drysdale, the long time Compaq pecking order at HP Canada. Sub- much beloved Paul Tsaparis as Canada executive, was promoted sidiary president Peter Galanis got president of HP Canada. and named the new leader for PPS the title of vice-president of the In two years and nine months on enterprise group, HP Canada. the job, Galanis hasn't been front His top three lieutenants will all and centre as much as Tsaparis was hold the title of vice-president, during his tenure, but Galanis has converged infrastructure sales, been in charge of the subsidiary cloud strategy & inside sales for during one of the most tumultuous three regions of Canada: Central, times in the company’s history. Eastern and Western. Charlie At- The year started off fine as Galanis kinson will be in control of Central managed the seamless transition of Canada; Mario Vitale in the East the company’s two biggest divisions, and Colin McGrath in the West. Imaging and Printing Group (IPG) Galanis will also have three and Personal Systems Group (PSG). other direct reports: Ron Fuller, It must be noted that Galanis, vice-president, sales - networking while holding the title of president, commercial channel sales in Can- solutions; Roger Walker, vice-presi- runs the enterprise business at HP ada and, with that, is the defacto dent, financial and retail sales, and Canada and doesn't have responsi- channel chief for PPS. vice-president, enterprise server bility for the newly merged Printing As for John Cammalleri, he sales; and Rob Adley, vice-presi- and Personal Systems (PPS). moves from PPS to the HP Canada dent, enterprise server sales. Merging the two groups removed Enterprise Group. Another high Another development at HP Can- a lot of red tape for distributors and profile executive at HP Cana- ada was the rise of Andrew Eppich channel partners. And for HP, it da, Anita Grassl, was named the as vice-president - partners and created a profitable division instead lead in PPS's consumer sales team. channels for the enterprise group. of a having one profitable division As the PPS group got settled the All these moves had no affect and another one that was so-so. enterprise group became unsettled. on the newly formed Printing This move also resulted in a lead- In June of 2012, HP Canada was and Personal Systems Group in ership change at HP Canada, as literally turned upside down. It all Canada. last year’s CDN Top Newsmaker started with CEO Meg Whitman As a result of these moves, Dave Leyland Brown was no longer was who declared the company needed Frederickson left the organiza- responsible for PSG and the much to reduce headcount by 27,000; tion after more than 24 years of respected Lloyd Bryant was ap- and the Canadian operation exemplary service and spectacular pointed the chief of the new PPS needed to participate. results. Frederickson, who was group with the title vice-president Several veteran channel execu- named the No. 3 Newsmaker of the and GM of PPS. Brown will play a tives at HP Canada’s enterprise Year by CDN in 2008, was quickly prominent role in this new business group were forced to leave the snapped up by HP channel partner unit as the lead in the enterprise company. Long View Systems of Calgary.
14 December/January 2013 computerdealernews.com LEGAL NOTICE OF CERTIFICATION and SETTLEMENT APPROVAL AUTHORIZED BY THE BRIT- THE SETTLEMENT APPROVAL HEARING ADVERTISING ISH COLUMBIA SUPREME COURT, THE SUPERIOR COURT OF JUSTICE FOR ONTARIO, AND THE QUEBEC SUPERIOR COURT Hearings to approve the settlements will be held before the Ontario, British Columbia and Quebec courts on January 24, 2013 at 10am PST /1pm EST. NOTICE OF PROPOSED CERTIFICATION AND SETTLEMENT OF CANADIAN DRAM CLASS ACTIONS WITH MICRON, NANYA NEC, At these hearings, the Ontario, British Columbia and Quebec courts will HITACHI AND RENESAS CANADA determine whether the settlements are fair, reasonable, and in the best interests of Settlement Class members and what fees and expenses will WHO THIS NOTICE IS FOR be paid to legal counsel for the Settlement Class (“Class Counsel”) as a result of these settlements. Class Counsel will collectively be requesting All persons resident in Canada at the time of purchase and/or at the time that legal fees of up to 30% of the settlement funds plus disbursements of notice who purchased DRAM and products containing DRAM (“DRAM and applicable taxes be approved by the courts and paid out of the settle- Products”) between April 1, 1999 and June 30, 2002, and Persons resi- ment funds. dent in the United States at the time of purchase and/or at the time of notice who purchased DRAM Products in Canada between April 1, 1999 If you do not oppose the proposed settlements, you do not need to ap- and June 30, 2002 to the extent that such persons have actual or po- pear at the hearings or take any other action at this time. If you wish to tential claims in respect of DRAM Products that have not been wholly or comment on or object to the settlements or Class Counsel’s fees and ex- completely settled or extinguished in the U.S. Settlement or otherwise penses, you must deliver a written submission to the appropriate lawyer in respect of the U.S. Class Proceedings, provided that they have not below by January 22, 2013. The lawyer will forward any submissions to already excluded themselves from the class actions (the “Settlement the appropriate Court. Class”). “DRAM” is dynamic random access memory, a form of computer memory that is contained in a wide range of computer, telecommunica- The plaintiffs propose to hold the settlement funds in trust for the future tion and other electronic and non-electronic products. benefit of Settlement Class members. A method for distributing the set- tlement funds will be submitted to the courts for approval at a later time. WHAT THIS NOTICE IS ABOUT Once the courts have approved the method for distributing the settlement funds, another notice will be provided regarding how the settlement funds Class proceedings have been initiated in British Columbia, Ontario and Que- will be distributed and the claims process. bec against a number of manufacturers of DRAM who allegedly engaged in an international conspiracy to illegally fix the price of DRAM between April 1, OPTING OUT 1999 and June 30, 2002 (the “DRAM Proceedings” and the “Class Period”). Settlements have been reached with four groups of defendants: The deadline for opting out of (excluding yourself from) the DRAM Pro- ceedings has passed. Settlement Class members who have not validly Micron Technology, Inc. and Micron Semiconductor Products, Inc. do- opted out are bound by the terms of the settlement agreements (if ap- ing business as Crucial Technologies (collectively “Micron”), pursuant to proved by the courts). which Micron has agreed to pay CDN$17,500,000.00 for the benefit of the Settlement Class in exchange for the full and final release of the Released ADDITIONAL INFORMATION Claims (as defined in the Micron settlement agreement) and the DRAM Proceedings against them and their related entities. Questions about the settlements or any other matter contained in this notice may be directed to Class Counsel. More information about the Nanya Technology Corporation and Nanya Technology Corporation settlements is available online at: USA (collectively “Nanya”), pursuant to which Nanya has agreed to pay CDN$325,000.00 for the benefit of the Settlement Class in exchange for In English: the full and final release of the Released Claims (as defined in the Nanya http://www.cfmlawyers.ca/active-litigation/dram-dynamic-random-ac- settlement agreement) and the DRAM Proceedings against them and cess-memory/ their related entities. En Français: NEC Corporation, NEC Corporation of America, NEC Canada Inc., Renesas http://www.recourscollectif.info/fr/dossiers/dram/ Electronics Corporation and Renesas Electronics America Inc . (collectively “NEC”), pursuant to which NEC has agreed to pay CDN$2,750,000.00 for In BC: the benefit of the Settlement Class in exchange for the full and final release of the Released Claims (as defined in the Nanya settlement agreement) and Camp Fiorante Matthews Mogerman the DRAM Proceedings against them and their related entities. Attn: J.J. Camp, Q.C. 604-689-7555 or 1-800-689-2322 Hitachi, Ltd., Hitachi America, Ltd., Hitachi Electronic Devices (USA), INC., [email protected] Hitachi Power Systems Canada Ltd. (previously Hitachi Canada Ltd.) (col- www.cfmlawyers.ca lectively, “Hitachi”) and Renesas Electronics Canada Ltd. (“Renesas Can- ada”) pursuant to which Hitachi and Renesas Canada has agreed to pay In QC: CDN$2,750,000.00 for the benefit of the Settlement Class in exchange for the full and final release of the Released Claims (as defined in the Hitachi Belleau Lapointe and Renesas Canada settlement agreement) and the DRAM Proceedings Attn: Maxime Nasr against them and their related entities. 514-987-6700 [email protected] (Micron, Nanya, NEC, Hitachi and Renesas Canada are collectively re- www.BelleauLapointe.com ferred to as the “Settling Defendants”) Rest of Canada or USA: The Settling Defendants are also required under the terms of the settle- ments to provide cooperation to the plaintiffs who will continue to pursue Sutts Strosberg LLP their claims against the remaining defendants. The settlements represent Attn: Heather Rumble Peterson resolution of the disputed claims against the Settling Defendants. The 1-800-229-5323 ext. 8296 Settling Defendants do not admit any wrongdoing or liability. [email protected] www.dramclassaction.com To take effect, the settlements require court approval from the three courts of the terms of settlements and orders certifying the actions as class proceedings as against the Settling Defendants. INQUIRIES SHOULD NOT BE DIRECTED TO THE COURTS. feature report Top 25 Newmakers of 2012
#3 greg davis, dell computer
to look at that but we have a fair Dell PartnerDirect: amount on our plate right now," he said. Davis does have a juggling act on his hands because of all these Five years later acquisitions. Since all three companies had It's been five years since Dell significant channel networks, Davis Computer Corp. turned the chan- and his team have been working nel world upside down. Back then on a lot of individual pieces and the direct-only vendor entered the trying to bring them together for a channel with a lot of trepidation. complete solution for the partner There was a lot of absolute dread community. from channel partners in Canada. For example, there are certain Solution providers at the time solution providers who sell Dell told CDN that they wouldn't have servers but are not authorized to any interest in doing business with sell storage or networking. "We Dell. One of the best quotes from transitioned into an end-to-end need to convince them to see the that time came from Harry Zarek, technology provider. opportunity in multiple prod- CEO of Compugen: "They have Today, 35 per cent of Dell's uct lines, especially in the data missionary work to do." commercial business goes through centre." To a certain degree, Dell channel the channel. And it's not just The strategy that Davis is em- chief and former Dell Canada GM about PCs. The company this ploying with the acquisitions is to Greg Davis agreed. year, in a 90 day span, acquired allow each company to maintain "We're certainly still trying to SonicWall, Wyse Technology and autonomy in its first year. So the win partner business everyday. Quest Software Inc. All three service, support and go-to-market That hasn't changed from five companies had significant channel strategy for SonicWall, Wyse and years ago. It has gotten extremely networks. In one fell-swoop Dell Quest will not change. But over easier; actually exponentially gained more than 23,000 channel time Dell will begin to integrate easier today than five years ago," partners with these three acquisi- those products and resources into a Davis said. tions (SonicWall 15,000 partners, single united Dell. In PartnerDirect's first month Wyse 3,000 partners and Quest "It's been a terrific five years. It's in existence, Dell had a measly 12 5,000 partners). The company fol- not been without its challenges but deals booked in its brand new deal lowed up these major acquisitions these five years have been excit- registration program, which was go- with small buys such as Clerity ing and as I look back on it we're ing to be the key cog its any channel Solutions and Make Technologies still trying to accomplish the same success. To give you a comparison of Vancouver. things from 2007. I'm pleased with of how far Dell has gone in the Skelly said that these acquisitions our progress, but there's still plenty channel, last month that same deal are part of Dell's overall business of work to be done. We're still registration program had 1,600 transformational strategy to be- working with partners to build the transactions booked. come an end-to-end provider. program together and add value According to Bob Skelly, the Davis admitted that Dell is still to them and grow the business. We company's executive director of short in a few areas in the data have the same goals today as we global channels, Dell is no lon- centre space in its end-to-end pro- had back then; to grow faster than ger just a hardware vendor. It has vider journey. "We will continue the market," Davis said.
16 December/January 2013 computerdealernews.com feature report
#4 thorsten heins, research in motion Time running out on RIM/Heins
His surprise ascension to the OS, BlackBerry 10. The new OS, Some analysts have called for helm of beleaguered Canadian completely redesigned based on a break-up of the company that technology jewel and smartphone the technology acquired with would separate the handset busi- manufacturer Research in Mo- ness from the OS business. While tion in January was big news in RIM has hired two investment and of itself, and Thorsten Heins banks to help it review financial didn’t stop making news there as strategies, there’s been no indi- he launched an effort to restore the cation from the company that’s glory of the BlackBerry. being considered. Indeed, a RIM A German native and RIM product roadmap shows two new insider, Heins was COO before Blackberry handsets – one without he was tapped by the RIM board a keyboard, one with – on tap for to succeed co-CEOs (and co- early 2013, and a possible 10” tablet founders) Mike Lazaridis and Jim later in the year. Balsillie early in the year. The automotive software developer Will things get better for RIM controversial pair had become the QNX Software, is widely seen by when BB10 launches? In No- focus of criticism by investors and critics as “make or break” for RIM vember, Heins told reporters he analysts upset with RIM’s declin- and its last realistic opportunity to doesn’t “expect things to get much ing fortunes, inability to answer the change its fortunes. worse,” so that’s something, at innovation of Apple and Android, least. Early reviews of the new OS and consistent failure to launch have largely been positive. One He would not be opposed to licensing new products on time. new feature allows users to firewall the BlackBerry OS, but its not a RIM’s new president and CEO their personal and business data priority. quickly identified marketing as a and applications easily, a good deficiency to be addressed, making idea in a bring your own device the hiring of a chief marketing of- world. An aggressive evaluation ficer a priority. Heins also showed Heins was forced to deny claims program is getting demo models himself open to change, saying he RIM was in a “death spiral” after into the hands of key enterprise wouldn’t be opposed to licensing reporting a quarterly loss of $518 customers, who seem to largely the BlackBerry OS, although it’s million in July. RIM launched a like what they see. not a priority. One thing that won’t belt-tightening plan to lay off 5,000 Still, all eyes will be on RIM and change is RIM’s desire to conquer people, or about 30 per cent of its Heins on January 30th, when BB10 the consumer market, and not just workforce. He also faced criticism is officially unveiled. It will either stick to its enterprise roots. for delaying the launch of Black- be the first chapter in a turnaround While Heins and RIM were Berry 10 until January 2013, but re- story, or the last chapter of a great busy on different fronts, such as a mained steadfast. RIM could have Canadian company. Either way, software update for the PlayBook rushed BB10 to market, but Heins expect RIM and Heins to be high tablet, his main focus has been maintained he was determined to on next year’s newsmakers list as squarely on RIM’s next-generation take the time to get it right. well. computerdealernews.com December/January 2013 17 feature report Top 25 Newmakers of 2012
#5 liseanne forand, shared services canada Shared Services impacts channel
Last year CDN named Trea- ing out of Shared Services Canada vide an update on their progress, sury Board of Canada president about what the new order will look which she called substantial. Since Tony Clement as one of our top like, and what their place may be in the organization was created in Au- newsmakers, as the minister was it. A series of roundtables between gust 2011 it has taken over existing front and centre in 2011 around the feds and private sector tech sup- infrastructure from 43 departments the launch of the government's and now has 6,000 staffers and an IT service delivery and procure- operational team that oversees 95 ment consolidation strategies and per cent of federal IT infrastruc- the creation of the government’s ture. A contract is expected to be shared services organization, awarded this spring for a consoli- Shared Services Canada. In 2012 dated email system that would be though, the flash was over and online by 2015. it was up to the head of Shared The goal is to begin harvesting Services Canada, Liseanne Forand, budget savings from consolidated to begin making the vision a real- IT service delivery by 2014, accord- ity. And that’s why she’s our No. 4 ing to Forand. And there would newsmaker for 2012. pliers began late in the year, but at- seem plenty of room for consolida- Shared services mean big chang- tendees expressed disappointment in tion. Some 100 e-mail networks es for the vendors and channel the lack of specifics. Many smaller will soon be one, and 300 data cen- partners that service the technol- partners are concerned they’ll be tres will be reduced to 30. Forand ogy needs of the federal govern- shut out of federal IT procurement noted that with the creation of ment, as they adjust their business with the changes, with a structure Shared Services, even her depart- models to the new way the feds created that favours large firms such ment was challenged onboarding will be acquiring and consuming as Bell Canada, IBM or CGI. new employees due to incompati- technology. No longer will each Partners are also concerned bilities between government e-mail department buy and run its own about an indication that govern- systems. Another example of easy systems – Shared Services Canada ment data centres will be classi- savings? A government data centre will do the procurement and the fied as a national security priority, was divided by a chain link fence, operation – which means fewer which would mean operational each side with a server belonging points of contact, and fewer, but changes that could see the govern- to a different department. Each bigger, deals. Smaller partners will ment go direct to manufacturers server with its own technicians on have to partner up to gain the scale and shut out channel partners. call 24-7 for service and support. to compete in the new market, or Seeing data centres as a target Not all the savings will be as easy risk being left on the sidelines. for cyber-attack, security vetting though, or the solutions as obvious, While some partners are preparing could be required of all suppliers. and Forand expects the whole pro- for the new world order, many claim We could see bidding on related cess to take at least six and as many to be frustrated at the slow progress contracts restricted to pre-screened as 10 years to achieve full consolida- by the feds towards shared services and approved solution providers. tion. For the channel, a long period and the volume of information com- In November, Forand did pro- of change is ahead.
18 December/January 2013 computerdealernews.com feature report
#6 eric gales, vmware canada
At the end of 2012 Then suddenly, seemingly out of replaced former CDN Top news- Eric Gales' most over the blue, he was out of the corner maker Grant Aitken, who settled used word might have office and Max Long was the new into the enterprise sales chief role been "change." That's president of Microsoft Canada. at the subsidiary. because Gales, a long No longer would Gales host the IT Gales' story is truly remarkable time Microsoft executive, did a world. He would be on the outside and he makes the Top 25 list for lot of changing. Gales started his looking in. his remarkable career turnaround year with a lot to look forward to. But it didn't take long for Gales and for being the person directly He was the president of Micro- to find gainful employment. Just responsible for bring Microsoft's soft Canada and the high profile months after being replaced as Worldwide Partner Conference Worldwide Partner Conference was Microsoft Canada president, Gales to Canada for the first time since coming to Canada and he was go- was named the new country man- 2004, which broke attendance ing to host the channel world. ager of VMware Canada. Gales records. #7 mary peterson, sap
With the vendor’s cent clip in 2012. In Canada, all sales to support the channel. goal of moving 40 per of the market is now open to the Partners new and old will have cent of its revenue via the channel with the exception of 200 new offering to sell, as SAP ramps channel by 2015 getting named accounts, making Peter- up its offerings beyond the tradi- ever closer, business soft- son’s challenge in meeting the tional ERP into areas such as mo- ware vendor SAP AG and its Cana- goal one of enablement. She told bility, big data and predictive ana- dian channel boss, Mary Peterson, CDN in 2012 that she’s focused lytics. SAP is now moving HANA, had a busy year in 2015 growing on growing the channel ecosystem its enterprise analytics appliance, SAP’s channel base and support by bringing in non-traditional through the channel, as well as the and driving growth in key emerging partners in areas such as big data entry-level HANA Edge. It also areas, such as predictive analytics. and mobility, driving up-market accelerated its cloud strategy with Overall, SAP’s channel sales through the channel into larger the acquisition of cloud-based HR were growing at about a 25 per players, and refocusing inside vendor SucessFactors. #8 nitin kawale, cisco canada
In 2012 Cisco needed that single meeting Chambers was tion centre in downtown Toronto. to cut the fat. But despite all aglow about Canada. He told This centre will be used for orga- the parent company's CDN that the U.S. should look at nizations to test solutions using issues, the Canadian the Canadian model for fostering the network equipment maker's operation was moving business. He said it's the easiest technology before putting them along as well as could be expected. place for Cisco to conduct business into offices across the country. In charge of Cisco Canada is Nitin in and he's looking to make more Cisco intends to make it an im- Kawale, and he had an eventful significan investments in Canada. portant part of its expansion into year to say least. He added that Prime Minister its so-called smart and connected Kawale in 2012 was instrumental Harper "gets it". communities strategy. in finally bringing his boss, Cisco Kawale followed that success up Cisco was also named the official CEO John Chambers, together with by cutting the ribbon on a first of technology partner of the 2015 Pam Prime Minister Stephen Harper. In its kind intelligent building integra- American Games in Toronto. computerdealernews.com December/January 2013 19 feature report Top 25 Newmakers of 2012
#9 Bruce Ross
It was another busy was replaced as channel chief by acquisition of Toronto’s Varicent year for IBM Canada Nancy Briglio, who used to run the Software in April was notable. De- and its subsidiary presi- System X business in Canada for signed to beef up IBM’s business dent Bruce Ross, busy IBM. IBM also got a new world- intelligence capabilities, Varicent’s enough to allow big blue wide partner boss in 2012 with sales data tools will be folded into to maintain its No. 8 position on Mark Hennessy taking over just in IBM's Smarter Analytics line. IBM our top newsmakers list this year. time for the PartnerWorld Leader- Canada also opened a new $90 From a channel perspective, ship conference early in the year. million data centre in Barrie, Ont. perhaps the biggest news was the And they all got a new boss when in 2012 with 25,000 sq. ft. of floor hiring of a new channel leader for Virginia Rometty succeeded Sam space and the capacity to quadru- the Canadian subsidiary. With Palmisano as CEO. ple in size over time. Shannon O’Connor taking over IBM is always busy on the ac- IBM Canada also increased IBM Canada’s R&D centre, she quisition front, and in Canada its channel partner investment in 2012. #10 james politeski, samsung canada
Samsung in Canada is president James Politeski. He In 2012, Samsung also created a had a monster year in took over at the beginning of 2012 tier-3 channel model specifically 2012 and really became and is responsible for the sales, for its Windows 8 line up. This Microsoft's go-to OEM marketing and overall brand approach will see Samsung use its hardware vendor when it reputation of the company's core direct sales force to build demand came to showing off the Windows units including IT, CE, mobile and for solution providers in the mar- 8 Metro interface. home appliances. Before com- ketplace. At the Worldwide Partner Con- ing back to the Canadian market, Traditionally, vendors use a tier-2 ference in Toronto you couldn't Politeski was in charge of the channel model. Under the tier-3 avoid the many Samsung displays, Americas digital appliance busi- system, Samsung's direct sales all-in-one PCs, tablets and note- ness, where his team broke rev- force will educate customers on the books running Windows 8. enue records while expanding the potential of technology and funnel At the helm of Samsung Canada customer base. that business down to the channel. #11 nick tidd, condusiv technologies
Nick Tidd's story in ness solutions for D-Link Canada, As for the channel re-branding, 2012 is very similar to joined the management exodus D-Link changed the name to VIP+, Eric Gales of VMware with Tidd and several senior execu- which should not be confused with in Canada. Except that tives. In an interview with CDN the VIP program from rival Cisco. Tidd didn't have to put after his departure, Tidd hinted at In May, Tidd was named Condu- on a huge channel conference. differences of opinion around the siv's new senior vice-president of D-Link did a aboutface just after go-forward strategy between his global sales. Condusiv used to be Tidd left for greener pastures and team and senior managers at the called Diskkeeper. re-branded itself and its channel Taiwanese networking vendor. Tidd told CDN that he's excited partner program. "Sometimes a company looks for to join the Condusiv team and The partner program changes different ways and different direc- couldn't believe the profit margins came as Mark Ciprietti, vice-pres- tions to go to market, and some- in software, saying he should have ident and general manager, busi- times it necessitates a change." joined a software vendor years ago.
20 December/January 2013 computerdealernews.com feature report
#12 Jeff volpe, viewsonic corp.
Viewsonic Corp. ing experience visually. For many Volpe was also instrumental in turned 25 years old in years, CRTs were the name of the the company's change of direction 2012 and company presi- game. Then came LCDs and they from a defensive strategy into a dent Jeff Volpe has been still continue to be a big part of the new plan to help channel partners there for most of the company's portfolio. Today, Volpe with more SKUs to sell. highlights. Volpe took on the role said displays need to be more of "We stick with our tradition to stay of president of Viewsonic in 2008 a mobile experience. He said the true to the fact we want to enhance and steered the monitor maker company's past moves have come the computing experience visually, through an expansion of the prod- to fruition with the wireless tech- while moving into digital signage, uct portfolio beyond monitors. nology infrastructure to build out projectors, the ViewPad tablet and He told CDN that Viewsonic a solution for mobility with the the cloud. They all have to engage has been run for 25 years around display, hence tablets and many with a display and that is part of our the idea of enhancing the comput- other forms of thin clients. core competency," he said. #13 renny monaghan, salesforce.com canada
Salesforce.com is traditional CRM play to database country. Salesforce.com acquired one cloud software pro- hosting, marketing software, and Toronto-based human capital vider that's seen tremen- human resources services. management software firm Rypple dous growth over the last Canada has been a major focus and Halifax-based co-browsing few years, with quarterly of the San Francisco-based firm. software GoInstant. revenue growth typically being re- Renny Monaghan is the vice-pres- Rypple's product would end up ported at 35 per cent. It's gunning ident of marketing for Salesfore. being rebranded Work.com, Ra- to surpass $4 billion in revenue for com and the most recognizable dian6's services would be bundled its current fiscal year, and has been executive north of the border. He with Salesforce Marketing Cloud, aggressively acquiring companies brought Salesfore.com's technol- and Sitemasher's drag and drop to fuel that growth by presenting ogy showcase to Toronto with Web-building software is now a its clients with a complete suite CloudForce, claimed as the largest part of Site.com. It also opened up of services in the cloud - from its social enterprise event held in the its stack to ISV partners. #14 sean forkan, symantec canada
Sean Forkan went The former Oracle and Cisco “I've spent a lot of time listening right to work at Syman- Canada executive has big shoes to to the field team, channel partners tec Canada. The newly fill replacing Michael Murphy, who and customers to learn what we're minted country manager took the Canadian operation to doing well in and what we can didn't waste a second unprecedented heights. improve upon,” Forkan said in an basking in the glow of his new high From all those meetings, Forkan, earlier interview with CDN. “We profile job. along with the team at Symantec need to be working hand-and-hand In the first 90 days on the job, Canada, devised new channel with channel partners and transi- Forkan travelled the country shak- strategies, programs and road maps tion to an information protection ing hands, breaking bread and that would see the security vendor strategy – together. We need to getting to practically all the top more collaborative and improve build offerings that have a unique solution providers who will define partner profitability, especially in value and capture the whole port- his time at the top. the SMB market. folio." computerdealernews.com December/January 2013 21 feature report Top 25 Newmakers of 2012
#15 stephan bockhop, lenovo canada
Lenovo Canada did starting to make inroads into the support and the recent worldwide exceptionally well in consumer marketplace, but the branding campaign. 2012. As HP struggled, bulk of this increase has been in One of those channel initiatives Lenovo picked up steam. the commercial sector, private and was a first-to-market plan with The Canadian subsid- public, with a rich increase in SME chipmaker Intel and its Small Busi- iary reached double-digit sales," Bockhop said. ness Advantage program. marketshare in this country, net- He added that Lenovo grew in The company also tried to build ting 10 per cent of the overall PC all the regions it participates in, a better mousetrap in 2012 with the market, according to IDC Canada. including Canada, and stressed the release of a line of desktop PCs Stefan Bockhop, director of vendor is investing those gains back that are as tiny as box of golf balls. channel sales with Lenovo Canada, into the business and in its channel Lenovo also went to the bleed- said these are historic highs for partners with increased funding ing-edge with ThinkPads running the Canadian operation. "We're for product development, partner Intel's Thunderbolt chips. #16 mark snider, ingram micro canada
Ingram Micro deliv- services offered by channel part- partners are looking at different ered a whopping number ners went to net-new customers. routes to market. Another factor of cloud offerings in “You're totally shut out if you is that the channel is looking to 2012. If the goal for the don't have any cloud services,” he an Ingram Micro to offer a set of distributor was to be the said in a previous interview. cloud services because the channel go-to source for cloud services it Ingram started to look at a num- is more comfortable going through certainly outdistanced its competi- ber of solutions in different areas a distributor instead of non-tradi- tors with more than 50 in its cloud that would interest a cloud broker tional players such as Amazon Web services marketplace. and a traditional solution provider. Services or Salesforce.com. Snider Ingram Micro Canada president That was one of the reasons for added, the channel wants to get Mark Snider said that the cloud is so many new cloud offerings. The at the SMB and they can acceler- real and it’s in play and statistics distributor wanted to be broad ate that route to market through show that 27 per cent the cloud because these two sets of channel validated cloud solutions. #17 chris stoate, laser networks
This is the first time his colleagues have said Stoate kept related devices across 13 locations Chris Stoate has made print relevant when no-one cared Canada and the U.S. It had rev- the Top 25 Newsmakers about it any more. enues between $40 and $50 million, list. If this editorial prod- LaserNetworks went green way landing it the No. 31 rank on CDN's uct was around when before it was popular to go green. Top 100 Solution Providers list. Stoate started LaserNetworks Inc. But, on the fourth day of 2012, Xerox will operate LaserNetworks back in 1987 where he developed Stoate sold the Oakville, Ont.- as a wholly-owned subsidiary. Xe- Managed Print Services, who based LaserNetworks, a perennial rox retained all 189 staff including knows, he might have been the Top CDN Top 100 solution provider Stoate, the founder and CEO. Newsmaker of the year. for many years, to Xerox Canada. Stoate said, this deal means more Stoate is considered to be the At the time of the deal, Laser- choice for customers and em- pioneer of MPS in Canada. He ba- Networks provided cost-per-page ployees. “I just think this is just a sically put it on the map. Some of services for more than 50,000 print- powerful combination.”
22 December/January 2013 computerdealernews.com feature report
#18 mitchell martin, synnex canada
Mitchell Martin Canada has more or less matched province. VARnex in North Ameri- makes this year’s Top 25 the membership of Ingram Mi- ca has 276 members and the plan is Newsmakers’ list because cro's VentureTech Network still to grow the base. Martin said of the exceptional growth and Tech Data's TechSelect. Ven- that at times partners “fall off the of VARnex Canada. tureTech has more than 70 mem- map” so they will continue to re- When VARnex started three bers, while TechSelect Canada cruit Canadian solution providers. years ago it had a modest 24 solu- has a little less. But Martin was VARnex Canada advisory coun- tion provider members in Canada. quick to note that VARnex's SMB cil president Nick Jupp called The following year it rose to 47. In focus would lend itself to a bigger VARnex Canada’s growth “a 2012, Martin, president of Synnex membership. watershed moment". He added, Canada, had the VARnex commu- While true, still VARnex mem- Synnex worked hard to get the nity at 81 members. bership is made up of significant membership numbers the vendor Within three years VARnex SMB channel players in every support to this point. #19 jeff Goldstein, Netapp canada
There is no question devising cost-effective solutions storage system, below the $8,000 that big data again was a it was Jeff Goldstein, the general mark. This new price for channel big issue in 2012. Busi- manager of Canada for NetApp. partners wasn’t the only thing new nesses, big or small, Goldstein in 2012 attacked the with the FAS2220. The unit also across all industry sec- mid-market with vigor. Under his features Flash Pool technology, tors were challenged by data stor- stewartship, NetApp Canada came which extends the virtual storage age. A new wrinkle this year was up with new plans and solutions tier. that the retail sector needed new that would help mid-size busi- Goldstein made sure in 2012 to tools for gaining intelligence from nesses faced increased data storage further the FlexPod partnership big data on customer buying pat- challenges with no more funds in with Cisco to produce more vali- terns, especially online. If there is IT budgets to accommodate them. dated designs for the SMB. Flex- a face to big data in Canada from NetApp Canada set new entry- Pods also got a price chop, helping a channel perspective and from level prices for its FAS2220 unified channel partners sell more. #20 elaine mah, intel canada
The shadow of Doug personal agenda in her new role. biggest accomplishment in 2012 was Cooper still looms large Instead, she's decided to familiar- to introduce the Ultrabook category over Intel Canada and ize herself with the entire scope of to take advantage of the big oppor- the rest of the Canadian Intel's operations, especially in the tunity in the market. high tech community. consumer and channel markets. “This is our biggest push since Even though Cooper retired late in She also took to Twitter and blog- the introduction of Centrino over 2011, Elaine Mah, the subsidiary’s ging to engage with more custom- 10 years ago. That's going to be second ever country manager, ers. Her job, similar to Cooper’s, is major for us,” Mah said in a previ- knew she had big shoes to fill. really about continuing to champi- ous interview. Mah made the transition look on the role of technology in helping The ultrabook category and the seamless. The former Canadian the Canadian economy be as com- release of Windows 8 provided business marketing manager, Mah petitive and productive as possible. Intel’s vast network of channel did well not to push any specific And that’s what she did in 2012. Her partners with more opportunities. computerdealernews.com December/January 2013 23 feature report Top 25 Newmakers of 2012
#21 rick reid, tech data canada
The long time leader Dutkowsky told CDN that Tech Tech Data started the year of Tech Data Canada was Data Canada was the perfect with a bang by joining the Virtual honoured this year by the location to hold the first board Computing Environment Com- parent company having meeting outside of the U.S. “The pany (VCE) initiative started by its annual general meeting board has pushed management to top vendor partners Cisco, EMC in Canada. It marked the first time take this meeting someplace else and VMware. The distributor is Tech Data held its AGM outside its and Canada is first because we can banking on a huge uptick in the Clearwater, Fla., headquarters. walk across to sales, marketing and converged infrastructure market All the top brass, including Steve logistics. We can see and touch the and believes VCE has one of the Raymund, Bob Dutkowsky and operation all in one place. And best cloud models on the market to Murray Wright, were in attendance it's a way to reward Rick (Reid) help channel partners get their V and it proved to be a another and his team for performing well,” Block solutions to market quicker feather in Reid’s cap. Dutkowsky said. and at less cost. #22 greg tobin, d&H canada
D&H Canada celebrated Tobin invited the first ever reseller We continue to enjoy exponential five years in business customer to take part. growth that has out-paced regular with a party and cus- It's just one aspect of the com- channel growth. It's because of the tomer appreciation event pany's folksy, family approach that focus on the SMB. Canada is all at its Mississauga, Ont.- has led to its success. The distribu- about SMBs and there are always based facility in 2012. tor continues to grow. new companies and resellers being With an overwhelming num- Tobin said D&H Canada has developing in Canada," Tobin said. ber of pundits back in 2007 who averaged more than 30 per cent As a thank you, Tobin offered said D&H wouldn't last a year in growth over its time in Canada. more special discount offerings Canada, it must have been a pretty It has already out grown its first from vendors. "It was our way of sweet time for Greg Tobin, the only warehouse facility. thanking the resellers for their leader the Canadian operation has "The party was just a celebra- support and we saw an increase in ever had. To honour the milestone, tion of success in the channel. sales that week too." #23 carl paquin, groupe millennium micro
What Carl Paquin has Quebec entity until this year, when of independent furniture, appli- been able to provide for it signed a strategic alliance with ance and consumer electronics the local solution provid- Saskatoon-based Mega Group Inc. retailers in Canada. Mega Group ers in Quebec has been This alliance will see Mega's also has offices in Mississauga, nothing short of spec- consumer electronics retailers that Ont., and Boucherville, Que. tacular. The Brossard, Que.-based sell computer products get access Paquin, vice-president at Group buying group started with just 20 to Millenium's programs, resources Millenium Micro, said his compa- resellers and in a short amount of and industry expertise. ny provide solution providers with time grew to more than 100, boast- Group Millenium Micro's net- resources to make them successful. ing an expertise base of more than work of independent computer This partnership is a great oppor- 1,000 individuals and revenue base merchants and professionals is tunity to leverage the buying power of more than $200 million. mostly in the province of Quebec, by expanding into the CE channel But it was always known as a while Mega Group is a cooperative with Mega CE retailers.
24 December/January 2013 computerdealernews.com feature report
#24 craig west, newsuite
NetSuite wasn’t as in 2012, primarily at the expense est from Sage partners. The year boisterous in 2012 as it of Microsoft and Sage Software. hasn’t just been about recruit- has been in past years, Microsoft disintermediated a lot of ment, though. New onboarding that’s likely part of its mid-tier VARs with changes to its and enablement tools have reduced transition from disruptive Dynamics Master VAR Program, time from partner signing and first upstart SaaS vendor to publicly- said West, and Sage partners dis- sale, and a 50 per cent increase in traded hosted ERP developer. But satisfied with the pace of the com- channel business meant the chan- channel chief Craig West still got pany’s cloud computing strategy nel outpaced NetSuite’s direct his elbows up from time to time. are also turning to NetSuite. business. Building on a year of 50 per cent With stops in Vancouver and NetSuite also launched Suit- channel growth in 2011, West and Toronto, West said the Canadian eCommerce, its new "commerce NetSuite launched a roadshow stops on the tour were the best as a service" platform for building looking to continue that growth attended and yielded strong inter- e-commerce solutions. #25 bring your own device
While it was rivaled We’ve heard about BYOD for Companies like that they by cloud computing on a few years now. It’s always been can reduce their IT acquisition the hype front, there’s an appealing concept for employ- budget, and employees like that little doubt that bring ers and employees alike – let an they can use the device of their your own device, bet- employee use their own personal choice, rather than that of corpo- ter known as BYOD, was the device for business work, or give rate IT. biggest key trend of 2012. It was then an allowance to purchase It’s not all sunshine and roses everywhere: vendors positioned the device of their choosing. It – management of non-standard product and services around it, most often refers to smartphones devices is an IT challenges. It’s analysts were offering strategies – Apple and the iPhone was an one many vendors addressed to manage it and, unlike some early driver – but laptops are in 2012 with an array of tools, tech trends, companies were another candidate for a BYOD ensuring this trend will continue actually doing it. model. well into 2013.
Continued from page 8 growth though will be largely contents and that just 40 per cent ed passwords (even strong ones) driven by tablet devices. Mobile of users post to their ESN. The will be vulnerable to hacking ads on smart phones will lag be- big push is that for the cost (about in seconds. In 2013, look for cause smaller screens don’t make $1 per user), companies get pretty the proliferation of multiple much of a splash. good bang for their buck. authentication tools such as • Enterprise Social Networks – • BYOD's new shape – More token devices, tap-and-go cards, More than 90 per cent of Fortune enterprise companies will begin fingerprints and other biometrics 500 companies will have selec- implementing bring-your-own-de- and passwords sent via SMS on tive or fully implemented ESN vice policies. However, businesses mobile phones. strategies by the end of 2013. will not be paying for the PCs. • Tablets will drive mobile adver- That’s a 70 per cent jump over Instead, employee will buy and tising – Mobile advertising will 2011, even as surveys indicate that own the devices. The employer grow by 50 per cent to reach $ only a third of those who register will only provide users with access 9 billion globally in 2013. The on such networks ever read its to the company network. computerdealernews.com December/January 2013 25 Presented by:
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