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The Latest News From C4…

Deanna Thomson presented Lifetime Achievement Award

Deanna Thomson, the recently retired Channel Chief for Dell EMC, was presented a Lifetime Achievement Award at the 2019 Women in the IT Channel Recognition Luncheon. ITWC Managing Editor Alex Coop spoke with her about her career. The signs were there from the beginning. Twenty-five years ago, Deanna Thomson found herself on the top floor of…

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Tips for managing the Canadian channel in a multinational company

How do you deal with a corporate head office that doesn’t seem to understand the Canadian market? It’s an ongoing challenge for Canadian channel managers in multinational companies. Now, IDC research has uncovered the best practices to address the situation. It’s called the “glocal” (global versus local) problem,” Steve White, IDC Vice President, Channels and…

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MSP? VAR? Who cares! It’s about what you can do, not what label you fall under, says IDC analyst

IDC’s Steve White recently got a friendly reminder about how far the channel partner community has come when he interviewed an executive and asked him to fill out a questionnaire. One section, about partner types, drew an interesting reaction. “I gave him a list of partner types. He looked at me and asked, ‘Did you write…

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Get to know your C4 Board member – Zack Dickson, HPE

The year-long process of splitting Hewlett-Packard in two is well behind us, and the half focused on HPE servers, storage, network related solutions, relies on the partner community extensively. HPE provides expertise around traditional on-premises IT and hybrid cloud, and its channel business is led by Zachary Dickson, HPE’s channel chief, who’s worked in the…

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Getting and keeping the attention of a CIO

  Before you reach out to a CIO – or any tech leader – to pitch your product or service, you need a plan.  That would seem to go without saying, but HomeEquity Bank CIO Alizabeth Calder told a recent meeting of the Canadian Channel Chiefs Council that she is constantly amazed how frequently sales representatives show…

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Channel Enablement Part 1: CAM as a Sales Manager

By Corinne Sharp President Canadian Channel Chiefs Council At the Canadian Channel Chiefs Council (C4) we wrestle with the many business issues that channel leaders face in their day to day lives — managing, coaching, guiding, directing and fueling partners to drive mutual business growth. During a recent board of directors workshop, we focused on the…

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Beverly Barrett explains why Channel partners must remain relevant to their customers

Beverly Barrett is director of channel management at Echoworx. Echoworx is a recognized leader in secure digital communication. Its flagship solution, OneWorld Enterprise Encryption, makes secure messaging easy and cost effective — designed to adapt to any environment and to all forms of encryption. Enterprises investing in Echoworx’s OneWorld platform, are gaining an adaptive, fully…

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Tara Fine shares her advice for young up-and-comers in the channel

Tara Fine is a channel chief at VMware Canada. VMware software powers some of the world’s most complex digital infrastructures. The company’s compute, cloud, mobility, networking, and security offerings provide a digital foundation for more than 500,000 global customers, aided by an ecosystem of 75,000 partners. In 2018, VMware celebrated its 20th anniversary. Fine has…

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Get to know C4 board member – Laura Brick

Brick is director, partners, at Igloo Software. Igloo Software is a SaaS company that provides digital workplace solutions that drive the employee experience. Laura Brick is responsible for the global partner go-to-market strategy and operations including channel, service, technology and strategic partners, as well as innovation and execution of programs to grow Igloo’s partner ecosystem….

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Get to know C4 board member – Rita Loncar

Rita Loncar is a channel leader at Veritas Technologies. Veritas helps businesses accelerate their digital transformation by solving pressing IT and business challenges including multi-cloud data management and protection, storage optimization, compliance readiness, and workload portability — with no cloud vendor lock-in. Today, 86 per cent of Fortune 500 companies rely on Veritas to reveal…

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