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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

  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

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

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

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