Tech Times March April by Tech Data

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September/October 2011

A special real-time report

On the road again with the Business Builder Tour

Executive Address

A hockey showdown in support of the United Way

Taking you up to the Cloud

Cisco and Tech Data Give Back Another $10,000 raised for the SickKids Foundation

Tech Times features Atlantic DataSystems

30 Comments, suggestions? Tell us what you think! Have your questions or comments published in the next Tech Times!

From the Editor

Community Connection Tech Data Cloud Services

TechSelect Member Profile Channel View IT in Canada’s Michael O’Neil on security and the Canadian SMB

Circle of Excellence Tech Data’s 10th annual Circle of Excellence Awards

Tech Data in the News

Driven to Succeed Tech Data’s top performers

Tech Times speaks with Natalie Benitah from HP Canada

Extensive coverage of Tech Data in the media

The Voice of the Vendor

Editor Ryan McMenamie Art Direction and Design Julie MacAulay Contributing Writers and Editors Irene Buchan, Ryan McMenamie, Andrew Gorski, Michael O’Neil Project Manager Ralitsa Naydenova Tech Times is published and distributed six times per year to channel resellers across Canada. ©2012 Tech Data Canada Corporation. Prices, promotions, offers & terms and conditions of sale subject to change without notice. Errors and omissions excepted. All manufacturers’ names are registered trademarks of their respective corporations. This publication comes to you free from Tech Data Canada Corporation. We received your mailing address from your Tech Data customer account information. To make changes or to unsubscribe, please contact your Tech Data sales team at (800) 668-5588 or notify us at emailcanada@techdata.ca. www.techtimesmagazine.ca

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March/April 2012

A Special Real-Time Report The following takes place in real-time between the hours of 11:47am and 2:11pm on March 7, 2012. March 7, 2012. 11:47am: Just over an hour until the launch of what is to be the iPad3, iPadHD or whatever the case may be. Will it be 4G LTE? Retina Display? Will Siri be stuffed into it? Surely by the end of this article I will have the answers. All I know is that there is so much buzz not just about Apple, but tablets and mobility in general. And let’s not forget the Cloud and its involvement too. These are exciting times in the world of technology indeed. Speaking of—welcome to our Spring Cloud issue. It really is fascinating going through all of the content for this edition of Tech Times. We have articles on the Cloud from some of our best vendors including Microsoft, Symantec and IBM, not to mention the beginning of a great Cloud series by our very own Andrew Gorski, Product Sales Champion for Cloud Computing. March 7, 2012. 12:02pm: Time for lunch. I want to be back to follow the iPad announcement at 1:00pm.

from the

March 7, 2012. 1:02pm: Back from lunch. I’m starting to get a complex. Seventeen straight coffees without one roll-up-the-rim win! <sigh> Listening to a live blog that is covering the Apple launch; not much going on so I will continue to write this article as I listen—talk about multitasking! This issue of Tech Times will also talk to our big 5-Peat at the Reseller Choice Awards as voted by resellers. We then return the favour with our selection of Circle of Excellence winners. In February, we were also visited by Tech Data CEO, Bob Dutkowsky, who presented at our own internal

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President’s Club Awards. There are certainly plenty of accolades going around the entire channel! March 7, 2012. 2:10pm: Having been tied up with other matters, I missed the live launch of the new iPad. However, I can now relax and view the details at my leisure. 4G LTE? Check. Retina Display? Check. Siri? Not exactly; looks like speech-to-text only for now. Wait a second. I think 2048 x 1536 is higher resolution than my own eyes can even handle. By the time you read this, it will have launched in Canada. If any of you have one, don’t forget to download the accessTD app! (Shameless selfpromotion, I know. ) I’m also very excited to introduce the new Channel View feature of Tech Times. IT in Canada has graciously agreed to provide us with some compelling content from their perspective. We know you will enjoy their article on Security and the Canadian SMB. March 7, 2012. 2:11pm: Article complete. Enjoy.

Ryan McMenamie Manager, Communications

ryan.mcmenamie@techdata.ca

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March/April 2012

ExecutiveAddress 8

March/April 2012

On the Road Again with the Business Builder Tour As you can tell from the image gracing the cover of Tech Times, we are ready to hit the road once again and make a big splash! As members of the channel, we are all affected by changes in economic climate, technological advances and the ongoing challenges of operating a successful business. However, one thing holds true, and that is the importance of developing and maintaining relationships. Tech Data places immense importance on getting in front of vendors and customers alike because regardless of technological advances in mobility and video conferencing, the power of true face-time cannot be underestimated. That’s why you will be seeing the Tech Data executive team on the road in a city near you with the multi-award winning Business Builder Tour. Starting in Ottawa in late April, we then hit Quebec City, Montreal and Toronto in May. Later in the fall, we round up the circuit with trips to Calgary and Vancouver. As I mentioned above, the Business Builder Tour is indeed award-winning. In fact, in addition to winning Industry Event of the Year, Tech Data also received honours for Best Availability/ Delivery, Best Customer Service, Best Product Support, Best Terms & Conditions and one other that eludes me—oh yes— Distributor of the Year. For those of you keeping count, that makes it a 5-PEAT! We would sincerely like to thank all of you who voted for us in the Reseller Choice Awards! It’s only fitting that we return the favour to our customers with the 10th Annual Circle of Excellence Awards. You can read further into this issue to find a complete list of winners. On behalf of Rick Reid, myself and the entire Tech

Data team, congratulations and thank you. You represent the best in value, partnership and dedication. With all of the accolades out of the way, there’s only one thing left to do, and that’s to hit the road. I look forward to seeing all of you again soon!

Frank Haid Vice President, Sales, Tech Data Canada

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Community Connection Tech Data and Synnex in Charity Hockey Game Showdown Tech Data Canada took on arch distribution rival, Synnex, in a charity hockey game in Brampton, Ontario, and together, TD and Synnex raised $3,000 for the United Way. Tech Data’s United Way fundraising committee conceptualized the charity hockey game, but it didn’t take long for Synnex Canada’s President, Mitchell Martin, to take up the challenge. Tech Data Canada President and Team Captain, Rick Reid, stated “I was very pleased that they decided to play; that we could put our business differences aside and together raise some funds for the United Way.” In the end, it was a 9-4 victory for Tech Data, but the ultimate winner was the United Way. Will there be a rematch? Will other distributors get involved? Stay tuned! ChannelBuzz.ca was on hand for the evening’s festivities, and caught video highlights of the action which we have also posted to Tech Data Canada’s Facebook page. Just go to www.facebook.com/ techdatacanada and click on our YouTube tab!

From left to right: Back row: Rob Knight, Brian Keiser, Keith Young, Mike Clelland, Howard Tuffnail, Joel Hinderle, Rob Brown, Rick Reid, Brano Molnar Middle Row: Alexander Yolevski, Chris Arnold, Ryan Mitchell, Matthew McCrory, Sandro De Santis, Soto Tsomokos, Yvonne McIntyre, Cary McArthur Front Row: Alex Bruno, Harrison Hristopoulos

March/April 2012

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Tech Data Overachievers To view video,scan with your smartphone:

TD Employee Inducted into Intel Distribution Hall of Fame Our very own Nasir Habib was one of the inductees into the Intel Distribution Hall of Fame this March in New Orleans. With only one or two inductees per year, Nasir is part of an elite and exclusive few. It is only given to those who have shown a lifetime of commitment and service to Intel’s Channel. Intel stated, “We view Nasir as a strategic asset to our North American business, and are pleased to present him with this honour, and induct him into our Hall of Fame!”

An Amazing Milestone

David Gingerich, Director Information Services was honoured in March for reaching 25 years of service with Tech Data. Congratulations on such an amazing accomplishment!

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March/April 2012

small to medium business Ethernet Routing Switch 4000 Series The Ethernet Routing Switch 4000 Series provides resilient Stacking Chassis, Layer 2 switching and dynamic Layer 3 routing, plus many industry leading convergence features. This enables the Ethernet Routing Switch 4000 Series to deliver the scalability and resiliency required by todayâ&#x20AC;&#x2122;s application-driven enterprise networks while reducing total operational costs. Call our Avaya Business Unit at 1.866.770.5444 or avayasales@techdata.ca for more information.

NEW Cisco Wireless-N Access Points for Small Business! Cisco WAP121 and WAP321 Wireless-N Access Points are both sleek and affordable. These new access points combine business-class features such as support for IPv6, Wireless-N technology, Power over Ethernet, quality of service, advanced security, plus flexible mounting options to deliver a reliable, high speed wireless network and allow small businesses to easily expand their wired network. Both managed with an intuitive browser based GUI and backed by a lifetime limited warranty. For price and availability, contact your Tech Data Sales Representative today at 800.668.5588.

NEW! Cisco RV180 VPN Router! The ideal combination of affordability, reliability and performance for Small Business! The Cisco RV180 VPN Router delivers high-performance; secure broadband connectivity to multiple offices and remote employees with a combination of business-class features such as high-speed Gigabyte Ethernet switch, advanced security and quality of service features needed to prioritize network traffic. The router has native support for IPv6, helping to ensure your network is ready for the next generation technologies and is backed by a limited lifetime warranty! For price and availability, contact your Tech Data Sales Representative today at 800.668.5588.

NEW! Cisco 500 Series - Stackable Managed Switches with advanced features at an affordable price! These new switches offer 24 or 48 ports of Fast Ethernet and 24 to 52 ports of Gigabyte Ethernet connectivity with optional 10 Gigabyte Ethernet uplinks and Power over Ethernet Plus. The Cisco 500 Series provides true stacking, advanced security, quality of service, energy-saving technology (EEE), IPv6 and the network features needed to deliver the reliability and performance needed by demanding environments. Offered with a limited lifetime warranty, including next business day advance replacement and one year of technical support. For price and availability, contact your Tech Data Sales Representative today at 800.668.5588.

March/April 2012

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The Eaton 5PX UPS is an integrated power management solution. Paired seamlessly with the Intelligent Power Software Suite, the 5PX provides the tools you need to manage your equipment, even in virtualized environments. Designed with managed outlet segments, you can monitor energy consumption on the intuitive LCD screen. It also delivers more power than comparable UPSs and has an efficiency rating of up to 99%. For an interactive demo go to: www.eaton.com/5PX To see Eaton’s solution for virtualized environments go to: www.eaton.com/virtualization Eaton Model 5PX 1000VA R/T 5PX 1500VA R/T 5PX 2200VA R/T 5PX 3000VA R/T

Eaton P/N 5PX1000RT 5PX1500RT 5PX2200RT 5PX3000RT2U

Tech Data P/N 02063Z 02064Z 02065Z 02066Z

Introducing the Intel ®Xeon™ E5-2600 Processor Family The Heart of a next-generation Data Centre The latest Intel Xeon processors usher in a new era of intelligent performance that takes energyefficiency and compute density to new heights, while delivering best-in-class support for virtualization, consolidation, and cloud computing. Servers based on these processors can help you create a standardized, reliable IT infrastructure that helps you drive down data centre space, power, cooling, and management costs. Highlighted skus: Vendor P/N TD P/N BX80621E52690 08931Y BX80621E52670 08933Y BX80621E52660 08935Y

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March/April 2012

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HotSpots Learn how Intel® is leading the way with All-In-One Desktops All-In-Ones (AIO) represent the fastest growing segment within the desktop PC category with a forecasted 31 percent year-over-year growth rate. Learn how Intel is paving the way for you to enter a new, lucrative market. The new white-box era starts today! Order bundle sku: BN8265 Includes: L5Thin Mini-ITX Chassis DH61AG Motherboard Core i5 2400S Processor

New Rack Offering – Cheaper & Pre-Built • Available in eight standard sizes, to meet site needs • Factory installation of rack PDUs, for fast deployment • Tool-less accessories simplify cable management, airflow and component mounting • Static load capacity of 3000lbs; casters included • Front and rear locks for security Part Number Dimensions SKU F2611 F2612 F2811 F8611

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42Ux24”Wx44”D 42Ux24”Wx48”D 42Ux32”Wx44”D 48Ux24”Wx44”D

23997Z 23998Z 23999Z 24001Z

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Now we’re talking private cloud, not just virtualization. Windows Server is changing the conversation. The virtualized server is a big deal. It helps businesses, big and small, make IT more efficient. But what comes next? Enter the private cloud—a way to manage your infrastructure as a pool of computing resources to deliver your applications and best serve the ever-changing needs of your business. Windows Server® Hyper-V® and System Center put you in control with complete end-to-end service management, as well as the ability to tap into the power of the public cloud. And that’s really the whole point of having a private cloud in the first place—control. It’s your private cloud. If you want to run different hypervisors and operating systems, that should be your choice to make—because the technology and vendors you use are there to serve your business needs, not the other way around. IT is no longer just about hardware. Or software. Or maintenance. It’s about finding new efficiencies and new ways of doing things that help your company’s bottom line. So the less company brainpower you devote to fixing old things, the more you can dedicate to coming up with new things.

More computing power. And more available brainpower.

That’s Cloud Power. www.microsoft.com/privatecloud

March/April 2012

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Symantec.cloud

Solutions for Your SMB Customers Symantec Partner Management Console Getting your customers started with Symantec Backup Exec.cloud and endpoint protection.cloud has never been easier with the new Symantec Partner Management console. This new tool provides an easy way for your partners to set-up and monitor trials for Symantec Backup Exec. cloud and Endpoint Protection.cloud. By promoting trialware and deploying 30-day trials, you allow your customers to become comfortable with hosted services and experience the ease of use first-hand. This ultimately will provide you with a valuable offer and call to action and help increase your revenue opportunities. The Symantec Partner Management Console provides a simple view and single location for partners to add customers, provide trial subscriptions, and view the status of the customers’ trials to provide optimal support and conversion. In just a few minutes you can sign up for an account and have immediate access to provide trial services to customers. Ask your Tech Data representative for more information. Symantec Endpoint Protection.cloud Designed specifically for your SMB customers Symantec Endpoint Protection.cloud offers a comprehensive hosted security solution to meet the needs of small to medium sized businesses via a single Web-based console and no requirement for additional hardware or management software.

With Symantec Endpoint Protection.cloud, automatic security updates occur transparently over an Internet connection, enabling employee systems to stay current whether in the office or on the road. The service leverages the Symantec Global Intelligence Network, one of the largest security research networks in the world, and benefits from the network’s rapid threat identification and response. Give your customer hassle-free backup that they can set up in three easy steps. Just log on, deploy agents and set backup requirements – and they’ll be ready to start backing up to our secure off-premise data centers. Symantec.cloud customer support is included with the regular subscription fee along with service upgrades and maintenance to keep customer satisfaction high and support calls low. As a Symantec.cloud reseller, you can offer your customers more than just backup – by selling our portfolio of 16 pre-integrated solutions for messaging security, data management, and end user protection. IT consultants can easily keep up to date on their customers’ backup status and overall storage consumption via a web-based management console.

Find out more about Symantec’s .cloud portfolio at www.symanteccloud.com

Symantec Endpoint Protection.cloud helps protect your customers’ endpoint systems including desktops, laptops and file servers, with advanced technologies for antivirus, antispyware, firewall, and host intrusion prevention.

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March/April 2012

Virtualizing to Cloud Cloud computing has become a catalyst for capturing new business value through innovation, stronger customer relationships and faster time to market while reducing cost and complexity. Many companies and technology providers are actively developing cloud infrastructures today, giving them a business advantage over their competitors and an opportunity to grow faster than the market. According to a global 2011 MidMarket CIO study conducted by IBM, half of the CIOs interviewed said they are looking to invest in cloud over the next five years. This represents a 50 per cent growth in the demand for cloud computing since 2009. “Cloud computing is changing the very fabric of the enterprise. The cost effectiveness, security and simplicity it can bring to clients can make it easier for organizations to try new things and identify new growth opportunities,” said George Roides of IBM’s System x business. An IDC Forecast Update report showed that total server spending for cloud infrastructure in 2012 has already increased by five per cent since 2009. Storage spending for cloud in 2012 has also increased by four per cent over the same time period in Canada and is expected to grow to more than $91.2 million by 2015, while cloud server spending is also expected to grow to $119.4 million. As greater adoption of cloud by the channel continues to build, there are a number of things business partners must consider. For example, choosing cloud services to offer as

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well as making decisions around branding, training and customer pricing models. In addition, the time, cost and complexity involved in configuring a virtual environment continue to concern businesses. Blade Center Foundation for Cloud is a new solution from IBM for businesses looking to develop cloud capabilities that are simple to use, affordable and allow the flexibility to grow or add capabilities as business needs change. The solution provides value to businesses by helping them deploy private cloud infrastructure in days, rather than months by taking the guess work out of sizing, designing and integrating. Virtualized data centers built upon the BladeCenter Foundation for Cloud can help drive down total cost of ownership enabling companies to effectively manage and leverage capital investments in IT assets. It has the best-in-class systems management tools, which help minimize downtime and complexity. In addition, time-tested virtualization implementation methods and best practices gained from IBM’s own experiences have already helped clients plan, develop, test and optimize their IT environments for successful virtualized computing deployments. At the end of the day, the move to the cloud should be simple, affordable and adaptable while allowing companies to focus on what’s really important to them – their core business.

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Cisco and Tech Data Give Back through TechSelect

Cisco and Tech Data ran its second annual “Give Back” promotion for the TechSelect Community from November 1, 2011 – January 31, 2012 that once again rewarded partners that overachieved revenue targets while also raising $10,000 to benefit Toronto’s Hospital for Sick Children. Every $75,000 in cumulative Cisco purchases made through Tech Data during the promotional period resulted in a $500 donation to Sick Kids up to a maximum of $10,000. “Cisco was excited to once again partner with Tech Data on this wonderful program that enables the TechSelect members to contribute to the community in such a meaningful way while simultaneously growing their business,” said Mike Ansley, Vice President, Canadian Partner & Architecture Organization, Cisco Systems Canada Co. “Giving back has always been important in Cisco’s corporate culture, and it’s fantastic to partner with Tech Data and the TechSelect community on initiatives like this.” “There is no greater feeling than being able to present the SickKids Foundation with another cheque for $10,000,” added Rick Reid, President, Tech Data Canada. “We are very proud of the TechSelect community and our ongoing partnership with Cisco Canada.”

And the winners are… The program was a tremendous success. We congratulate all of our overachieving TechSelect members! 1st Prize to Scalar Decisions - $5000 Holiday Winter Vacation! 2nd Prize to CompuSOLVE - $3500 Winter Weekend Ski Getaway! 3rd Prize to Graycon Group - $2500 His & Her Skis! Plus, the Services BONUS prize to Think Communications – an Apple 4S phone with docking station valued at $1000!

March/April 2012

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TechSelect Member Profile Atlantic DataSystems

In this issue we talk to Derek Sullivan, Vice President, Atlantic DataSystems. Atlantic DataSystems (ADS) (www. atlanticdatasystems.com) is a leader in providing IT solutions for small and midsized businesses throughout Atlantic Canada and Ontario. With a dedicated team of local experts across five offices in Newfoundland and Labrador, Nova Scotia and New Brunswick, ADS focuses on forming trusted relationships with customers – simplifying the complexity of technology and serving as their stand alone IT department. Since June 2011, ADS has been able to expand its range of services through the strategic acquisition of Fundy Computer Services (FCS), an IT provider with offices in Nova Scotia and New Brunswick. As both a Sage ERP Accpac and CRM Partner and Managed IT Solutions Provider with over 30 years experience in the industry, ADS is now positioned to emerge as a prominent regional partner committed to providing solutions tailored to their customers’ changing IT needs. Derek, what are your thoughts on the industry in general? Company executives and their teams are struggling with differentiating their business solutions due to the pressures of commoditization in the industry. However, the companies that are emerging as leaders in the small to midsized business space are those that can provide the most strategic value to their customers and truly contribute to their success. As a partner, it is our responsibility to help each customer connect the value we can provide to their overall goals and objectives. By differentiating as a partner and showing the measurable value of the solutions you offer, you are reducing competitive pressure. What challenges are you facing and how do you overcome them? We set the bar high inside our business, continually identifying new ways to drive value for our customers and challenge

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ourselves. Technical excellence and a strong team of resources is not enough anymore – that’s the baseline. It is about uncovering unique ways to drive further value-add to your customers, ensuring they get the most out of their investment today – and into the future. We view customer relationships as long term partnerships. What would you like to see from vendor partners? How effective are their channel programs? It is important to have more engagement at the partner level with vendors. We need to collaborate on more opportunities and continually share industry information to provide the most valuable solutions to customers. Communicating their vision of where the industry is going is essential because this helps us as partners to shape the direction of our own offerings. What are some of the goals for your organization for the next five years? Our key goal is to drive strategic value within our customer base across Atlantic Canada. With the acquisition of Fundy Computer Services (FCS), we have expanded our ERP and CRM services to incorporate Managed IT and are now able to offer one complete solution for small to midsized business customers. Over the next five years, we will continue to grow within Atlantic Canada and build a national presence, which can be seen

through the addition of our London, Ontario office. What’s important is that we can provide that continued local level of service and support in each region so that our customers are confident we can be on-site at any given time if needed. How has the TechSelect program helped you? Or helped you meet your organization’s goals? The TechSelect program has given us the opportunity to connect with similar businesses across Canada. This is a tremendous opportunity when it comes to idea generation, building relationships, sharing information and project collaboration. I truly value the input from our peers. Further, referral networking is important in today’s economy, and the TechSelect “reach outs” help by introducing customers to well respected partners that we trust and can work with to meet their needs. We are very keen to work with other TechSelect Partners whose clients may need ERP/Accounting or CRM solutions. What is your outlook for 2012? We are enjoying and continue to look forward to new opportunities for growth in 2012 between both our ERP and IT service offerings, including iSupport, our remote network monitoring solution. There is a new energy from the FCS acquisition that we will continue to share with our customers through the introduction of exciting new services.

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We are pleased to now be able to bring you regular features from our media partners in the channel. We hope you will find tremendous value in reading different views from outside of the Tech Data world. Itâ&#x20AC;&#x2122;s just another way we try to be the Voice of the Channel. Thank you to IT in Canada. Visit www.itincanada.ca for more information.

January/February March/April 2012 2012

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Security and the Canadian SMB By Michael O’Neil

IT Market Dynamics, the research arm of the IT in Canada media network, has just released a new white paper on security in the SMB market. Entitled “Security and the Canadian SMB,” the report is based on a unique perspective: the opinions of non-IT business managers and executives from small and mid-sized organizations. This non-IT vantage point represents uncharted territory for many IT professionals. As the white paper points out, within IT, security is generally viewed as an intrinsic consideration for all systems and activity. It isn’t possible (or at least, it’s unwise) to deploy a new application or device, move data, or add a new user to an existing system without understanding how to provide for security. These IT security precautions – and IT initiatives in related areas like backup/recovery/continuity, privacy, and reporting/compliance – are taken to protect business operations. However, security is most visible when it isn’t working – when malware corrupts a file, when a backup can’t be retrieved, when data leaks from the company into the hands of a competitor, or into the public domain. Most organizations will never discover what happens when malware takes over a network, or when key company information is published on the web – and most business executives understand that investing appropriately in prevention is necessary. It’s often difficult for IT managers to understand, though, the extent to business management view investment in IT security as a key corporate priority – and how well they feel IT is managing security within the organization. To explore this issue, ITMD commissioned a survey of more than 340 non-IT business managers in Canada, including 249 drawn from small (1-99 employees) and mid-sized (100-

499) enterprises. The resulting white paper provides readers with insights into how business management views IT security – and how these views differ from IT practitioners themselves.

The first section of the report covers business management perspectives on IT security. In it, we learn that business managers generally believe that effective IT security practices enhance efficiency. We also see that management – and especially, small business management – does not believe that security issues are the major impediment to the introduction of new capabilities within the organization. In the second section of the report, ITMD provides data comparing IT security as a corporate investment priority to seven other issues: four IT products/ areas (social media, smartphones, new business applications, and new

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PCs) and three business activities (corporate travel, corporate advertising, and corporate branding). In general, IT security fares well in these trade-off scenarios. The third section of the white paper centres around an “SMB Security Report Card.” Here, we see management “grades” for five activity areas: the effectiveness of IT management in briefing executives about the security issues connected with new initiatives, employee training covering workplace data security and avoiding threats from social engineering, and the effectiveness of management’s own guidelines with respect to data collection and data deletion. In management’s view, IT is passing, but not honour-roll material: the B- grades received on three key issues suggest that there is room for improvement, if from a solid base. The fourth major section of the white paper draws on an additional research source – 110 surveys with Canadian SMB IT managers – to provide a comparison between IT and business management perspectives. The findings indicate that there is a substantial gap between the two: while business management respondents exhibit generally high levels of agreement with these statements, IT respondents are overwhelmingly positive in their selfassessment. The white paper ends with a series observations and recommendations, and with links to additional resources. The report also includes extensive sidebar commentary from Vineet Parmar, senior product manager responsible for Office 365, illustrating ways in which SMB IT managers can improve their security readiness and manage customer data. The Security and the Canadian SMB report is available for download at http://www.itincanada.ca/itpublic/ SMB_Security.pdf

March/April 2012

Tech Data rewards reseller growth with 10th annual Circle of Excellence Awards Tech Data Canada announced the winners of its 10th annual Circle of Excellence Awards. The awards program was developed to recognize resellers from across Canada that demonstrate excellence in revenue achievement, as well as dedication, commitment and leadership both in the channel and in partnership with Tech Data. Tech Data’s executive team reviews nominees annually to evaluate such criteria as growth, partnership, electronic commerce integration and joint strategic initiatives. “The importance of dedication and leadership cannot be understated,” explained Frank Haid, Vice President, Sales, Tech Data Canada. “In today’s world of the Cloud, you have to be extremely adaptable to changing technologies and ideologies while remaining fully committed to providing leadership and guidance to customers. All of this year’s recipients exemplify dedication and repeatedly provide ultimate value in the channel.” This year’s Circle of Excellence reseller award winners include: • Compugen (National Partner) – www.compugen.com • CompuCom (National Partner) – www.compucom.com • Long View Systems (Western Region) – www.longviewsystems.com • Acrodex (Western Region) – www.acrodex.com • Broadview Networks (Western Region) – www.broadviewnetworks.ca • OnX Enterprise Solutions (Central Region) – www.onx.com • Scalar Decisions (Central Region) – www.scalar.ca • Digica Solutions (Central Region) – www.digica.ca • ESI Technologies (Region du Québec) – www.esitechnologies.com • PCD Solutions (Region du Québec) – www.pcdsolutions.com • Northern Micro (Capital Region) – www.northernmicro.com • Zycom Technology (Capital Region) – www.zycomtec.com • TeraMach Technologies(Capital Region) – www.teramach.com

Over the next several months, Tech Data executives will visit the winning reseller companies in each region to distribute the 2011 Circle of Excellence reseller awards.

Congratulations to everyone!

March/April 2012

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March/April 2012

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A Visit from Tech Data CEO, Bob Dutkowsky With Tech Data currently ranked 109th on the Fortune 500, there are few leaders in the technology sector with a much influence and reach as CEO, Robert (Bob) Dutkowsky. Therefore, it was a tremendous honour and pleasure to have Bob visit Tech Data Canada from February 21-23, 2012. Bob was a keynote speaker at our President’s Club Award meeting, making a special occasion even more memorable for Tech Data Canada’s elite. Bob then met with several local resellers and vendor partners for a wonderful dinner and business conversation. Capping this visit to Canada, Bob Dutkowsky and Tech Data Canada President, Rick Reid, participated in a two hour media event that attracted all of the major trade journals including IT in Canada, Computer Dealer News, ChannelBuzz.ca, eChannelLine and eCNTV. Taking place in the industry renowned Advanced Technology Solutions Centre (ATSC), Bob captivated the audience with insights on future developments from a global perspective

including mobility, StreamOne and the Cloud. Rick Reid reinforced Tech Data Canada’s position on Redefining Value Added Distribution, and noted some of the key strengths Canada brings to the overall Tech Data strategy. For complete media coverage of this event, “Like” us at facebook.com/techdatacanada. Bob continued his whirlwind media tour with a stop in New York City, where he was interviewed by Fox Business, CNBC and thestreet.com. North American media coverage for Tech Data has been intense to say the least. Tech Data Canada extends its warmest thanks to Mr. Dutkowsky for such an unforgettable visit.

best Distributor 2011

Tech Data Canada does a ‘5-PEAT’ at the Reseller Choice Awards Tech Data Canada was recently named Distributor of the Year for the fifth consecutive year at the annual Reseller Choice Awards. With over 800 Canadian resellers voting in over 80 categories, the Reseller Choice Awards are the most comprehensive IT awards channel survey in Canada. We were also honoured with Best Availability/Delivery, Best Customer Service, Best Product Support, and Best Terms and Conditions. Once again, Tech Data also took home the top prize for Best Industry Event for the Business Builder Tour!

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Tech Data Canada’s Integration Centre in Richmond, B.C. receives ISO 9001:2008 registration Tech Data’s 2,500 sq. ft. Integration Centre in Richmond, B.C. has received ISO 9001:2008 registration. This centre now joins our flagship Integration Centre located within the massive 250,000 sq. ft. logistics centre in Mississauga in achieving ISO 9001:2008 accreditation. The ISO 9001:2008 Certification Audit required Tech Data to review, improve and manage the processes necessary for the continual improvement of its quality management system. Resellers can be confident that Tech Data’s state-of-theart integration centres provide quality configured products along with quick and efficient service.

Tech Data Canada Expands Reach into Digital Signage Market You may remember our special Digital Signage section, in the last issue of Tech Times. Following that, we issued a media release that was picked up by such prestigious outlets as the Financial Post online. We highlighted our new vendor signings and reinforced our commitment to this lucrative market. For more information on how you can succeed in digital signage contact:

Gabriel Pawchuk, Digital Signage Sales Champion Tel: 905-286-6860 March/April 2012

Driven to Succeed:

Insights from Tech Data’s Top Performers

Brett Tousson – Director of the Year

Richard Toledo – Manager of the Year

Q - What is your role? A – I am Tech Data Canada’s Director, Inside Sales and I am the lucky guy responsible for the management of our award-winning inside sales organization. The group is comprised of 31 sales teams split between our three Canadian offices; Mississauga, Dorval and Richmond.

Q – What is your role? A - I am responsible for Technology Services. This encompasses our Pre-Sales Technical Support Specialists, the Advanced Technology Solutions Centre (ATSC) and our top of class Integration Centre (otherwise known as Configuration Services).

Eyob Hailemichael – Employee of the Year

Q – How long have you been with Tech Data? A – I have been with Tech Data Canada since the acquisition of Globelle in August 1999. I started at Globelle as a sales team leader in February 1998. Q – What were your key accomplishments this year? A - It was a busy year for my team. At the top of the highlight list were the many very high quality new associates hired throughout the inside sales organization in 2011. Additionally, our team leaders and managers promoted many well deserving individuals. For both of those reasons it was an especially great year on the “people” front in inside sales. Another very key highlight was the excellent growth of our SMB division. We set aggressive double-digit growth goals for the SMB group in 2011, and far exceeded those challenging expectations. Q – How do reward and recognition programs motivate you personally? A – Good reward and recognition programs serve to reinforce the organization’s appreciation for a job done well. Needless to say, that message is always personally gratifying especially at a company like Tech Data where there are so many deserving potential recipients.

Q – How long have you been with Tech Data? A - Four years this April. Q – What were your key accomplishments this past year? A - Launching the new ATSC was a major highlight. The thank you list is too long to name all the individuals who made it successful. With the help of our sales team, we also managed to increase our Integration Services capabilities and volumes year over year. Q- How do reward and recognition programs motivate you personally? A - The program is important but isn’t my key motivator. I find it’s the people I work with who motivate me while the vendor and customer provide some exciting challenges. The reward and recognition is confirmation that I am succeeding in my efforts, but it also indicates that I have a GREAT TEAM behind me— and without them, this would not be possible.

www.techdata.ca

Q - What is your role? A – I am a Distribution Associate and privileged to be a member of the IC team in the Logistics Centre. I maintain the inventory management system and make sure it is easier for shipping and receiving to perform their duties. Q - How long have you been with Tech Data? A - It’s been a good six fun-filled years in this organization, and I look forward to many more. Q - What were your key accomplishments this past year? A - My key accomplishments were to learn more about SAP, and consistently perform above expectations in my department. I have also enjoyed helping out in other departments in the Logistics Centre. Q - How do reward and recognition programs motivate you personally? A - It is great to receive rewards and recognition especially for a Distribution Associate for all the hard work and the long hours. It’s very nice to know that those type of activities are being noticed. I feel very honoured to be recognized company-wide. I would also like to thank my manager and peers for all of the support I get from them on a daily basis.

March/April 2012

In this edition of Voice of the Vendor, we are pleased to bring you HP Canada’s Natalie Benitah, VP, Distribution Sales & Business Unit, Enterprise Servers, Storage & Networking.

Natalie Benitah

GVP, Distribution Sales & Business Unit, Enterprise Servers, Storage & Networking, HP Canada

What are the responsibilities in your role? In my role, I oversee all aspects of business unit management, distribution, supply chain and marketing for Enterprise Servers, Storage and Networking in Canada. My primary responsibility is to profitably grow the ESSN Canadian business, and to make sure our goto-market efforts are well represented across all segments. Our focus is to help partners and customers win with a complete portfolio of products and services, comprehensive programs, and benefits that are designed to drive profitability for our partners and growth to HP’s business.

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How did you get started in the industry? I’ve had quite a diverse career. After finishing my engineering and MBA degrees, I spent the first nine years of my career in the consumer packaged goods industry. It was only 11 years ago that I joined the IT industry amidst the hype of Y2K. I started at Compaq/HP as a quality and customer satisfaction manager. In this role, I worked primarily with corporate enterprise clients and our sales teams to truly understand what our customers wanted and needed from our company. This really gave me a great opportunity to hear the voice of our customers and how best to work with them. As a high profile woman in the industry, do you have any insights or advice for those women starting out? For those just starting at any job, or even for those of us who have been in jobs for a long time, I think it is critical to always be in “learning mode.” Being humble about what you know or don’t know is central for continual improvement. I always tell myself and my teams to never get comfortable with the status quo - change is all around us. I have found that maintaining a “learning” approach to everything we tackle is helpful. Learn from obvious sources such as trainings and seminars, but more importantly, learn from your experiences, your mistakes and those around you. Listen carefully to your customers, your partners, your colleagues and your team. Maintain an open mind to learning, and help those around you do the same. To me, that is always a formula for success no matter where you are in your career. What challenges you? At HP, we understand that to continue to lead

in the marketplace, we need to address our customers’ problems with solutions versus simply selling products. Our priority is to be the market leader in every segment where we compete and this goal keeps me moving forward. We recognize that our partners are the backbone to our success and we are committed to the channel as a key element of our go-to-market strategy. Our partners depend on us for the best innovation, programs and access to a broad ecosystem. Our partners have the opportunity to grow their business and maximize results with HP. To me, and the HP Canada team, this is all about winning through partnership. What do you consider to be your greatest achievement? To me, achievement is about surpassing the objectives I have set out for both myself and my teams. It’s all about teamwork and helping each other grow and develop, learning new things, and collaborating to achieve greater success. What are HP’s priorities for the year? HP is focused on aggressively growing market share, revenues, and profits in 2012 by helping our partners tap into high-growth market segments that will drive their profitability. We are dedicated to helping our partners grow their business by delivering the industry’s most comprehensive end-to-end solutions to meet any customer need. We’re also continuing our investments in programs and incentives, including our industry-leading PartnerONE program, to not only increase our partners’ bottom lines, but also open up new business opportunities. Innovation is also a key focus for HP in 2012, as we continue to invest in emerging trends and technologies, including cloud, to help partners deliver integrated solutions to their customers. What do you see as the biggest benefit to partnering with Tech Data? Tech Data is a long-standing HP partner that brings tremendous value to the partnership. Tech Data continues to remain dedicated to our mutual success as evidenced by the high level of engagement with channel partners across Canada. I know that the HP team enjoys working with Tech Data as we find the team to be very professional and well versed in our business priorities. Tech Data has strong operational excellence and exemplifies the spirit of true partnership with HP.

www.techdata.ca

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We have become a society with the need for immediate access to information. Driven through mobile devices, our personal and professional productivity has skyrocketed...

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Mobile phone computing is not that different than that of desktop or laptop computing. The large majority of the computing that occurs on a mobile device is attributed to the device itself. Nowadays mobile devices have the ability to automatically synchronize between a number of platforms; mobile, desktop, or cloud. The future will dictate a major change in the way our mobile devices engage their own resources. We are seeing an everincreasing number of mobile devices with specifications similar to those of our laptops and desktops. Fully-

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Andrew Gorski, Product Sales Champion – Cloud Computing, Tech Data Canada

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“The relationship between mobile devices and cloud computing goes hand-inhand, and they are both heavily relying on one another for success.”

automated processors, RAM, and hard drives have only improved with mobile devices in the past couple of years. The shift that will occur in the future will be that the devices will continue to improve, but it will be the applications native to the devices that will command the processing power, storage capacity, scalability and ease-of-use. What does this mean for us? The next generation of mobile devices will have to be catered more so to the applications that developers build, than to the specifications that manufacturers set forth. The focus will be on the developers building these applications, and having the ability to meet capacity for the mobile devices trying to tap into the service. However, one major obstacle of cloud computing is the bandwidth allocation. There are only so many radio frequencies readily available and telecom organizations will have to innovate on their infrastructures to meet the demand. The relationship between mobile devices and cloud computing goes hand-in-hand, and they are both heavily relying on one another for success. In other words, cloud computing will require that mobile devices gain more exposure for their service, while making said service as price-effective as possible. Mobile devices need cloud computing for processing power (scalability), storage, and collaboration. The mobile devices act as a conduit, a storefront of the cloud application’s service. Just as it is hard to imagine the world today without mobile devices, it is even more unfathomable to picture a future where mobile and the cloud don’t work in complete harmony.

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We have become a society with the need for immediate access to information. Driven through mobile devices, our personal and professional productivity has skyrocketed. Laptops, desktops and servers are facing increasing competition, making way for more user-friendly, cost-effective and innovative devices like smartphones and tablets. To date, the biggest driver, and the promise of continuity for these mobile devices is best attributed to cloud computing. To better understand how the cloud will help progress mobile devices, we first need to understand where the cloud fits for us. What is cloud computing? It is this ubiquitous term that has been in the limelight of the IT industry for the past several years, and more recently has made its foray into the consumer market. The cloud can be defined in many ways, and it is really dependent on how you use it. For some, the cloud is simply a method of storing data virtually – a document repository. For others, the cloud is a collaboration tool enabling them to work with their peers on real-time projects. For the IT-savvy, the cloud is simply a different form of delivering computing, whereas the focus is on a particular service, opposed to a product. The nature of the IT industry has, and will continue to change with cloud computing. But it is not only the IT industry that has experienced this paradigm shift. Even though we might not notice it, we are using an ever-growing amount of cloud services today. We are often unaware that the services that we tap into on the Web are

services that are driven through cloud computing. Word-processing software is now readily available for use in the cloud, replacing traditional desktop-based software. Collaborators are now sharing large groups of data online through storage repositories as opposed to burning CDs or transferring the information via USB key. Gamers are refreshing their consoles through cloud-enabled updates. However, the biggest driver for cloud computing is in fact our mobile devices.

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The Future of the Cloud

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AIS EmployeeSpotlight

How long have you been with Tech Data? A little under a year. Not sure where the 10 months have gone, but it’s been a lot of fun.

“The one strength all of these organizations have is that they are innovators in their respective markets.”

What has been your biggest success since joining Tech Data? We ran a program that had over 30 members of the sales team achieve their VMware Sales Professional (VSP) certification. It was a great success and that has been reflected in our significant growth and awareness within the VMware product line. What has been your most memorable Tech Data moment? Being part of the team that won the Tech Data employee golf tournament was probably my most memorable moment. Not just because we won, but after just over 3 months, I felt like I was part of the Tech Data Family. What vendors do you typically support? I handle a few vendors. Specifically, VMware, EMC, Quantum, qLogic, Brocade, Emulex, Atto and Fujitsu Servers and Storage. It makes for an interesting introduction when talking to partners the first time. What strengths do they bring to the market? VMware is the global leader and the catalyst for what we now refer to as The Cloud. When you combine VMware with some of the best storage, connectivity and computing products in the world, you end up with a Cloud solution that is very robust, efficient and reliable. The one strength all of these organizations have is that they are innovators in their respective markets.

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Since this is a special Cloud focused issue, what are your thoughts on the Cloud and how you see it affecting the server and storage business in 2012 and beyond? The Cloud is going to become more prevalent in 2012, and in the years to come. It has enabled companies to provide applications and services to the market at a much quicker pace while capturing important marketing data to better target and improve those offerings. Processing and storage have moved back to the datacentre, and for the most part, has made the end device almost irrelevant. Businesses will be looking to spend more on servers and storage in 2012 (and beyond ) to further develop their own Cloud offerings and turn IT and infrastructure from what traditionally is a cost centre in the organization to a profit centre. Will you be watching the summer Olympics and if so, what is your favourite sport? Yes. The 100M and Relay races are always favourites, but I’ll watch all the events that I can. What is your dream car? If we’re going old school, ’68 Shelby Cobra. Otherwise, Lamborghini Sesto Elemento. Finally, and perhaps most importantly, what is your favourite meal from Beny’s? Warm Chicken Salad

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In this issue, we turn the AIS Employee Spotlight on Paul Liakos, Field Sales Specialist, Product Marketing, Server and Storage at Tech Data Canada.

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