IBM Canada is looking to grow its channel in 2018, and it has a new value proposition for partners, and a new yet familiar partner to help make it happen.

I recently sat down with Marshall St. Louis, leader of the systems group at IBM Canada, and Brian Aebig, vice president of sales for the enterprise business at Tech Data Canada, to discuss both the opportunity — where IBM sees its business going in Canada, and where its priorities lie — and the strategy — how Big Blue and Tech Data Canada will together tackle this new opportunity.

Aebig touches on the opportunity for both Tech Data partners new to IBM, and IBM partners new to Tech Data, while St. Louis explains why distribution plays a key role in helping IBM meet the opportunity it sees in the channel community.

For more on the IBM/Tech Data relationship, check out our video interview with Aebig and Joe Sehl, IBM Canada’s channel chief, which touches on the pair’s plan to grow the IBM Canada channel.