Cloud

In The Channel

Michelle Biase on what HP Canada learned from a year of seeding AI PCs to partners

July 22, 2026 Robert Dutt 0
Michelle Biase has been president and managing director of HP Canada for eighteen months. In that time, the company has grown its Canadian sales team by fifty percent, shifted to a unified One HP go-to-market model, and watched AI PC sales accelerate to nearly two-thirds of PC volume. In this episode, she sits down with In the Channel to talk about what partners actually did with early AI PC seeding units, how HP IQ is landing in the channel, the practical realities of memory-driven pricing volatility, and why partners should be paying more attention to the software and solutions layer.

Artificial Intelligence

Adobe enhances its Sensei AI with new services

March 27, 2019 Mark Cox Comments Off on Adobe enhances its Sensei AI with new services
Smart Layouts, which was shown at Summit last year as a Summit Sneak, was also announced to be in General Availabiilty.

Cloud

Pickit image service moves into channel with Ingram Micro bundle around Office 365 sales

March 12, 2019 Mark Cox Comments Off on Pickit image service moves into channel with Ingram Micro bundle around Office 365 sales
Office 365 itself is a notoriously low margin offering, and adding Pickit to it, in what should be a low-touch transaction, can double those margins.

Backup

Datrium shifts licensing default to software model with Datrium Forward

March 12, 2019 Mark Cox Comments Off on Datrium shifts licensing default to software model with Datrium Forward
Datrium moves from their original licensing model to a new framework designed to provide customers with maximum portability and flexibility.

Backup

Druva targets VMware customers moving to AWS cloud with DRaaS update

March 12, 2019 Mark Cox Comments Off on Druva targets VMware customers moving to AWS cloud with DRaaS update
Enhancements include new failback recovery capabilities, and recovery for cloud workloads with cross-region/account support.

Cloud

SAP Chief Partner Officer Fahrbach says his new role reflects partner focus away from selling and towards delivering customer satisfaction

March 11, 2019 Mark Cox Comments Off on SAP Chief Partner Officer Fahrbach says his new role reflects partner focus away from selling and towards delivering customer satisfaction
Fahrbach also said that in comparison with the sales position held by his predecessor, Rodolpho Cardenuto, as SAP’s top channel official, he represents the entire global partner organization, and brings it to a higher level of importance within the company.

Printing and Imaging

Konica Minolta reboots Workplace Hub as workplace of future focus, with new dealer resources

March 8, 2019 Mark Cox Comments Off on Konica Minolta reboots Workplace Hub as workplace of future focus, with new dealer resources
Konica Minolta’s Workplace Hub has been on the market for over a year, but the company thinks that what it sees as a ‘next-gen’ product is now ready for prime time with their dealer channel, and so they featured it heavily at their Dealer Conference.

Cloud

SAP names Karl Fahrbach first chief partner officer in reworking of channel chief role

March 7, 2019 Mark Cox Comments Off on SAP names Karl Fahrbach first chief partner officer in reworking of channel chief role
Fahrbach’s new position is a hybrid of the work he had already been doing and the large scope of the role formerly filled by Rodolpho Cardenuto, who recently left SAP.

Cloud

Intermedia adds free Envision analytics for partners to Unite platform

March 4, 2019 Mark Cox Comments Off on Intermedia adds free Envision analytics for partners to Unite platform
Envision provides a Partner Dashboard showing all customers, and a QoS Dashboard that drills down into a single customer, with more analytics dashboards on the roadmap.

Sergio Farache, senior vice president of strategy and specialist business at Tech Data
Distribution

Tech Data launches Cloud Solutions Factory [Podcast]

February 25, 2019 Robert Dutt Comments Off on Tech Data launches Cloud Solutions Factory [Podcast]
Tech Data’s Sergio Farache discusses the distributor’s new framework for offering integrated cloud solutions to common business issues in this edition of the Podcast.