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IBM Canada appoints new channel chief

Nancy Briglio will replace Shannon O'Connor as IBM Canada's channel chief

IBM Canada (NYSE: IBM) has promoted a new channel chief as the vendor looks to rely more heavily on partners to extend its reach in the market and to deliver new solutions, such as its PureSystems integrated systems.

The new channel lead for Canada is Nancy Briglio, an IBM Canada veteran who previously led IBM Canada’s System X business unit. She replaces Shannon O’Connor, who will lead IBM Canada’s research and development centre. O’Connor, who replaced Gary Isaacs as director, business partners and midmarket in late 2007, was named one of CDN‘s Top Women in the Channel in 2010. Her focus was aligning IBM Canada’s channel programs with the Americas business and growing the vendor’s reach into the Canadian SMB market through channel partners.

Like O’Connor, Briglio has a strong technical background and knowledge of IBM’s core infrastructure business, in addition to having held sales positions with IBM and familiarity with the channel.

Tech Data Canada president Rick Reid said Briglio is no stranger to the distributor, having attended a number of their events, so she’s no stranger to their reseller community and understands well the value that the channel and distribution bring to IT vendors such as IBM from a logistics and configuration perspective.

“It’s always nice to see someone promoted into this role that we’re familiar with,” said Reid. “I have high regard for O’Connor, and we enjoyed working with her and her team. As we move into PureSystems, an area that’s an exciting new opportunity for us, we look forward to working with Briglio.”

Briglio’s experience in the System X brand over the last several years will serve her well in her new role as channel chief for Canada said Chris Charette, vice-president of sales and operations with Sentia Solutions Inc., a Richmond Hill, Ont.-based solution provider and IBM partner.

“We’re looking forward to working with Nancy,” said Charette. “The improved marketing support that IBM had provided to the channel in recent years has been important for Sentia, and we’re hopeful that will continue to be offered.

Partners at Tech Data Canada’s spring TechSelect conference in Calgary have been excited about the opportunity that IBM PureSystems represents for the channel. Reid said it’s a great fit for Tech Data and its Canadian partners. Partners are being asked to lock-in with a preferred distributor, and Reid said by locking-in with Tech Data partners will earn an additional three to four per cent incremental rebate.

Follow Jeff Jedras on Twitter: @JeffJedrasCDN.