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Tom Turchet, VP of mid-markets for IBM Canada

IBM Canada takes Express lanes to SMB markets with utility computing, e-business on demand and the channelrn



Sure utility computing isn’t new, but it is hot. And the company that is driving this new era of technology is none other than IBM. While utility computing may have its detractors, as a concept, it is moving fast and furious. In 2003, it seemed IBM put utility computing in overdrive and they did

this by standardizing it.

David Senf, a market analyst at IDC Canada, said IBM has been playing with technology for many years and what is new about utility computing is that it has become standardized.

Leading the charge at IBM Canada for utility computing, as well as e-business on demand, is Tom Turchet, vice-president of mid-market for Big Blue.

Turchet makes the Top 25 Newsmakers for his workmanlike-style in helping the channel learn more about utility computing and providing the reseller community with the tools to sell this concept to small and medium-sized businesses.

He works directly with IBM Canada president and CEO Ed Kilroy and is responsible for serving the largest single customer set within IBM Canada: small and medium-sized enterprises. Turchet created a team at IBM Canada that provides e-business solutions to Canadian companies across all industries and regions, with a focus on leveraging technology to competitive advantage, and positive return on investment.

But Turchet did not stop there. He also helped to release a line of products specifically designed for SMB customers called Express.

With Express IBM Canada is committing more financial incentives, low- cost training, cross-marketing budgets and even long-term staff to its software and application partners.

Perhaps more importantly, IBM is developing specific offerings customized to the channel for SMB customers, rather than just stripping features out of enterprise class products and selling them.

IBM with its growing Express line may pose some tough challenges for rival Microsoft and other platform competitors by meeting VAR and ISV requirements for SMB customers. The key word for IBM this year is momentum. Thanks to Turchet.