Bull`s Eye Awards: Partner Program of the Year (Class B)

  • By

    Chris Gonsalves

    | Posted 2009-12-20



Most folks know how bulletproof Panasonic’s Toughbook line of notebooks and tablets are. Since 1993, Toughbook business-rugged, thin-and-light, and ultraportable notebooks have been a mainstay in corporate and industrial environments. Lesser known, however, is just how well built and durable the vendor's channel program has been.

Close to 100 percent of PSC's sales are made through the channel. And  it's clear Panasonic knows it can only be as successful as its partners. As a result, the Secaucus, N.J., company has made steady improvements to its extensive Toughbook Premier Partner Program.

Key changes in the past year have focused on streamlining the sales process for members of the program known by the shorthand TP3. Panasonic changed their "rules of engagement" to eliminate preliminary steps that had stood between solution providers and TP3's special pricing programs. Add to that an extended lease program with deferred payments and its clear Panasonic is dedicated helping partners get their foot in customers' doors and close more sales.

"Because we are dedicated to selling Toughbook devices through the  channel, we make the needs of our partners a priority," says Sheila O'Neil, PSC's vice president of channel sales. "Some of our competitors find their way in and out of the channel as a way to make short term impacts on their bottom line. Unfortunately, this doesn't benefit anyone.  Our partners and customers want long-term commitments because they have long-term goals."

And those long-term commitments continue in TP3 with a commendable collection of national, regional, local and vertical specific marketing support, a nationwide lead generation and distribution program, deep discounts on demo units, rebates for wireless modem activation in Toughbooks along with a host of other benefits.

That's why Panasonic has earned the Channel Insider Contender Bull's Eye Award for Partner Program of the Year for companies less than $1 billion in size.


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