ViewSonic: Committed To the Channel

For the third year in a row, ViewSonic Corp. claimed the monitor category, sweeping nine out of 10 criteria with an outstanding score (shared with

NEC) of 89 in product quality. ViewSonic was five points ahead of the average score in the products/pricing subcategory, four points ahead in support and four points ahead in partnership.

"We have a depth and breadth of products, and a good blend of price/performance offerings," says Terry Reavis, director of sales at ViewSonic in Tampa, Fla., alluding to the company's more than 40 separate product SKUs. "Another factor is our commitment to the channel. We don't sell direct, so we are in no way in competition with the reseller." ViewSonic does have more than 50 salespeople in the field, but they drive product visibility and awareness. Those personnel can make sales calls with resellers.

VARs say the company could help more in landing deals and making a profit.

"ViewSonic has a great product line," says Tom Barnes, director of business development at Ace Computers Center, Marietta, Ga. "However, in the last couple of months, it's gotten complacent. My opportunities do not mean as much to them as they did a few years ago. I'd like to see ViewSonic come back to where they want to win the opportunities with me."