Panasonic Launches Federal Partner Program

In an effort to better support the government channel, Panasonic launched a federal partner program today that provides new resources and makes its product portfolio more easily accessible to solution providers.

Essentially, Panasonic is expanding its Panasonic Premier Partner Program for those that sell to federal agencies, offering federal buying season programs that provide enhanced sales support, deal-registration advantages, dedicated inside sales representatives and a Web-site training portal.

"A lot of our partners already cater to this market, but we want to make sure they have the tools needed to be successful," says Michelle Chapin, director of Panasonic's government channel. "We're making the program federal-friendly, rather than lumping it in with other verticals." In addition to better serving existing customers, Panasonic hopes to drive new relationships. "We want to make sure that if there's a potential partner interested in selling our products, they get engaged so we can help them to drive into these government agencies."

Most important, Panasonic wants to make its products more accessible to solution providers and, subsequently, the customers. While most are very aware of what the company brings to the table, particularly in terms of its Toughbook notebook computers, some find it difficult to incorporate the offerings into solutions.

"We see partners say 'we want this product, but we don't know how to get it,'" saysJan O'Hara, senior director of the federal region at Panasonic. "This program provides easier access, so smaller resellers don't have to go two-tier, buying from other resellers. We've been a well-kept secret to everyone but our customers, who push us to make ourselves more available."