Philips Mounts Channel Assault

The new channel-oriented solutions road map, which includes dedicated support for 300 tier-two partners, is part of Atlanta-based Philips' effort to recruit up to 1,500 new partners, said executives.

At the same time, Philips is making a significant investment in display technology research and development in a bid to create products that will increase worker productivity in seven vertical markets: education, health care, financial, legal, retail, public ventures and hospitality.

"We've always been known as a great technology company," said Matt Gill, senior vice president and general manager of Philips Business Solutions, who was brought on board from display rival ViewSonic to rearchitect Philips' strategy. "What we lacked has been an integrated go-to-business strategy that embraces the channel and is really focused on selling solutions and not just products. Everything we are doing is totally committed to the channel."

The goal is to make the Philips brand synonymous with business solutions, said Gill.

Solution providers said the strategy is paying off. They praised Philips for its aggressive channel program and strong field-rep support.

Ed Pietzsch, vice president of sales at Texas Barcode Systems, a six-year-old Plano, Texas, warehouse management/point-of-sale solution provider, said he is impressed with all aspects of the Philips channel program and products. "They have been there with delivery, pricing and quality,all the things you want from a vendor," he said.