ViewSonic To Boost Channel Incentives
The Walnut, Calif.-based display maker plans to extend its 90-day financing option to accommodate a longer government buying cycle and to create a new incentive program for partners that hit the $1 million mark in annual sales, as well as add more support staff assigned to work with VARs.
ViewSonic is sweetening its Access channel program as it continues to see double-digit growth in sales driven largely by LCDs.
In about a week, ViewSonic said it will announce that it's making its incentive programs more scalable for small, midsize and large partners. The effort includes the following:
• The creation of what the company calls "enhanced flexible flooring" and the extension of its 90-day financing option into the second quarter for some products to assist partners selling to government accounts during the annual purchasing season.
• The addition of a Diamond growth rebate level for partners that sell more than $1 million of ViewSonic products each year. ViewSonic also will lower the bar for other growth rebate thresholds.
• Plans to double the number of ViewSonic channel sales employees that work with solution providers.
"The programs that they have go above and beyond what most of the other manufacturers are offering," said Sherri Conover, general manager of Allied Network Solutions, a Roseville, Calif.-based solution provider and ViewSonic partner. "It makes it very easy for us to want to do business with them."
ViewSonic is working to build momentum in an aggressive market. The company said that in its most recent quarter, it was able to avoid fallout from an industrywide oversupply of LCD panels -- and subsequent decline in average selling prices -- on the strength of its product portfolio and streamlined processes.
ViewSonic executives said the channel program enhancements are aimed at helping the company and its channel partners better meet the needs of specific market segments.