Toshiba Updates Solution Provider Program

Toshiba America Information Systems is rolling out updates to its partner program, designed to front load-rebates and make the program easier and more attractive to solution providers.

The changes aren't sweeping, but are aimed at addressing some of the concerns that solution providers have voiced to the company, said Patrick Mani, vice president, corporate and business channel sales, digital product division, for Toshiba America Information Systems.

"We really haven't changed the partner program in five years," Mani said. "We've had the foundation in place for quite some time, but now we're focused on simplifying the program."

Included in the new features that solution providers can take advantage of are changes to the partner tiers and enhanced access to MDFs (market development funds) through a co-marketing program.

But Mani is quick to note that while there hasn't been a sweeping overhaul of the partner program in some time, Toshiba has been making incremental changes along the way. Deal registration, for example, was first implemented two years ago and is reflective of the incremental changes Toshiba has been making to benefit its partners.

"There were no changes to our opportunity-based deal registration program," Mani said. "The minimum deal that will be approved is for $50,000 over a six-month period and is designed to protect our partners."

The most recent update to the program with the most teeth for solution providers is Toshiba's decision to change its rebate program. Before, rebates through the company were paid on the back end. But that has changed, Mani said.

"We wanted to front-end-load the rebate program," Mani said. "Now solution providers can get rebates at the beginning of sales through our distribution partners, Tech Data and Synnex."

Rebates will be paid to solution providers immediately.

"Solution providers will purchase products net of the rebate from distribution," Terry Cronin, vice president marketing communications, digital products division, Toshiba America Information Systems, wrote in an e-mail.

The percentage of the rebate that will be paid to solution providers is based on Toshiba's new partner-tiered program. According to Toshiba Preferred Partner Program Terms and Conditions, last revised June 2, 2009, the company has three designations of solution provider -- Silver, Gold and Platinum.

Platinum and Gold Toshiba solution provider partners will receive a 1 percent payout level on hardware, according to Cronin. Meanwhile, Silver-level partners will not be eligible for rebates.

Any solution provider can become a Silver member with Toshiba because there is no minimum sales quota.

Toshiba Gold requires a minimum of $100,000 in sales made every six months, and the Platinum level can be obtained by doing $250,000 in sales every six months.

Toshiba realizes that part of helping solution providers hit sales numbers is spreading the word. To that end, Toshiba has added an online portal that gives solution providers access to the skeleton of marketing materials.

That means that the basics for a direct mailing campaign or putting circulars in a local publication are in place. Partners can take the available materials and customize them to their specific shop, Cronin said.

"It's marketing in a box," Cronin said. "We designed a tool to assist solution providers in putting together marketing programs. It's a place partners can upload their copy and logos to pass out and send to customers."

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