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Meanwhile, Panasonic is rolling out new bundled services offerings, including those related to security and surveillance and AV installations, to help VARs grow their own services portfolio. For smaller VARs, Panasonic's Brennan said the company will even handle the delivery of these services on the VAR's behalf, while the VAR still reels in the gross profit from the sale.
"I, once being a reseller in Chicago ... had many customers that were national, and it was extremely cumbersome to try to figure out how to service them on a national basis," Brennan said. "Our dealers can tap into our resources to be able to do that and talk to a customer in Chicago ... about fulfilling their needs in Washington D.C., for example, all through Panasonic."
Panasonic, which has grown its channel support organization by approximately 20 percent over the past year, is also announcing this week a new North America Partner Portal, which will serve as a one-stop-shop for partners to access information across Panasonic's entire product portfolio.
Additionally, a new tiered system is being rolled out through which partners can qualify for either Gold, Silver, or Bronze partner status and receive different rewards, such as advantage pricing and discounts on demo programs, depending on their status.
"We want to reward the top performers with our end-user community and let them know and brand themselves at those different medal levels," Panasonic's O'Neil said.
PUBLISHED OCT. 18, 2012
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