Vice President, Channel Sales, Panasonic Solutions Company
Highlights: O'Neil lists the merging of four divisions of Panasonic, each running their channel business differently, to move to one channel partner program. The company also was able to grow the sales of partners and increase partner count overall. In addition, 100% of direct dealers moved to distribution, equating to 98% of total Panasonic Solutions Company business.
Goals: This year's plan is to continue to enhance the program structure, O'Neil says, including a new incentive program and increased automation of program elements. She also wants to improve the ease of doing business for partners.