Tuning In ViewSonic

Dominguez is in the process of closing a sizable deal under which one customer, TRL Systems, will lease ViewSonic Tablet PCs outfitted with ResultFactor's own custom software. The solution will allow TRL Systems' field-service reps to invoice customers on site, thereby dramatically speeding up billing and improving accounts receivables.

Mark Purdy, president of TRL Systems, said the leasing option allowed his company to do a complete solution rollout rather than a phase-in implementation for a project he expects will provide an ROI in less than a year. He said he sees leasing playing a bigger role in his company's IT budget. The ViewSonic program, which is offered in conjunction with GE Express Financial Solutions, can be used on purchases of as low as $1,000 and encompasses all IT products that don't compete with ViewSonic's.

The leasing program is one more example of ViewSonic leveraging its longtime channel heritage with a new line of products that are putting competitors to shame. ViewSonic is, in fact, expanding both its partner base,adding 1,000 new partners in the past year,and its stable of products. Those looking at ViewSonic as just a display company are missing the boat. In addition to its Tablet PC, ViewSonic,which bills itself as a visual display products vendor,has expanded its reach over the past year with Pocket PCs, a digital media center PC, plasma displays, HDTVs and even a nifty video processor.

What's more, the company is investing heavily in the channel, logging a double-digit increase in 2003 in channel investment and resources. In the second quarter, ViewSonic doubled the number of sales reps it has working with channel partners, said Jeff Volpe, vice president of sales of the Americas at the company. And the vendor is also in the process of putting together vertical-market advisory councils with partners.

At a time when many vendors are offering me-too products and fuzzy channel programs with lots of static, ViewSonic is serving up hot technology and a channel program that is crystal clear. That's a picture we're seeing far too infrequently these days.

What's your view of ViewSonic? Let me know at (781) 839-1221 or via e-mail at [email protected].