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ViewSonic’s Jeff Volpe: COVID-19 Crisis Has Boosted Demand For Monitors, Interactive Screens, Collaboration Software

‘I think people are realizing now that the monitor, which is normally an afterthought, is going to become a little bit more popular because of the value that it brings to homes and businesses and collaboration stations and what have you. The densely populated cubicle is probably going to be fading a little bit,’ Volpe, ViewSonic’s president of the Americas, tells CRN.

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How has the pandemic changed how ViewSonic works with its channel partners?

One of those things is to make sure we have our inventory in a position for them to grab and facilitate ongoing projects. A lot of our channel partners haven‘t seen some of the new products that we have had out because they’re so inundated with so many vendors and so many opportunities that not everything gets through to everyone. So we decided to really look at creating better resources that are digital. We’ve been producing more video, more webinars, more sell sheets, more links for our channel partners to get quick information or detailed information. ’Detailed’ means white papers, which are less common these days than they used to be. But nonetheless, we’ve spent a lot of time trying to make our digital resources as apparent as possible. On our website, we’ve made some changes and put out some solutions there that our channel partners can gravitate to and fulfill a lot of an increased demand. That’s one of the obvious things that we and any vendor has to do as a channel company.

Anything else?

We have continued to make sure we put on spifs and rebates to help augment the need for back-end product incentives and situations like that where the resellers, in trying to make payroll, are trying to be competitive. They need access to those spifs and rebates. So we‘ve kept those going and enhanced some of those as well. We also, for our Finch Club members, which is our channel program, we offer bid registration and special pricing. We’re trying to be closer to our channel partners to get them access to bid registration if they’re working on a deal where they’re building ViewSonic solutions into that deal. ...

We will probably see more tweaks to the discussion than I‘ve given to you as we start to see what demands our channel talks with us about because we’re learning things every day: What kind of headache they’re having, what kind of challenges they’re having, what kind of products are in demand that are hard to find, and how do we help them through those challenges.

 

 

 

 
 
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