In mid-August, Panasonic wrapped up its 10th annual TP3 Summer Session in Scottsdale, AZ. With more than 75 reseller companies represented, the event focused on ways we can help them to increase their sales of Toughbook products, especially given the current economy. Because we are dedicated to selling Toughbook devices through the channel, we make the needs of our partners a priority. Some of our competitors find their way in and out of the channel as a way to make short term impacts on their bottom line. Unfortunately, this doesn’t benefit anyone. Our partners and customers want long term commitments because they have long term goals.
The TP3 event gives us the opportunity to meet with our reseller partners face to face and get immediate feedback on our channel program; we can find out what is working and what is not. We did that this year through numerous vertical breakout sessions, keynote speeches and one-on-one meetings.
We made some key changes to our channel program in order streamline the sales process. An important change was to our “Rules of Engagement.” Previously, a solution provider had to complete a few requirements before gaining access to special pricing. Beginning this month, special pricing advantages for resellers that bring business to us will be available from the very beginning of the sales process.
Additionally, we introduced an extended lease program that does not require any payments until January 2010 and have special pricing on the Toughbook 30 and 52 models until September 30. Programs like these help our partners get their foot in the door when a customer balks at a new mobile computer deployment due to immediate costs. These changes will help our partners make a strong finish this year.
Finally, at the event, we also honored our 2008 Resellers of the Year. The companies below had an outstanding year, both in revenue growth and in developing new market opportunities for reliable mobile computing.
2008 Panasonic Toughbook Reseller of Year award winners include:
- Enterprise Sector: TransCOR Information Technologies, Georgetown, MA
- Government Sector: CDW-G, Vernon Hills, Il
- Healthcare Sector: Atlanta Computer Sales, Atlanta, GA
- Arbitrator Mobile Video Partner: Insight Enterprises, Tempe, AZ
- Wireless Partner of the Year: Feeney Wireless, Eugene, OR
- Reseller of the Year: Software House International, Piscataway, N.J.
- Best New Reseller: CompuCom Systems, Dallas, TX