Toshiba revamps ANZ channel model
Toshiba revamps ANZ channel model
Toshiba Australia's Information Systems Division (ISD) has announced a new go-to-market strategy for Australia and New Zealand. The updated program includes a revised channel structure that introduces new partner categories based on areas of expertise and reflects the changing business climate and competitive landscape.
Channel branding has also been updated in line with the changes to help customers identify the reseller with the specialised expertise most relevant to their needs.
According to the company, its investment in the channel is reflected in recent figures from research group Inform, which reveal Toshiba as the preferred notebook vendor in 2003 amongst resellers, accounting for around a third of all indirect notebook sales and growing.
"We are the only major PC hardware vendor with a 100 per cent channel model," said Ralph Stadus, General Manager, Toshiba Information Systems Division. "We are proud of this differentiation and stand with our channel partners in offering an alternative to the big business, faceless style of service at the lowest price that is so prevalent in the current market.
"Selling direct and moving service call centres off-shore may improve the vendor's bottom line but it does not benefit the customer. The minor cost savings in the original sale price that may result are ultimately outweighed by a major reduction in the quality of service and support for the customer.
"We are constantly evaluating with our partners how to provide the best level of service tailored to specific customer requirements from consumer and small-to-medium business through to enterprise, education and government."
Responding to partner and customer needs, the new Toshiba Authorised Reseller categories are based on areas of expertise and specialisation:
MobilePlus - Include those who specialise in advanced mobile computing solutions and services for business applications. Their expertise is in mobile computing applications for all kinds of organisations, from small to large enterprise and government. MobilePlus partners receive regular product and technical training from Toshiba and have direct access to Toshiba technicians and product specialists working together on product planning, project management and application development.
MobileEd - are those who specialise in advanced mobile computing solutions and services for school and tertiary communities. These organisations specialise in Toshiba's School Notebook Access Program (SNAP) and the technology needs for teachers, students and their parents.
MobileLife - are those resellers who specialise in mobile computing products for personal, home and small office use. Their focus is on personal solutions which also support individual business applications.
MobileAV- specialise in the audio visual products and services, caring for commercial and professional audio visual requirements.
Related Article: