Panasonic extends partner program

Panasonic Computer Solutions Co. has opened its partner program to include federal resellers and integrators.

Panasonic's Preferred Partner Program, launched seven years ago, had been focusing on commercial, state and local resellers, while Panasonic maintained an exclusive arrangement with GTSI in the federal market. But Panasonic this month expanded its partner program's charter to include other federal resellers.

Panasonic 'is supplementing and expanding its presence in the federal market,' said Jan O'Hara, senior director for the federal region at Panasonic. Panasonic continues to work with GTSI as a preferred distributor.

O'Hara said federal customers are asking integrators and resellers to provide Panasonic's ToughBook ruggedized notebook computers. '[Customers] have built a whole solution around the ToughBook and want to make sure they have access to get the product.'

Michelle Chapin, director of the government channel at Panasonic, said the company now offers federal partners the same benefits that the company has been offering to commercial, state and local allies. Those features include discounted demonstration units, a Web-based training portal, and preferred pricing for partners who register sales opportunities with Panasonic.

Chapin said the expanded program addresses changes in the way federal agencies buy products, noting the involvement of small businesses. 'If a government customer ' chooses to buy from a woman-owned company, we want to make that seamless,' she said.

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About the Author

John Moore is a freelance writer based in Syracuse, N.Y.

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