Toshiba injects cash into SME mobility
Channel to benefit as vendor looks to get more market share
Toshiba's channel could reap the benefits of a multimillion-pound cash injection as the vendor looks to get more market share of the SME mobility space.
The notebook vendor has launched a new partner scheme as part of the investment and has claimed its Freedom Partner Programme will offer resellers greater levels of support, better access to information and improved communication.
"We believe we are in the transition between limited and unlimited mobility, and the SME sector is seeing rapid growth in this area," said Neil Bramley, SME business manager at Toshiba.
"SMEs have always been early adopters of new technology because unlike enterprises, they don't have to adhere to strict company rules and can enjoy greater flexibility when it comes to doing business."
Resellers will be grouped into three categories, all covering the same products and services but selling through different business models.
Freedom Online Partners will sell mainly through web, catalogue and telesales.
Freedom Computing Partners will sell through a relationship approach with customers. Freedom Solutions Partners will sell on a consultancy basis, by tailoring specific solutions and providing support to customers.
Partners will have a direct relationship with Toshiba via an account manager and will have access to an SME-focused website that provides information on the latest products, pricing, technical and sales support.
Finally, Toshiba is planning to launch dedicated call centres for resellers and end-users to provide more support and advice.
According to Bramley, Toshiba will also provide training and certification and access to lead generation and referrals.
Danny Rogers, sales director at VAR Vitec Communications, said: "These kinds of proactive enhancements to its channel strategy provides clear evidence that Toshiba understands the changing needs and challenges of its channel partners."