Toshiba revamps channel model

<p>Toshiba (Australia) Pty. Limited, Information Systems Division (ISD) has announced a new go-to-market strategy for Australia and New Zealand, reflecting its commitment to providing specialised local service across all its partners and customers.</p>
<p>“We are proud of our differentiation as the only major PC hardware vendor with a 100 per cent channel model and stand with our 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,” said Ralph Stadus, General Manager, Toshiba ISD.</p>
<p>If would like any further information or would like to arrange an interview, please contact Caroline Hendra or Sally Robinson at Howorth Communications on (02) 9904 4533 or email pr@howorth.com.au.</p>
<p>TOSHIBA REVAMPS CHANNEL MODEL
- Updated strategy reflects customer demand for specialised service -</p>
<p>Sydney, 7 November 2003 – Toshiba (Australia) Pty. Limited, Information Systems Division (ISD) has announced a new go-to-market strategy for Australia and New Zealand, reflecting its commitment to providing specialised local service across all its partners and customers.</p>
<p>Following a move into specialised market segments by resellers, 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.</p>
<p>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.</p>
<p>Toshiba’s investment in the channel is reflected in recent figures from Inform, which show in 2003 Toshiba as the preferred notebook vendor amongst resellers accounting for around a third of all indirect notebook sales and growing.</p>
<p>“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.”</p>
<p>“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.”</p>
<p>“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.”</p>
<p>Responding to partner and customer needs, the new Toshiba Authorised Reseller categories are based on areas of expertise and specialisation:</p>
<p>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.</p>
<p>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. Schools in particular benefit from the planning, implementation, training and support that MobileEd resellers can provide.</p>
<p>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. MobileLife stores are conveniently located and easily accessible for the whole family to take time out and choose the right computer and accessories for all their needs.</p>
<p>MobileAV – specialise in the audio visual products and services, caring for commercial and professional audio visual requirements.</p>
<p>All channel partners that have a direct relationship with Toshiba will be known as Platinum Partners.</p>
<p>Changes to the Toshiba channel program will be effective immediately.</p>
<p>For more information, visit www.isd.toshiba.com.au or call the Toshiba Sales Centre on 13 30 70.</p>
<p>-ENDS-</p>
<p>About Toshiba</p>
<p>Toshiba’s Information Systems Division (ISD) is a division of Toshiba (Australia) Pty Limited which is a wholly owned subsidiary of Toshiba Corporation, the seventh largest integrated manufacturer of electric and electronic equipment, with around 165,000 employees worldwide, and annual sales of over US$47 billion on a consolidated basis.</p>
<p>Unique among vendors, Toshiba ISD specialises exclusively in mobile solutions and services and is also the only leading computer brand that is 100 per cent channel-centric. A global reputation for quality has been achieved through an R&amp;D budget roughly equal to Australia’s total expenditure as a country in this area.</p>
<p>Toshiba pioneered the notebook market in 1985 and in recent years, Toshiba ISD extended its solutions offering for Australia and New Zealand with the inclusion of a range of projectors, Pocket PCs and personal storage products.</p>
<p>Committed to People, Committed to the Future. Toshiba</p>
<p>Issued by Howorth Communications on behalf of Toshiba (Australia) Pty Limited, Information Systems Division.</p>
<p>Toshiba’s Virtual Pressroom: www.isd.toshiba.com.au</p>
<p>For further press information please contact:</p>
<p>Caroline Hendra or Sally Robinson
Howorth Communications
Ph: 02 9904 4533
Email: pr@howorth.com.au</p>
<p>Annette Horst
Toshiba Australia Pty Ltd
Ph: 02 9887 6021
Email: ahorst@toshiba-tap.com</p>

• Got more on this story? Email Computerworld
• Follow Computerworld on twitter