Panasonic TOUGHBOOK Enhances its European Channel Partner Programme
Our newly structured channel programme, ELEVATE, represents the most significant shift in Panasonic TOUGHBOOK’s channel-first, go-to-market strategy in its 30-year history.
written by: Damien Fernandez, European Partner and Channel Manager at Panasonic TOUGHBOOK
Continued Investment and Innovation
The launch of ELEVATE coincides with a period of significant investment by Panasonic TOUGHBOOK in Europe in its 30th anniversary year. This includes the establishment of dual Service and Solutions Centres in Cardiff and Budapest; the ongoing development of its Mobile-IT As-A-Service (MaaS) full-lifecycle solution; and new AI-enabled TOUGHBOOK devices that allows field users to process and analyse data at the edge, directly on the device.
Providing a formal, tiered partner structure, deal registration and enhanced training opportunities, ELEVATE gives our partners the commercial structure, predictability, and financial incentives they need to build their business with confidence.
Formal Deal Registration Provides Clarity
ELEVATE’s Deal Registration system provides increased pricing clarity to partners when registering opportunities. This commercial predictability allows partners to plan their engagement around that opportunity. If multiple partners are pursuing the same customer, each can register separately, but the programme is designed to reward the partners who are investing in the relationship and bringing value to the end user.
Enhanced Training Increases Panasonic Expertise
The Panasonic TOUGHBOOK partner training platform, Basecamp, introduces rugged mobility to new partners entering the market, while strengthening the knowledge of established players. It features three pathways that equip partner teams with the required knowledge to advise customers accordingly:
- Rugged Foundations
- Winning with TOUGHBOOK
- TOUGHBOOK Technical Expertise.
Partners who complete the latter two pathways earn shareable badges and certifications that showcase their TOUGHBOOK expertise. This helps them stand out in a competitive market.
Giving Elite Partners a Platform to Grow
The Elite tier of the ELEVATE programme provides development for partners who have made TOUGHBOOK a core part of their businesses, and who want to grow with us.
Elite partners can collaborate with Panasonic on annual channel growth plans, quarterly business reviews, and channel recruitment incentives. They are also eligible for performance-based growth rebates tied to agreed revenue targets and receive a dedicated Partner Account Manager. This gives partners a strategic advantage, reshaping how they can plan, sell and scale their own businesses.
A Partner-First Approach to Rugged Mobility Growth
With the rugged mobility market scaling at speed, it is now critical for organisations to build a partner ecosystem that can sustain this demand. ELEVATE is built from the ground-up and continuously improved with partner feedback.
It is designed for partners across all European markets, and for those that have strong customer relationships in sectors that are digitising frontline operations, including defence, emergency services, utilities, transportation, and field services.
Launched in our 30th anniversary year, ELEVATE is a signal that we're investing in the next 30 years of growth together with our partners.
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