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Panasonic is looking towards the channel and the ISV community as a way of increasing sales of its Toughbook rugged notebook products.
The vendor has just appointed Sylvaine Smith as its head of partner management for Europe and is expecting her to develop the channel, working with existing partners as well as bringing some fresh talent on board.
She joins Panasonic Toughbook at a time when the rugged notebooks revenue is rising and the vendor's products are performing well against the competition.
The vendor has a channel programme that services 1,000 partners across Europe and currently just 30 ISVs, which is an area that it hopes will expand with the launch of a certified ISV partner status.
“Customers value the range of specialist applications, management, security and connectivity solutions that Panasonic and its partners can offer mobile workforces with our Toughbook rugged notebooks and Toughpad rugged tablets,” said Sylvaine.
“This solutions’ focus has helped us become the European market leader in each category and Panasonic has now set its sights on Europe’s rugged handheld market. In the past 12 months, our revenues in this sector have grown 55% and almost a third of the product range is now dedicated to this market. Our focus is to work with a range of specialist partners to create new business solutions for our devices across a range of vertical industries, such as retail, logistics, manufacturing and the public sector," she added.
The vendor's channel programme is responsible for driving 77% of the revenues that have gone via partners and there are more efforts being made to encourage more to sign up.
Overall the rugged notebook market is experiencing growth in the EMEA market, according to recent figures from VDC Research, with a stable channel and Windows 10 upgrades a couple of the factors that have helped the market continue to deliver in 2016.