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Panasonic opens the door to all security resellers in new channel programme

By Anthony Caruana
Mon 9 Mar 2015
FYI, this story is more than a year old

Panasonic recently announced their new reseller programme for the security channel. We chatted with Robert Wensing, the group manager for security at Panasonic, about the programme.

With the program just a few days old, Wensing says that they’ve already had a great response.

"The program is all about acknowledging the role system integrators have in the channel. Security is the growing area," he says.

Over the last few years, the security business has undergone a significant revolution. In the past, the purchase and deployment of security cameras was focused on the procurement of hardware and installation by running coaxial cable and power to each camera position.

Today, security cameras integrate with business networks and take advantage of TCP/IP, Power over Ethernet and integration with corporate systems. This has significantly changed the nature of the security channel.

"These solutions are quite complex and our programme is designed to recognise the important role of the system integrators".

As ChannelLife previously reported, the Panasonic programme takes a tiered with Bronze, Silver and Gold partners with Panasonic looking for system integrators who can take advantage of technologies such as facial recognition and marketing applications.

"The partner programme is available to anybody that works in the CCTV or security industry. Our focus is on the quality of the programme and not the number of applicants into the programme," says Wensing.

Wensing says that the traditional, three-tiered approach was intentional so that the programme was simple to follow. But before entering the programme at the Bronze level, a reseller can launch their relationship as an authorised Panasonic integrator.

"There are extra rewards that are based on the level of partnership. Those rewards include things like enhanced margins, sales and technical support, and other exclusive benefits. The level of reward and benefit is proportional to the system integrator's commitment to Panasonic in terms of spend and scale to their involvement with Panasonic on a training and engagement perspective".

Wensing says the process for being recognised, as an authorised integrator, is very simple with a shift up to Bronze level and beyond based on their commitment to Panasonic based on spend and training.

"The programme has been structured so that even smaller operators within the security industry can take advantage of dealer margins and demo equipment and attendance at exclusive events."

"At the lowest level, it as little as $7500 per quarter partners can begin to enjoy the benefits of the partner programme," says Wensing.

The programme will be presented to partners for the first time this week at the Hilton Hotel in Sydney at the Hills Technology Expo with Panasonic planning to push the program further through other trade shows and exhibitions.

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