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Panasonic Restructuring Impacts Channel Operations

Panasonic this week restructured its North America operations as it seeks to capture more enterprise spend; the move impacts the channel program.

First, the company has categorized its business products by vertical markets, including government, health care, hospitality, insurance and SMB. Platforms for these sectors include video, imaging, point of sale, security, surveillance, communications and so-called “rugged endpoints” such as the Toughbook mobile computers. To that point, Jan Ruderman, vice president of government solutions for Panasonic, now oversees the Toughbook and Toughpad division.

Panasonic also said it’s creating new opportunities for its more than 9,000 dealers, resellers, systems integrators and other partners, but didn’t elaborate on how that will come about, such as through lead generation. Nonetheless, the company has tasked Sheila O’Neil, vice president of distribution, with overseeing relationships with key distribution partners. Meanwhile, Bill Brennan, senior director of the reseller channel, will work with dedicated internal partner sales reps who will generate demand for the channel, according to Panasonic.


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