A few months on from the rebrand, Paul Jennings, Head of Channel, Northern Europe for dynabook Toshiba gives us his perspective on where the company stands in the market now and its value proposition for TD SYNNEX partners and their customers.
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Rebranded dynabook is back with an even better value proposition
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New partner programme with added benefits now available
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Big plans for growth and 100% committed to partners
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Education is a key focus
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Rewards, deal registration and account management on offer
Q: What differences have you seen under the new Sharp-Foxconn ownership? How will this benefit partners?
A: We’ve been able to make massive investments into our product roadmap. We’ve launched new and cost-competitive devices with the latest technologies. This new, innovative breed of products will help partners attract more customers and close more business. What's more, our senior team has over 90 years of combined experience, so our channel partners have peace of mind that we’re experts in this field.
Q: What’s dynabook’s route to market strategy?
A: We are 100% channel-focused. Our partner base is our bread and butter and is therefore a crucial component to our success. As a result, our channel partners get our full support to engage a customer and convert a sale. They know they can rely on and trust the dynabook brand.
Q: Are there plans in place to accelerate the dynabook business? What is the outlook for 2021?
A: We have big plans for growing the business. This is supported by an ever expanding product line up, better costing, more resources into marketing and other supporting sectors and – of course – the reseller partners we work with.
Education will remain a key focus for us, in addition to other key verticals including healthcare, government and SMBs
Education is part of our heritage and it’s become even more of a focus this year. We’ve been actively working with the Department for Education to rapidly bring devices to educators and pupils, helping to empower them with the right tools to provide uninterrupted and reliable access to learning - no matter their location.
Looking ahead to 2021, education will remain a key focus for us, in addition to other key verticals including healthcare, government and SMBs. To support this expansion and attract more channel partners in key markets and verticals, we recently launched a refreshed partner programme with new incentives and rewards, sales support, and digital services.
Q: What support and / or tools are in place to enable resellers to look to sell dynabook products into their existing customer base?
A: Our success is built on our relationship with our trusted and valued partners. As such, we’ve put a lot of effort and investment into developing a personal partner programme with a variety of support options, rewards, and incentives.
We recently launched a new online deal registration tool designed to commercially reward and protect partners on new dynabook business. Partners can now loan devices for up to two weeks and also buy two demonstration laptops for up to 50% off the listed channel price per quarter, so they can give customers a hands-on first experience and maximise potential of conversion.
We have also bolstered our account manager team which gives partners access to a dedicated, expert team to make doing business with dynabook easier than ever
We’ve also recently launched Dynabook Rewards which - as the name suggests – rewards partner sales teams when they sell selected dynabook products. The incentive is a loaded Visa card which can be used anywhere, just like a normal card.
Having invested into internal resourcing, we have also bolstered our account manager team which gives partners access to a dedicated, expert team to make doing business with dynabook easier than ever. They can provide product information, marketing materials, end-user support, special bid discounts and deal registration.
In addition, we’ve initiated an Ambassador programme specifically designed to ensure salespeople and vendor managers feel rewarded for their hard work. Dynabook will train key individuals in a partner’s organisations to become product experts. In return, Ambassadors will get to use the latest dynabook technology as their work device plus other benefits.
Q: Why should a partner reseller position dynabook products?
A: Firstly, our cutting-edge technology and services increases a reseller's chance of end-user engagement. They are supported by our sales team, which is filled with trained, skilled, and proactive people. They will act as an extension of a partner’s team and will provide them with support to differentiate themselves from their other vendors. From a commercial perspective, our products offer more margin than our competitors and our partner programme means there are some great rewards in place.
Q: What differentiates dynabook?
A: Since the rebrand, we have adopted a reinvigorated modern ethos which puts a start-up mindset front and centre. We understand the need for organisations such as ours to be agile and flexible in all areas of their business. Unlike our competitors, we can afford to disrupt the status quo. We also really care about partners, having fostered relationships with key channel vendors for over 30 years.
Q: Customer specifications can be very specific, can dynabook accommodate?
A: We know that sometimes customer requirements can be challenging. We can build, customise, and deliver in just three weeks. Our built-to-order service is flexible to a wide range of specifications - customers can choose a laptop to their exact requirements. We work with our partners throughout the whole process to ensure the solutions meet theirs and their customer’s needs. BTO products are developed in dynabook’s own build facility managed by our logistics teams to make certain that customers get top quality, quickly and effectively.
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