Logitech Counts 124 New VARs to Partner Program

Peripherals maker says distribution channel driving foray into enterprise market, extends to Canada, plans for Europe.

February 18, 2012

D.H. Kass

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Logitech International S.A. said that 124 U.S. channel partners have signed on to its business-focused reseller program since inception seven months ago, a development the vendor contends is helping it expand brand awareness and sales beyond its core consumer markets.

The vendor said that it had added 24 new channel partners in the last three months and expected the ranks to keep growing owing to its business-to-business value proposition and its lineup of peripherals products--webcams, tablet accessories, mice, headsets and keyboards.

Logitech initiated its channel program in July, 2011 to go after the B2B market, a segment it historically lacked a notable presence, officials said. The program, which offers three levels of participation for partners based on volume commitment, spans value-added resellers (VARs), system integrators, direct marketing resellers and office-supply superstores.

Program members receive benefits such as upfront discounts, rebates, dedicated support, marketing and sales assistance including demand generation, and an early look at upcoming products.

Recent additions to the program include Discover Group, Brooklyn, NY; Eastern Data Computer Systems, Norcross, GA; Evergreen Computer Products, Seattle, WA; FirstCall Office Solutions, Los Angeles, CA; Iron Bow Technologies, Chantilly, VA; NCS Technologies, Gainesville, VA; and, ZT Group International, Secaucus, NJ.

The vendor also lists as program members some bigger names such as CDW, Insight, PC Connection and PC Mall.

Logitech said that it has expanded its current lineup of distributors—D&H Distributing Co., Tech Data Corp., Ingram Micro Inc., MA Labs and Synnex Corp.--to include Jenne Inc., an Avon, OH-based company handling IP telephony, audio and video conferencing, data networking and IT security products.

Jenne is offering resellers a bundle of UC accessories including Logitech webcams, headsets and speakerphones, officials said.

“Many resellers have told us they didn’t need to think twice before joining our program,” said Ken Oberman, Logitech vice president, business sales.

“These resellers – and their IT customers – already appreciate the value of the Logitech brand and are eager to put Logitech products in the hands of users,” he said.

Ken Ye, Access Micro Corp. president, said that the Logitech partner program “shows considerable sophistication,” for a vendor “new to the enterprise market and to channel sales.”

Logitech said that it expanded its channel program to Canada last month and planned a foray into Europe later this year.


TAGS: distribution,peripherals,Logitech,channel program,channel partners,B2B,Jenne

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