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1 PRINCIPAL Partner Programme

2 Toshiba Partner Programme The Toshiba Partner Programme is dedicated to supporting our key channel partners and helping them achieve success through a unified goal of business development and sales growth. Providing a solid foundation upon which to build revenue and profitability, the Toshiba Partner Programme outlines a framework for beneficial partnerships focused on achieving your business objectives. As an expert in mobile computing, audio visual and digital media products, Toshiba is at the forefront of pioneering new technologies and is able to extend the business opportunities provided by the convergence of these technologies to our key partners within the Toshiba Partner Programme. Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner

3 REASONS TO PARTNER WITH TOSHIBA PRINCIPAL PARTNER Mobile computing leader Since launching our laptops in the UK over 20 years ago, Toshiba has been focused on mobile computing no other vendor can claim the same experience or heritage in laptops Innovative technology Toshiba is one of the world s leading technology brands, with a suite of market-leading products incorporating the arenas of mobile computing, TV, audio visual and digital media products Quality With over 130 years of experience in technology markets, Toshiba has built an unsurpassed channel and customer reputation for the quality and added-value features of our products Reliability Toshiba s reliability is second-to-none and our Reliability Refund Guarantee demonstrates that belief if a Toshiba laptop is repaired or replaced in warranty, the end-user customer can also get their money back* Dedicated to the channel Toshiba s business model is exclusively focused on the channel and it is designed to develop and support partner and customer engagement throughout the sales cycle Easy to do business with Experts support partners and their customers at all levels and our systems and procedures are designed to make Toshiba easy to do business with Strong distribution channel Toshiba prides itself on having excellent relationships with key IT laptop distributors in the UK. With consistent availability of stock and competitive pricing, they are the ideal partners for your purchases of Toshiba laptops Customer engagement Toshiba works with its channel partners for outstanding customer engagement from web content with key propositions to Telephone Account Managers working with partners on sales opportunities Service and support Toshiba offers its partners and customers outstanding service, including technical support, collect and return service, partner updates on the latest technologies and online partner training Compelling communications and promotions Toshiba consistently delivers compelling channel communications and promotions to keep partners up to date with all the latest Toshiba news and make it easier to sell Toshiba Demand generation Toshiba s demand generation programmes produce business opportunities for partners. In addition, Toshiba s extensive brand campaigns enhance awareness of Toshiba laptops and increase end user customer demand *Terms and conditions at PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Prog

4 PREMIER PARTNER benefits Engagement Dedicated Telephone Account Management Partner Marketing and Communications Service, Support & Training Toshiba Global Support Centre Partner Technical Resource Centre Online Sales & Product Training On Site Product Training ON APPLICATION Communications Support Partner Marketing Resource Centre Marketing Tools and Collateral Regular Events and Briefings Brand and Product Campaigns Demand Generation Campaigns Listing On Toshiba End-User Web Site sales development Loan / Demonstration Units Special Bids Pricing Channel Promotions Exclusive Partner Offers Partner Sales Incentives Bespoke Marketing Plans ON APPLICATION ON APPLICATION Toshiba Partner Accreditation Logo End-User Marketing (Mailout2) *This document is intended only as a guide to the specialisms, and actual classification of partners is at the sole discretion of Toshiba. Toshiba reserves the right to at any time (1) check and validate a partner s expertise and other claims in relation to a specialism, (2) re-classify or change a partner s specialisms (which may involve removing a partner from a specialism), and (3) change this document, and add or remove specialisms. Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner

5 PRINCIPAL PARTNER SECTOR Specialist benefits Toshiba recognises that many business partners focus on certain market segments. In order to maximise this business opportunity with Toshiba s mobile computing, audio visual, and digital media products, Toshiba offers focus and additional support in the following sectors. Partners must define and demonstrate specialist sector expertise through business planning and engagement to take advantage of these benefits.* specialist sectors SMB Corporate PUBLIC SECTOR Education E-Commerce AV Specialist Local Business Reseller To discuss the benefits of these specialisms and how to qualify for them, please contact your Toshiba Sales Account Manager. PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Prog

6 PartNer BENEFIT GLOSSARY PRINCIPAL PARTNER Engagement Dedicated Telephone Account Management Providing dedicated telephone account management, for assistance with sales and marketing queries. Partner Marketing & Communications Partners are kept informed by regular communications on new technologies, products, offers, promotions, and marketing programmes they can benefit from. Communications Support Partner Marketing Resource Centre Access to a dedicated Toshiba Partner Portal for the latest marketing information and sales collateral. Marketing Tools and Collateral Electronic marketing tools, collateral, campaigns, event participation, etc provide partners with the tools to actively increase their Toshiba sales. Regular Events & Briefings Partners are able to attend regular events to find out about Toshiba s strategies and business opportunities plus our latest technologies, products and services. Brand and Product Campaigns Toshiba will actively market its core brand values and product innovations to end-users to generate interest and demand for channel partners. Demand Generation Campaigns Toshiba will market its key product propositions and develop specific demand generation activities with key partners. Listing On Toshiba End-User Web Site Partners are listed on the Toshiba end-user website to enable customers to find their most appropriate partner. Toshiba Partner Accreditation Logo Partners can use the Toshiba partner logo on their website and marketing collateral to communicate expertise on Toshiba products, options and services to their customers.* End-User Marketing (mailout2) mailout2 is an online service enabling partners to personalise their campaigns with their logo, value proposition, pricing and call to action & then broadcast to their customer database. * Subject to complying with Toshiba s brand and logo guidelines. Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner

7 Service, support & Training Toshiba Global Support Centre (TGSC) The TGSC provides a range of technical and customer care services. Partners can either contact the TGSC on behalf of their customers or refer their customers directly to the TGSC for support. Partner Technical Resource Centre Access to a dedicated Toshiba Partner Portal for the latest technical news and bulletins, driver downloads, service maintenance manuals, support for Microsoft service packs, technical training courses, etc. Online Sales & Product Training To be launched later in 2008, we will provide online training resources to encourage Partners to build their knowledge and expertise on Toshiba products, options and services. On Site Product Training On request, we can also tailor on-site product training courses to meet our partners specific needs, including category positioning, range familiarisation, product features and benefits, added-value options and services, our latest promotions, etc. Sales Development Loan / Demonstration Units Partners can access Toshiba s pool of laptops available for short-term customer loan to convert business opportunities into sales. Special BIDS Pricing Special bids pricing is available on request to assist Partners in winning quantity orders of Toshiba products, options and services*. * Subject to commercial assessment by Toshiba. Channel Promotions Regular promotions are designed to provide partners with enhanced margin opportunities and increased ability to close sales. Exclusive Principal Partner Offers Toshiba provides exclusive Principal Partner offers on a regular basis through our key distributors, designed to give partners added-value opportunities and increase their sales of Toshiba laptops, options and services. Partner Sales Incentives Toshiba can provide sales incentives for partners based on incremental revenue generation more details available from your Toshiba Sales Account Manager. Bespoke Marketing Plans Partners wishing to discuss future marketing activities will need to provide a marketing plan, so that revenue, cost and ROI can be assessed and measured PRINCIPAL Programme Toshiba Partner PRINCIPAL Programme Toshiba Partner PRINCIPAL Prog

8 CONTACTUS With many opportunities for you to grow and develop your business with Toshiba, we look forward to having a long-term and productive partnership with you. If you have any queries, please do not hesitate to contact us. Telephone End-User Team Channel Team Address Computer Systems Division Toshiba Information Systems Weybridge Business Park Addlestone Road Weybridge Surrey KT15 2UL partnerprogramme@toshiba.co.uk Web PRINCIPAL PARTNER

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