Rugged laptops are a tiny part of Dell’s portfolio. They are looking to expand that, bringing more functionality from their other PC lines into their ruggeds to give them more feature differentiation in the rugged space.
The big opportunity here is for Pivot3 partners who sell into the military/intel part of the U.S. defense space, but other NATO countries can be sold it as well, and it also has other use cases in rugged environments.
The two new devices, the Toughbook T1 and the L1, with the latter designed for landscape viewing, become Panasonic offerings for lesser demanding rugged environments. The N1, their offering above the new devices in the market, has been enhanced.
In addition to providing increased benefits for those partners who elect to sell only Panasonic rugged notebooks, Panasonic has also increased its investment in a channel account team to provide more reps to work with partners.