Xerox has launched a streamlined channel partner program for IT solution providers that rewards partner loyalty. The enhancements are a key component of Xerox’s strategy to target IT solution providers through a program that’s simple to understand, promotes growth and offers robust sales incentives.
Selling print devices and services are an untapped revenue source for the tens of thousands of IT solution providers that comprise a large portion of the overall U.S. channels market. Xerox wants to help these partners find new customers by offering or expanding print and workflow solutions to current customers.
“Xerox aims to seize a greater share of the IT solution provider market and we see print as both an offensive and defensive sales strategy for our partners,” said Pete Peterson, senior vice president, Global Channel Strategy, Xerox. “We solicited feedback from the IT solution provider community and responded with an enhanced program that leverages our award-winning product portfolio and provides more consistent and predictable profits for partners.”
Making it easier to do business with Xerox
The changes to the Xerox Channel Partner Program for IT solution providers were made with multiple goals in mind – simplification, growth acceleration and operational enhancements:
· Applying for the program is easier and includes a newly established entry-tier;
· partner tiers and the associated sales rebates are more consistent and easier to achieve; and
· a new online dashboard will make tracking partner revenue achievement simpler and more visual.
Program changes spur enthusiasm from Xerox channel partners
Massachusetts-based Printer Support Corporation has offered imaging technology products and services for nearly 40 years in the Boston area. As a solution provider, the Xerox channel partner welcomes the refreshed program.
“Xerox is making big investments in ensuring the success of its channel partners,” said Ellen Allen, president, Printer Support Corporation. “For starters, the improved sales rebate structure is much simpler to understand and track. It is more efficient and is a time-saver that makes doing business a lot easier.”
For more than three decades, Sentinelinc has sold printers and managed print services to customers in the San Francisco Bay Area. The IT solution provider is looking forward to a new and enhanced market development funds structure from Xerox.
“The program offers better sales incentives, meaning I can take the rewards I earn and invest them back into my business to spur continued growth,” said Dan Dominguez, president, Sentinelinc. “The more we sell the Xerox product portfolio to our customers, the faster we’ll increase our profitability.”
Additional program enhancements to benefit multi-brand document technology dealers and Xerox authorized agents are planned for later in the year.