Fuji Xerox Seeks 200 New Partners And Resellers

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Fuji Xerox Seeks 200 New Partners And Resellers

By Joshua Gliddon
Big channel expansion, mid to high tier offers best prospects 

Printer giant Fuji Xerox has overhauled its partner program and is on the lookout for up to 200 new partners and resellers.

According to marketing and channel operations manager Anthony Toope, the printer market is tough, with the low end contracting, but with real prospects for growth at the mid-market.

He likened the printer market to the television market, where prices have fallen considerably over the last few years. Despite this, he told CRN, IDC is predicting growth of around 50 percent at the middle and upper ends of the print spectrum.

“We have enhanced our partner program to help us capture some of that fifty percent,” he said.

The new program, called Ready for Real Business was developed through extensive surveys of the company’s existing partner roster. Some of the key elements of the program are enhanced lead generation, training programs and an improved rewards system.

Partners can have a syndicated feed of exclusive Fuji Xerox content, which links through to their own product pages. “This content includes videos, product specification sheets and other materials,” Toope said. “It helps equip our partners to be more proactive in the online market space.”

Toope said another of the survey’s findings was that partners were struggling with marketing on the internet in particular. “This is why we have put our efforts into helping partners with online,” he said.

The Fuji Xerox partner program has two levels. The basic level is a recognition as an authorised reseller, while the upper tier members are recognised by being called Premier Partners.

“The distinction between the two is in sales volume and turnover,” Toope said. At present, Fuji Xerox has around 100 Premier Partners in Australia, a number Toope said the company is very keen on expanding, along with the numbers of authorised resellers.

The survey also found partners wanted assistance with lead generation and marketing support. The establishment of a web portal to provide marketing tools is intended to help partners in their marketing activities. Premier Partners can also access Fuji Xerox Connect+, a managed lead generation program to assist those partners identify new sales prospects.

Premier Partners also have the potential to earn up to eight percent rebates across the company’s hardware and consumables.

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May 9, 2013 at 9:10 AM