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UK: Lexmark Unveils Channel Partner programme overhaul
New partner programme focuses on high value offerings
Print vendor Lexmark recently shed light on why it’s replacing its ValuePrint channel programme with a new programme that will focus on “high value propositions”.
In a move away from hardware sales, the new Lexmark Business Solutions Dealer (BSD) programme incorporates managed print services and workflow solutions, as well as new software and dedicated support.
“The BSD programme is undergoing an important evolution towards added-value solutions, enabling our channel partners to grow their offerings and take advantage of the business opportunities that this will bring,” says Gary Bourland, general manager for Lexmark UK & Ireland.
Like its ValuePrint partner line, BSD partners will receive access to a range of dedicated devices and consumables including 26 models from low-end monochrome laser printers to departmental colour multifunction devices (MFDs).
The change brings the UK in line with Lexmark’s channel programme in the US. Under the BSD programme, existing contracts with partners and Lexmark’s Terms and Conditions will remain unchanged, says the firm.
Elsewhere, Lexmark channel director Martin Fairman says Lexmark has been aggressively recruiting partners as it works towards increasing the number of its UK partners from 48 to 80 in three months. He says the firm is also identifying key vendors that Lexmark could complement with its A4 range of copiers and MFDs to “fill any gaps” in a dealer’s portfolio.
Meanwhile, the vendor is preparing to announce changes to its rebate scheme for 2012, which will see more incentives for selling colour machines.
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