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Xerox Simplifying Partner Experience After Management Overhaul
Channel chief talks to Channelnomics about overturning history of business challenges for partners
By Jessica Meek.
Xerox is working to become easier to do business with after an overhaul of senior management has brought in leaders with a "speed of urgency", according to channel chief Pete Peterson.
Peterson, who joined the company in April 2017 as SVP of global channel strategy and now holds the post of Xerox channels president, told Channelnomics in an interview that the appointments of Mary McHugh to chief delivery officer and Steve Bandrowczak to EVP, president and COO, both in June this year, along with new CEO John Visentin, installed in May after the ousting of former CEO Jeff Jacobson, brought a number of areas into focus that had previously been lacking at the vendor.
"Some of the things that have been challenges for Xerox for years, they've come in and identified how to simplify the business," Peterson said of the leadership team. "Xerox has a great brand, with very innovative products and solutions, but at the end of the day we're not, and haven't historically been, the easiest company to do business with. Things they're bringing to the table is what I would call 'a speed of urgency' all around simplifying and driving simplification across our business, which will absolutely have a direct impact on our channel business and a direct benefit to our channel partners," Peterson said.
Of particular note is the channel experience that McHuch and Bandrowczak bring to the table, which, according to Peterson, aligns with the channel and SMB focus Visentin has outlined in Xerox's strategy going forward.
"A common theme among all the new leaders is a very strong channels background and very strong services background, so those are obviously key elements of what we do and what we aspire to do," Peterson said.
In terms of how this will impact partners directly, it is expected to manifest itself "in lots of different ways", particularly in partner engagement with the vendor, both directly and through partner tools and portals, which Channelnomics heard will see a marked improvement in terms of efficiency.
"Some of the things we've already kicked off in my 16 to 17months at the company is a streamlined engagement with partners through our channel program, making sure that we have them focus on the things that are important to us, but hopefully equally important to them," Peterson said. "We relaunched our global partner program here in late January, and the feedback has been very positive in terms of making sure it's aligned to the strategic objectives of our company. It has also been simplified in terms of how partners engage with us so that they're not having to bounce around in a myriad of different programs just to find the financial benefits that they need to drive their business."
Key for the remainder of 2018, according to Peterson, is leveraging the programs launched earlier in the year in the continued effort to simplify the business, which "is absolutely key", while also working to accelerate revenue growth and the partner base, which the channel chief said is "absolutely critical".
Along with this is making sure partners are fully versed in Xerox's products to ensure that they "understand the breadth of the offerings that we have", Peterson said, noting the vendor's 50 to 75 apps – many of which were developed by partners – in its ConnectKey devices, launched in March 2017.
"In 2018 we're on track to have a pretty solid year based on our performance, but we are also making sure that we working on the things that will make this business even more attractive to the partner community in 2019 and beyond," Peterson said. "That's our focus for the next six to 12 months."
https://www.channelnomics.com/channelnomics-us/news/3061051/xerox-simplifying-partner-experience-after-management-overhaul
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