XEROX REVAMPS CHANNEL PROGRAM

  • banner-01-26-17b
  • 4toner4
  • Print
  • mse-big-banner-new-03-17-2016-416716a-tonernews-web-banner-mse-212
  • 2toner1-2
  • cartridgewebsite-com-big-banner-02-09-07-2016
  • clover-depot-intl-us-ca-email-signature-05-10-2017-902x1772
  • 05 02 2016 429716a-cig-clearchoice-banner-902x177
  • ces_web_banner_toner_news_902x1776
  • ncc-banner-902-x-177-june-2017
Share

XEROX REVAMPS CHANNEL PROGRAM

 user 2008-01-15 at 11:36:00 am Views: 94
  • #19118

    Xerox Revamps Channel Program
    Xerox 
    announced Monday that it has revamped its Peak Reseller Program in an
    effort to expand the variety of products available to its channel and
    to make the company a better partner, executives said.”We want to take
    this opportunity to say we really are committed to this channel and we
    have made some significant changes to our Peak program because of the
    feedback we received from our channel,” said Paul Crisswell, channel
    marketing manager for Stamford, Conn.-based Xerox.”We’ve opened it up
    to allow them to sell more of the hardware and we’re giving them more
    reporting and management capabilities for their business so they can
    help manage their business with Xerox,” Crisswell said.

    The top
    two levels of the peak program have been combined into a Platinum tier
    which offers resellers a dedicated account manager and applications
    engineer and marketing development funds for regional promotions. Gold
    partners can submit proposals to receive marketing funding and are
    eligible to receive sales leads from Xerox. Silver partners have access
    to the partner portal and monthly reports generated by Xerox on
    solution providers’ sales.In addition to the streamlined program,
    resellers have access to instant rebates on Xerox products and an
    expanded portfolio of products bringing some of the company’s high-end
    multi-function devices like the Xerox Work Center 7300 series to the
    channel. “A lot of those were sold through our direct channel. So this
    is another step in that recommitment to our reseller,” said Crisswell.
    “Those are the products that the customers have been asking for and
    we’re going to open those up to them.”The company will also offer Peak
    resellers training to help them get up to speed on the multi-function
    products.”We’ve opened it up to allow them to sell more of the hardware
    and we’re giving them more reporting and management capabilities for
    their business so they can help manage their business with Xerox,”
    Crisswell said. Resellers will also be evaluated on an annual basis. In
    the past, assessments were quarterly.Xerox is also putting more money
    on the table for Peak resellers. “We’ve taken our MDF dollars and we’ve
    actually increased those over 2007 so we’re making a concerted effort
    with our key partners to help them use the MDF funds wisely,” Crisswell
    said. “We want to continue to improve our program to make it an even
    more compelling program for our partners and to make money with them.
    That’s the name of the game and we want to help them.”

    One Xerox
    reseller who requested anonymity gave Xerox’s outreach to the channel
    and its programs mixed reviews. While he said that Xerox has programs
    he thinks are “phenomenal” like Page Pack, the company’s segmentation
    of programs can be overbearing. “The biggest thing that I see is that
    they really don’t have a unified channel. They’re trying to have all
    these [programs] and separate things out, and they’re trying to
    determine what is high value and high-touch. But when it comes down to
    it the customer is going to determine what’s high value,” he said.