Xerox has unveiled a new Authorised Partner programme providing member resellers with access to rebate deals, discounts, sales leads, training and marketing resources.
Peter Ward, Europe vice-president for Office Group volume channels and distribution at Xerox, said the updated programme is aimed at helping Xerox drive more sales through the channel.
The new programme is Europe-wide, superseding the localised approach the vendor previously had. This will enable Xerox to better resource its channel growth, according to Ward.
“With the country organisations in the past, our focus has been around the value channel. This gives us the opportunity to make the right investment decisions in the right country,” he said.
"And we are increasing the funding available.”
Ward could not say how much more will be invested. However, volume resellers will also get additional investment to help them develop into annuity-based value-adding partners where appropriate.
Xerox already does 80 per cent of its sales through third parties, except for a few large accounts and similar that specifically request a direct relationship, Ward said.
Accredited resellers will be able to access Xerox’s PagePack plan and various
online tools and resources such as the Self-Assessment Value Estimator (SAVE).
PagePack is a fixed cost-per-page contract for SMBs.
In 2006, Xerox altered a two-tier distribution model from 49 country-based tier-one distributors to four regional master distributors – Esprinet, Ingram Micro, Scribona and Tech Data.
Two Xerox production printers were best-in-class at the 2008 European Digital Press (EDP) Association Awards. The Nuvera 288 Digital Perfecting System was top production cut-sheet monochrome printer and the 650/1300 was best web-fed monochrome production printer for 2008.
The EDP Association stated that the award for the Nuvera 288 was based on “the product’s speed and high production, image quality and the Pass Through Programming feature” while the 650/1300 won for its combination of speed, ease-of-use and workflow productivity.
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