Xerox is throwing its entire Office range open to the channel to widen its reseller base from its Xerox-only VARs.
Until recently a percentage of the Office range was sold through its concessionaire or Xerox-only resellers, but the vendor is now hunting for more diverse resellers to join its ranks.
Joe Browne, director and general manager for Office business at Xerox, also said this recruitment drive will be initiated through its three core distributors, Midwich, Micro Peripherals and Computer 2000.
"Xerox is 100 per cent committed to the channel. There's no grey areas; it's black and white. We are looking to become a serious player in the sub 19-print pages per minute market," Browne said.
Channel recruitment will be done through marketing schemes, as well as internally developed initiatives.
Alex Ward, commercial director at Midwich, said the expansion sounds positive. "I think the expansion will be done in stages, with some sections sold through controlled channels for a while.
"The process has already begun and it?s been positive for us as a distributor," he said.
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