In the next year Xerox hopes to add 10 to 20 Concessionaire UK reseller partners to the 55 already in place, and has unveiled two new services for them to offer.
Xerox Concessionaires provide only Xerox-branded printers and multifunction devices, but can also sell third-party office products and a range of services.
"The aim is to get to 75 to 80 regional Concessionaires as fast as possible," said Joe Browne, general manager of Xerox's office business. "It's a brave step to become mono-branded, but they get a preferential portfolio."
Xerox has introduced PagePack, a cost-per-page agreement covering maintenance, support and supplies that can be tailored to customers' needs. Concessionaires running PagePack can make direct customer agreements that include their own services.
For SMEs there is ServicePack, which Browne described as a cut-down version of PagePack.
Mark Duffelen, joint managing director of Xerox's premier partner of the year, Xeretec, said: "Xerox discussed [partner expansion] with us first, so it is working with us, not against us. We understand it needs coverage in areas we aren't reaching. There is plenty of the market to go at.
"Xerox has such a wide range we can always fit products to customers' needs."
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