Do you ever get the feeling that you’re in the right place at the right time?
With the boom of managed print services and the rebirth of the print industry, the year 2015 is shaping up to be the perfect storm for Xerox partners. You then add in the launch of the redesigned Global Partner Program (GPP), and the opportunities are staggering. Think consolidated global framework and more rewards (growth rebates) to drive the right performance. Think an ease of doing business and new specialties to help partners differentiate their expertise. Think new document technology solutions that will set you apart from the competition.
Where should partners focus their energy?
In this article, we will give Xerox partners an insider’s glimpse into key strategies and resources to leverage when conquering the opportunities in the small and mid-sized businesses. Beginning in January, many of these enhanced GPP benefits listed below will be available . Future program components will be operational in May 2015 and phased-in throughout 2015. Here are the 5 ways to prosper as a Xerox partner:
1 Highlight solutions that make a difference
No one knows your business or your customers better than you do. As a strategic partner, you understand your customer’s needs and can guide them to solutions that will make a difference for their organization. Take the time to get to know what really matters for your customers. Your ability to recognize selling opportunities with speed and agility will be the first step in turning prospects into new Xerox customers and loyal advocates.
- For the budget minded, suggest Managed Print Services or PageConnect Services*. Not only will these solutions change the way your customers work, it will also give them control of their print devices.
- If security is a priority, recommend Secure Print. It offers the peace of mind that many of your customers are searching for.
- Are they focused on productivity? Personalized Application Builder and Xerox® ConnectKey® technology are the solution. Your customers will love the ability to streamline document flow and automate business processes.
2 Prioritize small & mid-sized customer relationships
Research shows that small and mid-sized accounts are your best bets for growth. These customers need to control their print costs, improve document security and become more sustainable — but don’t have the resources to manage it. As an added bonus, the majority of these customers are searching for one service provider for both print and IT services. This could be you. By targeting these groups, you position your organization for long term success.
3 Establish yourself online as Xerox partner (available via Xerox Partner Portal)
In today’s B2B culture, your online presence and website matter more than you might think. Did you know that 70% of a typical purchase decision is made before a customer even talks to a sales rep? That’s why it’s so important to establish yourself as a Xerox partner online. Channel champions suggest Xerox’s Website Pro** because it delivers Website Syndication – evergreen content automatically syndicated for your website. Ensures current, accurate information is available to prospects and existing customers and is a lead generation engine. Also includes search engine optimization and links from xerox.com to your site.
Update your online presence with the new Authorized badges/logos and proudly display your Xerox expertise. Partnering with Xerox means you’re partnering with one of the most recognizable and trusted brands in the industry – leverage this brand association.
4 Leverage turnkey marketing campaigns that pack a punch (available via Xerox Partner Portal)
Not surprisingly, our most successful partners are also the ones who deeply believe in marketing. They know that to grow awareness and generate leads, you must first arm your sales reps with the basics: brochures, flyers and direct mail campaigns. From there, they leverage the suite of assets and tools available from the partner portal to promote their business and drive demand. They create co-branded email campaigns, multimedia presentations and even proposal generator pieces that really do stand out in a crowd. This easy-to-use resource is something all partners should definitely take full advantage of.
5 Streamline your sales processes
We don’t need to mention the importance of getting face time with your customers. It’s how your business gets sold, and it’s also probably the most labor intense role within your organization. Would you believe that 40% of a rep’s time is spent creating customer deliverables? The new end-to-end enablement portal, SMART Centre, automates the creation of customer-facing collateral and proposals, all co-branded with your contact information. You will find that the net result is a shortened sales cycle and improved time to market.
Where are you going to focus your energy? Post a comment below and let us know.
Subscribe to the Channel Partner Connection and receive email updates when we publish a new article.
**Website Pro is already established in North America and is a new benefit for European Channel Partners