Apps-Powered MFPs Provides Fresh Opportunity for IT Solution Providers

The emergence of apps that expand the role of multifunction printers (MFPs) in the workplace presents a fresh opportunity for IT-focused resellers. By applying their IT expertise to developing apps that differentiate their print offerings, they can bring new value to the digital transformation of their customers’ businesses and new revenue streams to their own.

To help them get there, we’ve just launched a streamlined partner program for IT solution providers that’s simple to understand, promotes growth and offers robust sales incentives. The intent: provide an easy way for IT solution providers to pursue what is for many an untapped revenue source.

The Time is Right

The timing couldn’t be better for partnering with Xerox for these offerings. Last year we totally refreshed our product portfolio with 29 new AltaLink® and VersaLink® printers and MFPs for the workplace, rolled out in the largest technology introduction in our 110-year history. Each new model is equipped with our ConnectKey® operating system and solutions software—and its open API platform—for developing apps that can automate unique work processes.

The 29 new models bring a common platform for developing workflows specific to your customers’ businesses and a common interface across all devices to enable a unified customer experience.

Only Xerox offers this depth of customization and breadth of common user experience. It’s a great package to bring to the underserved small- and medium-sized business (SMB) segment, where 75 percent of office technology sales are made through indirect channels.

That opportunity is a key reason why we’re on a mission to make it easier for our channel partners to do business with us. Our streamlined program for IT solution providers is the latest in a series of recent improvements we’ve made to boost our efforts to help our channel partners pursue the SMB opportunity.

Leading the Workplace Transformation

What’s new for IT solution providers? You’ll now find it easier to apply to our program, and once you’re in you’ll find that the program’s tiers are more consistent and predictable so the associated sales rebates are easier to achieve.

We’ve also made tracking partner revenue progress simpler with a new, more visual dashboard in our partner relationship management system, which will help us improve the guidance we offer our partners.

The improvements to our award-winning partner program will make it easier to do business with Xerox and provide more predictable profits for our partners.

Last spring CRN awarded Xerox its prestigious 5-Star Award, which recognizes an elite subset of Partner Program Guide applicants who offer solution providers the best partnering elements in their channel programs.

Xerox was also honored with the coveted Channelnomics Innovation Award for Global Partner Program of the Year, thanks to our ability to bring innovation, forward thinking and excitement to the channel.

Finally, we’ve bolstered the Xerox channels management team with more than a dozen industry veterans including high-profile hires from outside the company who have extensive channels experience. These include John Reilly, our new head of sales in the United States for IT solution providers and Jamie Jalazo as director of field sales. We also brought in Amy Belcher to lead global channel enablement.

So, these are big investments in support of a big opportunity—to lead the transformation of the SMB workplace. And that’s something every channel partner needs to be doing right now.


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