Xerox Enhances Partner Program to Steer Partners to ‘Untapped’ Revenue Source

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Xerox is enhancing its channel-partner program with a newly established entry tier, “easier to achieve” sales rebates and other features aimed at improving how partners to do business with the company.

The enhancements are a key component of Xerox’s strategy to target IT solution providers through a program that’s simple to understand, promotes growth and offers robust sales incentives, according to the company.

Xerox's Amy Belcher

Xerox’s Amy Belcher

Amy Belcher, Xerox’s vice president of global channel enablement, tells Channel Partners the “voice of the partner drove the need for enhancements.”

“We are continuously seeking feedback from partners through advisory councils, partner meetings and partner surveys,” she said. “IT solution providers can now expand their portfolio with Xerox print and workflow solutions. This will help them attract new customers, as well as offer an untapped source of revenue to existing customers. Partners can leverage the numerous customizable marketing campaigns to drive end-user demand generation. These tools are located in the marketing section of the Xerox partner portal.”

Xerox said applying for the program is easier. Also, a new online dashboard will make tracking partner revenue achievement simpler and more visual, it said.

“The enhanced program makes it easier for partners to understand how they become tiered (e.g. platinum, gold, silver) and how to make money,” Belcher said. “The enhanced program targets the IT solution provider segment of the U.S. channel market, supporting Xerox’s focus on channel expansion.”

Massachusetts-based Printer Support has offered imaging technology products and services for nearly 40 years in the Boston area. The Xerox channel partner welcomes the refreshed program.

“Xerox is making big investments in ensuring the success of its channel partners,” said Ellen Allen, Printer Support’s president. “For starters, the improved sales rebate structure is much simpler to understand and track. It is more efficient and is a time-saver that makes doing business a lot easier.”

Xerox plans additional program enhancements to benefit multi-brand document technology dealers and authorized agents later in the year.

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