Xerox Adds Deal RegistrationBy Jessica Davis | Print
Just over a year after it extended its channel program for imaging technology to VARs and SMBs, Xerox launches a deal registration program.
Xerox is launching its first deal registration program, a move that comes just a year after the company announced plans to expand its partner program to include VARs and introduced a product lineup to support them.
"The program protects deals for our partners and adds a margin enhancement," said Tom Gall, director of value channel marketing for the copier and printer giant.
Xerox is using Blueroads for its deal registration program. Partners log in to Xerox's partner portal and then log in to a dealer network. Deals are approved or denied based on whether they are already in the pipeline or not. But Gall said simple account ownership would not be enough to exclude a partner from any given deal.
Xerox deal registration is so specific that a deal could be for a sale of 12 multifunction printers to a specific workgroup within a specific division of The Coca-Cola Company, for example, Gall said.
"We are looking at the specific deal down to the department and product level," he said.
If one partner registers a deal and another partner sneaks in and outbids the first partner, the first partner would still receive the reward and the second partner would not, according to Gall. Also, once a VAR registered a deal, Xerox would not give bid support to another partner working that same opportunity.
Gall said the company is introducing deal registration now because it's become a common component in so many partner programs.
"We are the first to do it in imaging," he said, "and a lot of our partners have been asking for it."
Xerox's traditional partners have come from the imaging space, but in 2007 the company launched an initiative to recruit 600 VARs from the computing space. Those new VARs are more accustomed to programs such as deal registration, Gall said.
"Our new deal registration program shows that the channel is important to us and we are listening to the channel," he said. "We want to make sure they keep coming to Xerox. The channel is strategic to us going forward."
Deal registration is up and running at Xerox for the company's Gold and Platinum level partners.
"We are promoting this to the subset of partners that are most key to us today," Gall said "We have a finite number of licenses. But that doesn't mean that other partners can't apply."