Xerox Beefs Up Printer Channel Partner Program Benefits

By Jessica Davis  |  Print this article Print


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The company is adding deal registration, expanding rebates and increasing available online training.

A year after its CEO exhorted staff to "partner or perish" followed by the announcement of its PEAK printer partner program, Xerox is enhancing the benefits offered to partners through that program.

New components include deal registration, greater revenue and profit potential through more expansive rebates and access to the manufacturer's more advanced products that previously only have been available through copier dealers.

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The company has also flattened the partner program slightly, moving to three tiers—Silver, Gold and Platinum—from the four tiers it offered before. The highest tier's benefits are now being offered to Platinum partners and those elite partners have been rolled into the Platinum tier, according to Paul Criswell, channel program manager at Xerox.

Partners will now be rewarded with back-end quarterly rebates for not just hardware sales, but also for sales of service contracts such as the company's Page Pack managed print services packages and on accessories.

The program will now also offer front-end discounts to Silver partners, a benefit not previously available to that level of partner, according to Criswell.

"We are also trying to be easier to do business with," he said. "We are trying to streamline our partner program and give partners more tools and more reporting on a monthly basis."

For example, partners will now get a statement of their performance on a monthly basis that includes information about what payouts they are getting in terms of back-end rebates, he said.

Xerox is also expanding its online training with more product model-specific training and more information on solutions such as Page Pack, Criswell said.

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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