In the wake of the biggest product launch in the company’s 110-year history and Future of Work global forum tour, Xerox is giving its channel partners the opportunity to recreate their own local forums to drive sales for the company’s new ConnectKey office technology. Armed with two new marketing kits and leveraging their complementary services and custom apps, channel partners can use the promotional tools to drive demand and revenue in their local markets.
Xerox launched 29 new ConnectKey-enabled devices, the AltaLink and VersaLink products, which transform printers into smart, connected workplace assistants. Available in a variety of sizes, speeds and capabilities, the new products offer channel partners the ability to sell across the spectrum of company sizes—from large enterprises to small- and midsize businesses (SMBs).
One thing that many channel partners have in common is a lack of time because so many of them handle multiple duties. Xerox’s new marketing and sales kits gives them the opportunity to host a product marketing event that they might not consider otherwise because of time and cost constraints.
The two kits, used for both demand generation and building closer relationships with customers, were created to help partners develop new and faster revenue streams. The Future of Work Forum Kit focuses on planning for the event, while the Demand Generation Kit provides sales and marketing tools.
Xerox has done most of the work for channel partners in terms of events planning. Partners just add their expertise and offerings, and they pretty much have a ready-made event or forum. Xerox provides sample invitations and agendas, presentation materials, imagery, equipment recommendations, logistics and budget guidance, social media assets and public relations support. It also recommends venues.
This is coupled with a demand generation tool kit that includes marketing materials, such as online content, outbound emails, social media templates and webpage elements. These materials are aimed at both existing and prospective customers.
With many employees at channel partners wearing multiple hats, the “tool kits give them a head start on their marketing efforts,” according to Darren Cassidy, president, U.S. Channels Unit, North America Operations, Xerox.
The marketing tool kits can help channel partners drive revenue and form tighter customer relationships through events-driven marketing. For Xerox, these tools are key to its strategy to increase market share in the SMB market.