Xerox has become the latest vendor to simplify its channel program as part of an effort to reduce the friction and overhead associated with getting compensated.
The revamped channel program announced today now includes a lower entry-level tier and access to an online dashboard that promises to make tracking partner revenue achievement simpler. In addition, Xerox is making the associated requirements sales rebates provided as part of a Xerox channel tier both clearer and more consistent, says Pete Peterson, senior vice president for global channel strategy at Xerox.
“Simplification is one of the foundation elements,” says Peterson. “We also want to make sure there is more predictability.”
To further expand its reach in the channel Xerox is also exploring potential opportunities to make greater use of distribution, says Peterson. Xerox is also planning additional enhancements to the program later this year that are designed to better reward partners that carry multiple Xerox brands.
In an exclusive ChannelHappyHour podcast that can be heard here, Peterson describes how the channel is key to a Xerox effort to extend its reach into the small-to-medium business (SMB) sector that began with the launch of 29 products last year.
At the same time, Xerox has been significantly expanding its focus on software. Xerox and its partners have now created over 50 applications designed to address everything from applying mobile applications to existing workflow to templates for managing documents in the healthcare sector.
It may take a while for the bulk of the existing Xerox channel to seize that software opportunity. In the meantime, Peterson says Xerox continues to see strong growth for managed print services in the SMB space. Also, Peterson says Xerox is also committed to working more closely with channel partners in the enterprise space as well.
In short, like many companies that are struggling to increase revenue, Xerox is learning the reach channel partners provide is truly indispensable. Of course, partners tend to get a lot more excited about programs that are very clear about what precisely is expected from them to achieve a specific benefit within a very precise amount of time.
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