Xerox enhances focus on partners profitability

The technology and channel business of Xerox India has registered a doubled digit growth in the last calendar year, the company attributes this success to its new initiatives taken towards the channel development and improvement of partners profitability. The company has introduced 12 Channel Levers in the beginning of this year, which would offer better and faster returns to channel partners.

Vipin Tuteja, executive director, technology, channels and international business, Xerox India said, "Over the last 2 years, we completely revamped our channel business to provide productive and efficient growth to the partners. Our 12 channel levers is an ecosystem of support for Xerox partners to deliver their true potential. At Xerox, we have Indian-centric 12 channel levers that we reinforce with the partners to maximize and leverage their potential and increase their productivity."

Currently, Xerox has 1500 channel partners in 200 cities and two national distributors. In the last 1 year, Xerox significantly increased its reach into 185 cities and it will complete 200 cities in next 2-3 months. Besides channel enhancement, the company also forayed into entry level A4 printer segment and is gunning high to get a leadership position in this space.

The company has been working on these levers for last year, of which some of them have been rolled out and rest will roll out in sometime. The objective of this initiative is to give better profitability to the effective channel in next 3-6 months.

Tuteja also underlined, "The important critical task for us is to ensure that the quality of partners both for our sales and services products are enhanced to deliver the Xerox standard to the end customers and also to increase the productivity of each partner. Now the focus of this year is increasing the productivity of each partner. Once the coverage is done then we want partners to do more and more business."

Below are the 12 Levers for Partners:
Strategic Partner Program (Partner First - Drive Growth. Together): Launch of Partner First - a strategic Partner Program with a 3-tier Membership creates the foundation for a stronger engagement with a Xerox Partner.

Training and Enablement Framework (XPERT - Engage, Learn, Succeed): Right skill yourselves and your team. Leverage the Xerox Face-To-Face training sessions and the e-Learning courses in the PartnerNet Portal.

Quarterly Channel Newsletter (XConnect - Stay Connected): A quarterly connect with you - to share with you what's happening in the Channel Ecosystem for Xerox Partners and how together we can WIN in the market place.

Partner Portal (Partner Net - Portal of Choice): Get direct access to sales and marketing tools, analysis and research materials, eLearning courses, memory joggers and resources to help you run events more smoothly.

Communication Platform (Partner Pulse : Communicating Effectively): Know the highlights of the focused Xerox products, get the latest news and promotions, enhance awareness of sales, marketing and support resources.

 

Reward & Recognition (XPL - Celebrating Channel Excellence): XPL is a platform for celebrating Channel Excellence and the opportunity to network and recognize the star performers of Xerox Partners.

Sales Kit (XCEED-Armed to Win): Confident selling starts with the right levels of preparation. Arm your Sales Team with the power of Brand Xerox.

Business Planning (XPAND): Rewarding partners for consistent business performance, driving a predictable growth through planning and execution.

Tactical Programs (XCITE - Rewarding the Achievers): Leverage the periodic incentive schemes to challenge one's own potential, drive up the sales trajectory and enjoy rich rewards. 

Partner On-Boarding - Creating a team of winners: New partners in the Xerox Channel Ecosystem is supported through an on-boarding framework.

Feedback Survey - Your Voice is Important: A continuous focus on listening to and acting on partner feedback implies greater loyalty, increasing your promotion of Xerox, and driving mutually profitable growth.

Partner Advisory Council-Charting Strategic Directions : Partner Advisory Council to enable Thought Leadership for many more initiatives around Market Development, Demand Generation and Partner Enablement are on the anvil.