Print.IT Reseller - issue 55

INTERVIEW PRINT IT RESELLER.UK 39 PITR: Which Xerox products are resonating most strongly with channel partners? CL: Our ConnectKey products and managed document services resonate very strongly with our channel partners, as they allow customers to seamlessly transition from paper processes to digital workflows. These types of services have a significant impact on business and we’re able to prove this to our customers. Transitioning from paper to digital can reduce processing costs by up to 90 per cent, speed up turnaround times and free up office space by eliminating legacy file storage costs. We’re also seeing great traction around the Iridesse production press, which is the only digital press on the market that can print metallic gold or silver dry ink, CMYK and clear dry ink in a single pass. Since launching in May, the product has sparked huge interest across our customers and partners so we expect this to continue to gain momentum throughout 2018 and beyond. PITR: How important are channel partners to the business? CL: Our channel partners are hugely important to us, and are central to our growth strategy. Built on strong foundations, we work hard with our existing partners to drive incremental performance while also focusing on effectively on-boarding our newly recruited partners to quickly get them up to speed with Xerox technology and services. As part of the relationship, our channel business managers spend a lot of their time working with partners to support their growth objectives. Training is also key to our partnerships. We deliver ongoing training to our partners’ sales and technical teams, as well as providing support through our partner portal and support teams. We invest heavily in training because it not only builds the partner relationship, but it ensures the customer gets the best possible experience. PITR: How does Xerox plan to expand its partner programme? CL: Our channel expansion strategy focuses on two key areas – growing existing partners and recruiting new ones. We work with existing partners to identify areas of growth and implement investment and support programmes to help them deliver the incremental opportunity. We also have a heavy focus on recruiting new partners to complement our existing network. The market is highly competitive, so we are focused on supporting our partners to retain, grow and add new customers with various programmes and incentives to help them drive balanced performance. Digital transformation is clearly a key opportunity and we continue to equip our partners with new offerings and training to enable this. PITR: What are customers looking for when considering whether to buy a Xerox product? CL: Customers are looking for quality, reliability and value for money. Additionally, they want innovation and capability to support them on their digital transformation journey, and products and solutions that will provide them with efficiencies, productivity and a competitive edge. The majority of SMB customers want a local supplier that can act as a trusted advisor and sustainable, long-term partner for their document technology and workflow requirements. This is where our partners come in to their own. They have the local presence, knowledge, capability and flexibility, backed up with a fantastic array of Xerox offerings. PITR: What are Xerox’s goals and strategy for channel growth in 2018 and beyond? CL: We have reinforced our commitment to our channel partners in the last 12 months and made it clear that they are a key pillar of our growth strategy. We will continue to evolve our partner value proposition to enable this. We’re now enabling partners to build their own applications to increase sales and enter new markets and the Xerox ConnectKey products and MDS offerings will provide partners with the platform to solidify these opportunities. PITR: What does the next five years hold for the channel? CL: I believe hard copy will be around for a long time yet but there are huge opportunities for growth in managed document services, apps and solutions and of course, digital transformation. www.xerox.co.uk The majority of SMB customers want a local supplier that can act as a trusted advisor and sustainable, long-term partner... AltaLink