Xerox scanner reseller programme launches in EMEA

“This is by far the most aggressive, strategic programme we have ever launched for the EMEA market.”
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Xerox has announced that its DocuMate scanners are now part of an EMEA partner programme that offers rebates, special pricing on demo units, marketing support and product sales training to office equipment resellers.

The EMEA partner programme also includes the ability for resellers to display a Xerox DocuMate Scanner logo, identifying their company’s partner status.

“This is by far the most aggressive, strategic programme we have ever launched for the EMEA market,” said Erik Banis, managing director, EMEA for Visioneer, a Xerox licensing partner. “It is designed to improve communications, support key partners and serve resellers operating in today’s competitive market.”

The programme is structured in three tiers:

– Authorised Reseller, open to all company-authorised resellers, lets participants immediately start to receive rebates. It also provides dealers with special pricing on demo units and gives them access to new pre-sale support services and pricing in preparing bids. (Target reseller: primarily sells scanners to small businesses).

– Select Partner provides higher level services such as on-site consulting, co-marketing support, sales leads, added pricing incentives, software and technical training, a listing for their company on the Xerox DocuMate Scanner website, a certificate for framing and display, and other benefits. (Target reseller: solution-oriented serving mid-sized or large companies, institutions, government and other large end-user organisations).

– Authorised Service Partner mirrors the Select Partner level and gives partners the added authority to offer custom service contracts, obtain parts and components, and escalate technical queries for immediate action. (Target reseller: solution-oriented resellers serving larger customers).

“The programme reflects how we are taking a very fresh look at the reseller environment and what our partners need in order to thrive,” Banis said.

“For example, the programme permits Xerox Concessionaires to join at the Select Partner level, immediately increasing their rebates and incentives. We know it’s important for dealers to see benefits quickly if we want them to stay in the programme, so we’ve built that in. Every reseller in our channel will earn rewards by participating in the programme.”

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