01732 759725
PARTNER PROGRAMME
32
all resources and assistance. Secondly, we
are committed to providing our partners
with a competitive advantage, ensuring
they fully understand what they’re selling,
through the provision of in-depth product
information that can be accessed and
digested quickly, as well as technical
support, training and assistance as and
when required. Finally, we’re dedicated to
helping our partners make more money,
and through this programme, we will offer
tailored incentives as well as the support
they need to close sales and win new
business.”
One of the major new developments
in the revamped partner programme has
been the launch of a dedicated partner
portal. The mobile responsive site is easy to
use. Access is via a one click, single sign-on
process, enabling partners to conduct
business anywhere, from any device.
Furthermore, opportunity management,
business planning, market development
funds and support requests, are all fully
integrated with Kodak Alaris’ CRM system,
streamlining processes and saving time for
partners.
Business generation
Kodak Alaris is offering partners its full
support across the entire selling cycle. As
part of its commitment to help resellers
win new business, the company will run a
number of global campaigns. Partners will
be able to build a pipeline with qualified
leads secured from demand generation
programmes driven by Kodak Alaris IM.
A new streamlined process within
the partner portal enables resellers to
seamlessly register deals, faster, with fewer
steps. Comprehensive pre-sales support
with co-branded collateral, sales tools,
training and support, is also available.
Kodak Alaris will vet, qualify and analyse
the customer need, as well as develop
a solution, and importantly, the reseller
retains ownership of each lead.
In addition, the portal affords easy
access to a range of marketing automation
tools and assets, enabling resellers to
create bespoke campaigns.
As part of the newly launched partner
programme, Kodak Alaris has also
redesigned reseller benefits and bonuses,
and introduced a number of selling and
partnership incentives. Access to additional
incentives increases in line with the
resellers’ business commitment to Kodak
Alaris.
An integrated approach
Kodak Alaris believes that there is a
tremendous opportunity for resellers to
grow their businesses by helping customers
with their information management
challenges. “Our partners have access
to best-in-class technology that enables
organisations to capture, recognise and
extract information from data; innovative
software to share and integrate data
with business processes and applications;
as well as professional service, training,
support and consultation – all of which
combined, will help them win more deals,”
Odile said.
“The digital age is upon us and paper-
based processes are no longer viable.
Businesses need to be more responsive
and ensure that information is readily
available anytime, anywhere and from
any device. The cost savings associated
with removing paper can be significant,
enabling organisations to focus on
innovation, growth and the future, and
that’s a compelling message for partners to
communicate to customers,” she added.
Odile argues that the fact that we are
managing more information than ever,
makes the requirement to create efficient
systems to handle it much more pressing.
“Businesses are dealing with an explosion
of data, which is complicated by the mix of
paper and digital. According to InfoTrends,
more than 58 per cent of external inputs
companies receive is still in paper format,”
she said.
“Organisations should be getting
smarter about data, taking steps to adapt
their business models and processes to
combine both hard copy and digital files,
to ensure that information is no longer
an under-utilised asset,” she added. “This
presents an opportunity for the channel
to get stickier with customers, by opening
up a new conversation that encourages
them to look closer at their document
management and archive processes and
to propose a solution that will help them
to use data to drive business efficiency,
growth and profitability.”
Growth areas
Kodak Alaris has identified a number of
traditionally paper-intensive sectors such
as financial services, legal and healthcare,
as huge growth areas for the channel.
“Digital transformation is central to the
Government's plans for transforming
the NHS as it works towards achieving a
paper-free health and care system by 2020
for example,” said Odile.
The AIIM ‘
Paper-Free in 2016, Are
we there yet?
’ report also confirms the
significant opportunity that the move
toward digital transformation and paper-
less working practices present. “25 per
cent of the businesses polled indicated that
they run a totally paper-free environment,
which suggests that the majority of firms
are still ripe to target,” she commented.
In the same report, 42 per cent of
respondents cited higher productivity as
one of the biggest benefits of removing
paper, and two-thirds said that the demand
for paperless processes is on the rise.
The AIIM research points to the fact
that in many cases, people aren’t aware
that there is an alternative way – 39 per
cent of the businesses surveyed cited a lack
of understanding and awareness when it
comes to paper-free options. “Herein lies
a fantastic opportunity for the channel to
increase their customers’ understanding
of digital transformation and talk to
them about the better, faster and more
cost-efficient technological options that
are available to them,” Odile said in
conclusion.
Kodak Alaris will officially launch the
new programme in the EMEA region on
February 1 during its Partner Summit in
Lisbon. Other regions will launch later in
the year.
For more information on the Kodak
Alaris partner programme please
visit
b2b/partner-programs
...continued
Kodak Alaris
has also
redesigned
reseller
benefits and
bonuses, and
introduced
a number of
selling and
partnership
incentives
