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channel relationships
14 Print.IT Reseller
Why Lexmark’s the
vendor of choice for
Managed Print Services
The new initiatives are part of Lexmark’s
strategy to expand on its enterprise
software-as-a-service offering, following
the 2010 acquisition of Perceptive
Software, and more recently Twistage
and AccessVia.
“We want to empower our partners with
the knowledge and capability to sell our full
range of end-to-end solutions, as well as the
hardware products,” said Martin Fairman,
Channel and SME Sales Director, Lexmark UK
and Ireland.
Lexmark is entering the basic print
services (BPS) market, which will see the
vendor offering resellers up to five years’
worth of consumable contract revenue up
front, giving resellers access to essential cash.
“This is unique, no other vendor does
this,” Fairman added. “Lexmark will do all
the heavy lifting for resellers to engage in
conversations with their end user’s and assist
in negotiating contracts.”
As part of its on-going commitment to
the channel, Lexmark has also launched a
training academy, which involves a series
of workshops and webinars designed to
encourage resellers to sell its complete
offering.
The Lexmark Advantage Academy is
open to all reseller partners. “The industry is
changing,” said Fairman. “We can no longer
rely solely on hardware products to make
money. This is why we are bringing education
to our partners’ sales teams to empower
them to engage in conversations outside the
print platform, which will generate greater
profitability.”
As part of its growth expansion, Lexmark is
recruiting additional partners in the region.
Lexmark has launched a new channel
recruitment programme, which includes
cash-back incentives and training to
maximise profitability for resellers.
Lexmark Channel Value Programme
– It’s More than
a Partner Programme.
A Rewarding Experience.
Lexmark is much
MORE
than just a print vendor! In fact over the past three years we
have been transforming our global organisation into an IT provider of industry specific
solutions which will enable your customers to save time and money. This makes
selling Lexmark
MORE
margin rich, develops
MORE
revenue streams, helping you to
differentiate your company making customers
MORE
dependent on your business.
So, whether you are, or need support, in selling output devices (printers and MFP’s),
content management software, workflow solutions or Basic Print Services (click/MPS),
Lexmark is here to support you every step of the way.
Join Lexmark’s Channel Value Programme today and
starting enjoying the following benefits:
• Dedicated sales support
• Exclusive offers and promotions
• Customisable sales and marketing tools
• Access to Lexmark’s Channel Advantage
Academy
• Access to Lexmark’s Virtual Solutions
Centre
• Ready-to-Go Marketing tools and
materials
and more...
Martin Fairman,
Channel and
SME Sales
Director,
Lexmark UK &
Ireland
Register now at
www.reseller.lexmark.co.uk
or contact
01628 518658
With resellers on the front line promoting,
selling and servicing the UK’s leading printer
brands, investing in the relationship has
to work both ways. For OEMs, particularly
those brands that don’t sell direct, attracting
and retaining new partners enables them to
strategically grow market share.
For dealers, the value add lies in the level
of support on offer to generate new leads
and grow their business.
Andy Forsyth, Senior General Manager, UK Sales
and Marketing at Brother UK, said that Brother
is always looking for opportunities to work with
new partners and enhance the overall partner
experience, adding that this in turn improves the
customer experience.
“As a vendor that sells exclusively through
more than 5,000 channel partners, investing in a
strong and mutually beneficial relationship with our
authorised partners is a big part of our DNA.”
Brother offers a huge amount of support to
its reseller and distribution partners through its
channel programme, the Brother Network. “This
includes market insight which demonstrates the
specific benefits of selling each product and access
to our online portal – Brother Network – a central
point for all of our news, promotions, incentives,
resources, marketing materials and e-learning.
“We understand our resellers are increasingly
working on the go so we provide a variety of
resources to support the ‘always on’ way our
partners work. For example, we’ve launched an app
which features promotions, product insights and
Channel Bus
Andy Forsyth, Senior General Manager,
UK Sales and Marketing, Brother UK
Managing the
relationship