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Print.IT Reseller
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channel relationships
15
i ness Support
information on the suggested margins that
channel partners can make on products and
services in an easy to use mobile format,”
he said.
Brother also has a strong heritage of
investing in marketing campaigns – the
most recent being a £1.5m spend on its
‘Route 66’ labelling campaign, which
included a partner microsite and launch
event, something that Forsyth says
demonstrates its commitment to supporting
the channel.
According to Business Manager MPS,
Rob Brown, OKI is also actively recruiting
dealers. “We offer MPS partners free of
charge Print Audits, consultancy, solution
design and project management, as well
as access to a range of extended solutions
they may not have access to otherwise.
“We have recently recruited some
large dealers in the Office Supplies arena
and believe these dealers stand to make
significant inroads to the MPS marketplace,
capitalising on their strong client
relationships.”
Channel friendly
Mark Duffelen, Director and General
Manager, Channels Group, Xerox UK &
Ireland said that Xerox’s strategy is to
expand its reach into the marketplace by
increasing its overall distribution capacity,
without obviously falling into the trap of
over distribution. “We have made, and
continue to make, significant investments
to streamline our business processes in
order to make it as easy as we can for
partners to work with us.”
Xerox’s ‘channel friendly’ business
processes include a range of sales support
Rob Brown, Business Manager MPS, OKI
...the value
add lies in
the level of
support on
offer...
“...our
resellers are
increasingly
working on
the go...”
Continued...
tools such as access to the SMART centre
portal – which contains brochures, market
information, presentations, event support
material, competitive information and a
range of other tools; use of the SMART
centre demonstration and training resource
at its European head office; market research
and insight; and the inclusion of reseller
information on Xerox.com to help customers
locate their nearest Xerox reseller.
“We also made a number of recent
enhancements to our Value Proposition
such as a generous rebate scheme for
rewarding performance and branding,
alongside a simple but robust accreditation
and certification process, which drives the
benefits package between Xerox and its
partners,” Duffelen added.
Essex-based Cargil Solutions (www.
Mark Duffelen, Director and General
Manager, Channels Group, Xerox
cargilsolutions.co.uk) is the latest firm to join
Xerox’s expanding network of UK resellers.
As a partner, Cargil is able to utilise Xerox’s
industry leading technology to strengthen
relationships with its existing customers, as
well as to grow in new markets. Managing
Director Danny Gilbranch said: “With the
strength of the Xerox brand behind us,
customers can select from a range of high
quality options, providing us with a fantastic
opportunity to grow our business.”
As reported in the last issue of
Print.IT
Reseller
, Xerox has also recently recruited
Balreed Digitec (www.balreed.com). Group
Marketing Director Gary Downey said that
the addition of Xerox to its portfolio will
allow them to offer an even broader range
of products and services to customers.
“Xerox’s global reputation and reach
provides us with a fantastic opportunity for
expansion within the UK and continental
Europe.”
Elaine Hewitt, who leads the IT
Channel team at Kyocera, said: “We’ve
always responded to our customers in the
IT channel and are aware of what they
need to be successful with MPS. MPS is a
different sell for many channel organisations
so we work closely with them and walk
them through the whole process with our
dedicated resources, doing as much or as
little as they require. We help them to craft
and hone their skills and support them in
sourcing and retaining MPS customers.
Our partners know we’re 100% indirect so
there is never any conflict and we work to
support them on a number of public sector
frameworks.”