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Xerox aims to become more channel-driven

October 18, 2017

Aqua Porter, Xerox

The corporation is seeking to increase its growth in the SME sector by expanding its channel base.

Computer Weekly reveals that Xerox is embracing the benefits of becoming channel-driven and has been inundating the channel “with products and support” as part of its strategy to sell products specifically to the SME market and increase “marketing support for resellers.”

“There are new people [who have joined the senior management ranks at Xerox] that have come from the channel and can help optimise our operations to be a key player in the channel. Everyone believes this is where the growth is for Xerox,” says Aqua Porter, global channel strategy lead at Xerox.

“By and large the SME market is covered by partners and that’s where we have to be,” she added “All the research we do and the feedback we get shows there is a healthy and strong SME market for us to penetrate and grow. We have made lots of investment and put resources into that space.”

Xerox has already made its biggest ever product launch this year, unveiling the ConnectKey series, and has organised a number of marketing events to help resellers attract business.

“We are still in the launch phase. We started in the springtime and have gone through the summer and the fourth quarter is going to be big for us,” said Porter.

“We have always to help our partners so they are in a position to sell and the tech allows them,” she added. “We are making investments in the UK and US markets and are recruiting new partners,” she added. “We are supporting our channel in both products and support.”

Now the goal is maintain this channel commitment, and to attract additional partners.

“We are looking for new partners in all of our markets,” Porter explained.

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