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Xerox driving channel for growth in SME market

Over the course of 2017 Xerox have launched a large number of products and support options. This is all part of a plan to show commitment to the indirect model.

The tech giant moved substantially this year to embrace the channel launching specific products to be sold via partners for the SME market and adding additional marketing support for re-sellers.

Xerox has started to drive their channel base to make sure it can achieve growth it is looking for within SMEs.

Global channel strategy lead at Xerox, Aqua Porter has spoken about an organisation that is changing its own structure to ensure it can become more channel driven.

'There are new people (who have joined 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 growth for Xerox' she said

'Our chief commercial officer has said we have to become an end-to-end channel company' she continued '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.'

2017 has seen the organisation make its largest ever product launch with ConnectKey and roll out of marketing events for re-sellers to utilise and attract new customers. Porter said that it is still going through the process of getting that kit to partners.

'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,' she said. 'We have always to help our partners so they are in a position to sell and the tech allows them,' she added.

2018 will see plans to keep that momentum going and to make sure that re-sellers and partners that haven't yet used Xerox will be tempted to do so.

'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. We are looking for new partners in all of our markets' she said.


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