Feeds

Xerox kicks off new channel partner scheme

VP says, it's all about 'customer intimacy' now...

Maximizing your infrastructure through virtualization

Copier giant Xerox is reaching out to its customers in a touchy-feely approach with the launch of a new global partner programme.

As we reported yesterday, the firm has changed its business strategy by dipping its toes into the so-called solutions marketplace by touting its HTML-based software, EIP (Extensible Interface Platform), which it hopes will ease SMB customer "pain points".

Explaining the rationale behind Xerox's move away from simply punting hardware, senior VP and general manager Rick Dastin told The Register:

"We've had these partners for a long time and we kind of plateaued to the point where even our revenues associated with those solutions got stagnated because we were just doing the same old solutions, you know re-branding them or dusting them off.

"There was a while when our partners were wondering 'how are we going to be able to grow with Xerox?'"

In the hope of addressing this problem, the firm has set up a new channel partnership bringing together its previous US and European programmes into one scheme to heavily push EIP on small businesses.

To encourage competition among its 54 alliance partners, Xerox has created a three-tier rating system - developer, gold and platinum.

Dastin also talked up the difficulties associated with engaging the reseller channel in order to bring EIP to market.

However, he claimed the copier firm is ahead of the game because it has the technology in place, partners on board, and an open developer programme for collaboration.

"With this approach we can be a lot more rapid than we have been in the past because it's not as dependent on what Xerox does internally...Now it's really about the market and channel and how quickly we can engage them."

But it remains to be seen if the copier vendor can successfully adopt such a different mindset in its approach to tackle the solutions marketplace. If it doesn't deliver, criticisms of an identity crisis could yet be levelled at Xerox. ®

The Power of One eBook: Top reasons to choose HP BladeSystem

More from The Register

next story
Sysadmin Day 2014: Quick, there's still time to get the beers in
He walked over the broken glass, killed the thugs... and er... reconnected the cables*
Auntie remains MYSTIFIED by that weekend BBC iPlayer and website outage
Still doing 'forensics' on the caching layer – Beeb digi wonk
SHOCK and AWS: The fall of Amazon's deflationary cloud
Just as Jeff Bezos did to books and CDs, Amazon's rivals are now doing to it
BlackBerry: Toss the server, mate... BES is in the CLOUD now
BlackBerry Enterprise Services takes aim at SMEs - but there's a catch
The triumph of VVOL: Everyone's jumping into bed with VMware
'Bandwagon'? Yes, we're on it and so what, say big dogs
Carbon tax repeal won't see data centre operators cut prices
Rackspace says electricity isn't a major cost, Equinix promises 'no levy'
prev story

Whitepapers

Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
Consolidation: The Foundation for IT Business Transformation
In this whitepaper learn how effective consolidation of IT and business resources can enable multiple, meaningful business benefits.
Application security programs and practises
Follow a few strategies and your organization can gain the full benefits of open source and the cloud without compromising the security of your applications.
How modern custom applications can spur business growth
Learn how to create, deploy and manage custom applications without consuming or expanding the need for scarce, expensive IT resources.
Securing Web Applications Made Simple and Scalable
Learn how automated security testing can provide a simple and scalable way to protect your web applications.