New Xerox 'Innovate to Grow' Designed to Help SMB Channel Partners Grow Sales
Xerox is rolling out a new “Innovate to Grow” initiative that’s designed to help its channel partners grow sales for Xerox’s application-builder tools, managed print services (MPS), and Xerox ConnectKey MFPs. It includes a set of tools such as sales-talk tracks, videos, marketing tool kits, competitive intelligence, and a Partner Solutions Playbook, which show Xerox partners how to use Xerox assets to build repeatable, automated, and customized workflows that address their customers’ business needs.
Xerox notes that, according to data from IT market research firms, small and mid-size businesses (SMBs) will spend more than $40 billion on technology and document-related services this year in North America and Western Europe – and more than 75 percent of that will be through indirect channels, which it says represents a significant opportunity for Xerox channel partners.
“Success for Xerox and our partners is more than selling boxes, it’s about becoming a strategic partner and finding ways to improve their business processes,” commented John Corley, president of Xerox’s Channel Partner Operations.
The Partner Solutions Playbook is an interactive library of real-world customer scenarios, each showing how to solve a workflow problem with a step-by-step overview of possible solutions. The Playbook explains the solution, technology, and time needed for deployment, as well as potential revenue projection.
Following are a few examples from Xerox of how its partners have used the initiative:
- Based in Maryland, Xerox partner Southern Solutions, is improving its customer experience through an app that allows customers to order service and supplies for Xerox MFPs with the click of a button. The app automatically tracks toner levels and printer status to alert customers when action is needed, reducing printer down time. Xerox says Southern Solutions has seen a 15-percent increase in monthly recurring revenue since introducing this and other apps.
- Precision Document Solutions, a Carrollton, Texas-based MPS company focused on the healthcare market, developed custom workflow software for PCs and Xerox MFPs to help hospitals expedite the admission process, monitor patient progress, track service wait times, and initiate the payment process. With this software, the flow of critical information between doctors and patients is said to be more efficient and secure.
- e-dox, an MPS provider based in Leipzig, Germany, created an app for Xerox MFPs that allows companies to digitize and scan customer inquiries and complaints directly into a customer-relationship management system. As a result, processing and response times were reduced from three weeks to one day, enabling new customer acquisition and retention.
July 2015: Xerox Adds New Managed Print Services Tools