Xerox Continuing to Add New Dealers

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Xerox continues to add multi-brand dealers to its channel partner program, most recently signing-up UBEO in Austin, Texas, and Seattle-based Kelley Imaging Systems.

Both dealers cite Xerox’s 29-device ConnectKey portfolio of printers and copier/MFPs and personalized app-building capabilities as key drivers of the partnership. Each dealer is said to employ talent familiar with app development, and plans to expand their app-building, marketing, and selling capabilities.

“More resellers are interested in selling the full scope of the Xerox portfolio, allowing them to enter new markets, earn new customers and grow their businesses in new areas – particularly in personalized apps,” commented James Morrissey, vice president of Sales, Document Technology Partners, US Channels Unit at Xerox.

Jim Sheffield, CEO of UBEO, commented: “Carrying the Xerox line offers a great deal of potential for our business. We’ve seen the investment and resources Xerox has committed to the dealer channel, and last year’s massive product launch triggered us to become more intrigued in the brand.”

Kelley Imaging Systems provides printing equipment and services to companies across the Pacific Northwest. The company has grown from 32 to 200 employees in the last eight years, across 18 branches in three states. With Xerox, for the first time, they’ve added production printers to their offerings.

According to Brian Woodman, vice president of sales at Kelley Imaging Systems: “We’re now able to offer customers a full product lineup from one vendor. We aim to be a total solution provider, and Xerox has made it easy for us to differentiate ourselves and stand out from the competition.”

Xerox’s Dealer Base Continues to Grow

Last year, Xerox said it signed more than 50 new document-technology partners in the United States and Western Europe, and says it will add a similar number of new partners in 2018.

Xerox first announced its focus on signing up new dealers last year as part of a drive to gain a larger share of the copier/MFP small and mid-size business market by increasing its multi-brand dealer base in the United States by more than 30 percent in 2017.

Last year, Darren Cassidy, president of Xerox’s U.S. Channels Unit, North America Operations, commented: “Adding leading multi-brand office equipment dealers and other types of channel partners is core to our strategy to increase our share of the lucrative and growing SMB market—as 75 percent of office-technology sales are made through indirect channels.”

Prospective partners can learn more about Xerox’s channel partner program here.

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