A WELL ROUNDED PARTNER PROGRAM SERIES THE MUTUAL INTERESTS OF THE ORGANIZATION AND ITS CHANNEL FRATERITY

VINEET GEHANI
Director - Technology & Channels, Xerox India Pvt. Ltd.

NEED OF A PARTNER PROGRAMME

Partners are the backbone of sales organizations and a strong and robust channel network is a key contributor to overall business success. Well-designed Partner programmes add value in many ways – from creating a structured approach to the education and upskilling of partners, to feeding back insights into the system that guides innovation, to motivating them to drive business growth.At Xerox, our partner program certifies partners to ensure they have access to high- value products, they progress within the program and receive incremental benefits and access to cooperative marketing support.

IMPORTANCE OF A PARTNER PROGRAMME

That depends on a multitude of factors, but ideally, that may not be required. Frequent updates based on market led adaptive dynamics to a well-rounded Partner programme to begin with, usually serves the mutual interests of the organization and its channel fraternity well enough. We introduced a series of initiatives to support business continuity and digitization efforts, including training on doing business in line with the changing landscape. The end goal for any program should be to equip channel partners with the right knowledge, business tools and motivation, enabling them to do better.

MAIN CONCERNS TO ADDRESS

Our Channel Partner programme certifies and rewards our partners, helping to grow and develop channel business. The certification process ensures partners have access to high-value products (such as production technology) and reach higher levels in the programs, receiving greater benefits and access to cooperative marketing funds and rebates.We have recently launched a channel partner program coined as “Xerox A.C.E”, which focuses on working closely with our channel partners and rewarding them to cover and WIN more end customer accounts, in varied end customer segments of the wide SMB and Large enterprise market in India.