Xerox enhances channel strength

To broaden coverage and reach out to newer geographies, Xerox India announced that it has appointed 16 channel partners across 10 cities for its Production Systems Group (PSG). It includes high-end production equipment, used primarily for transaction printing, book publishing and enterprise-wide printing. The channel program aims to engage specialized channel partners for selling Xerox's high-end equipment to corporates and to the graphic arts industry. 

Channel partners who sign under this program are categorized into two groups: Xerox Production Resellers (XPR) and Value Added Resellers (VAR). XPR will target corporates like banks, telecom and retail companies etc while the VARs will sell to specialized graphic art companies. While these two groups will sell PSG products, Xerox will continue to provide after-sales support to its customers directly. The vendor plans to enhance its coverage to 21 cities by adding 25 new channel partners by Q4 2005. 

Vipin Tuteja, Director, Production Systems Group, Xerox India, said, "The new coverage model will allow a better reach than before and an opportunity to reach out to newer customers accelerating the time to market for Xerox's PSG products."

Added Vipin, "We recognize channel partners as the most crucial building blocks of success. A dedicated channel management and support system will further strengthen and grow the acceptance of the Xerox brand.” 

The newly engaged channel partners will be provided specialized training by Xerox on PSG's product portfolio, which will be supplemented with comprehensive reseller training to make the channel partners self sufficient. Additionally, Xerox will develop cooperative marketing programs and customized tools/collaterals for resellers and these will be available as self help kits. 

With this new channel engagement program, Xerox's PSG group will have a dedicated coverage of a wide range of solutions and services for the commercial print industry, print for pay segment, service bureaus and will provide solutions to a wide range of verticals such as advertising, banks, telecom, pharma, insurance, retail and auto companies. 

DQC NEWS BUREAU

MUMBAI