About four years ago, Xerox began a serious push toward making the channel a priority, and since then, solution providers continue to say that the Stamford, Conn.-based printing giant's tide is rising -- even in the broader economy's shaky climate.
VAR satisfaction -- and Xerox's continued push into SMB markets -- says much about the vendor's strong showing in the 2008 Channel Affinity Index, according to Everything Channel's Institute for Partner Education and Development (IPED).
As illustrated in the chart, Xerox accounted for 21.4 percent of all VAR-generated customer proposals for network color laser printers in the first half of 2008, finishing second behind Hewlett-Packard, which claimed the largest value percent share, at 32 percent. But Xerox had a much higher average transaction size than HP, $19,200 to HP's $13,700.
