Xerox: One Leader For Channel

The move, which took effect Oct. 1 but was not announced publicly, is aimed at creating a cohesive go-to-market approach for the Stamford, Conn.-based company.

Under the new structure, Firestone oversees direct, reseller, dealer and agent sales operations in North America, though the programs will remain separate.

"For the first time, it brings [the programs] together under one head," said Jerry Farmer, Xerox's vice president of North American channel sales.

Farmer said that at least initially, solution providers would not notice much change in their relationships with the vendor.

Earlier this year, Xerox announced it would increase its financial compensation and incentives to its channel partners as the company seeks to grow its printer, copier and multifunction device sales through solution providers and resellers.

Xerox's product line and sales channels expanded several years ago with the purchase of Tektronix's office printer business, including the Phaser printer line. Until last month, that unit maintained a separate channel organization based in Wilsonville, Ore.

Some Xerox channel partners complained recently that the company has been unable to manage conflict between its direct-sales organizations and its categories of resellers, dealers and agents, largely because of its complex, multitrack channel structure.

Bill Hannon, vice president of TIM Computer Systems, an Albany-based Xerox partner, acknowledged that, but said he did not believe his company has been particularly hurt by the competition. Overall, he said, "they've been an excellent partner."