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Partner support is more than just a matter of convenience--its associated cost savings can quickly add up, said Kreiser. "When you're trying to manage as many calls as you can on the technical side, solving field issues with as few truck rolls as possible is important," he said.
Much of Xerox's success these days comes from PagePack, its managed print services suite, said Gary Gillam, vice president of channel operations, Xerox North America Reseller Sales.
"Our approach has been pretty consistent: It's about adding services to the products that help partners generate revenue," Gillam said. "We're helping partners really develop relationships where they're helping customers take out cost and drive productivity. That's something which really resonates in this market."