2017 Partner Program Guide Details


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Xerox Corporation
Xerox Global Partner Program


Address201 Merritt 7 Corporate Park
Norwalk, CT
06850
URLhttp://www.xerox.com
US Headquarters Phone203-968-3000
CEOJeff Jacobson
Year Company Founded1906
Division Created2015
Fiscal Year EndsDecember
North American Channel Chief Darren Cassidy, President, US Channel Groups
Began Serving In This Role02/2016
North American Channel ChiefN/A, N/A
Company SizeEnterprise
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
One-Time Product Purchase And Resell ModelManaged Services (PSA/IT Automation)
Combination/Hybrid ModelMFP/Printers
Program and Tier Information
Year Channel Program Was Established 2015
North American Channel Program ManagerN/A, N/A
Program Manager Emaildarren.cassidy@xerox.com
North American PartnersN/A
New North American PartnersN/A
Top TierPlatinum
North American PartnersN/A
Worldwide PartnersN/A
Tier 2Gold
North American PartnersN/A
Worldwide PartnersN/A
Tier 3Silver
North American PartnersN/A
Worldwide PartnersN/A
Tier 4Registered
North American PartnersN/A
Cloud Involvement, Products, And Solutions
 Our products are used to enable off-premise Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 We do not offer deal registration
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We do not offer deal registration
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another?Not Applicable
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Eligibility to sell vendor services
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Low-interest financing
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 SPIFFs
 Sales enablement
 Tiered discounts
Services Attach
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are typically more than the cost of your solution
What specific programs do you have in place to help partners increase their services attach and/or profit?
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 Pay as you go purchase option
 Partner Incentive Programs
 Dedicated services sales support, virtual and field-based, formal accredidation
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?For top, 2nd and 3rd tier partners only
What does this program typically charge your partners for demo units or evaluation licenses?51%-75% off list
By what criteria are partner tiers for this partner program determined?
 Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Specialization
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
What does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Marketing concierge services
 Solutions selling
 MDF
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for top partner tier only
High Level CertificationPartner pays a percentage - discount off full price
How often does your partner program require re-certification or renewal for partners?NOT APPLICABLE
Are partners required to pay a fee to join at the minimum or basic level of this partner program?No fee
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?Annual revenue commitment
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Sales Volume
 Reseller certificate
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
 Dedicated account team
 Clearly defined division between accounts for direct and indirect sales
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?Less than one month before solution provider customers
What does your company's partner program portal/web site provide?
 A catalogue of trusted, 3rd party marketing agencies to support partner marketing
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Automated rebate processing
 Account management
 Ability for partners to syndicate your content to their website
 Troubleshooting tools
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
What types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
 Access to an automated marketing platform
 Full service marketing concierge services via 3rd party providers
 MDF support ot access marketing planning vendors
How does your partner program inform and educate your partners?
 Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on channel account manager approval
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Website development and management
 Social media enablement
 Website audit and development
 Activities that generate leads
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?10-25%
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop Tier Partners Only
Generates leads which are turned over to partnersTop tier, 2nd and 3rd tier only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop tier, 2nd and 3rd tier only
Provides tools on portal for partners to drive their own demandAll partners
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?No

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