Xerox Corporation
| Address | 201 Merritt 7 Norwalk CT 06850 |
| U.S. HQ phone number | 203-968-3000 |
| Web Site URL | http://www.xerox.com |
| CEO | Jeffrey Jacobson |
| Year Company Founded | 1906 |
| If applicable, when was your division created? | 2015 |
| Company Size | Enterprise |
| Worldwide Channel Chief | |
| Full Name | Pete Peterson |
| Title | President, Global Channel Strategy |
| Date began serving in this role | 03/2017 |
| North American Channel Chief | |
| Full Name | Pete Peterson |
| Title | President, Global Channel Strategy |
| Date began serving in this role | 01/2018 |
| Channel Program Information : | |
| Name of North American Channel Program | Xerox Global Partner Program |
| Year this Channel Program was established | 2015 |
| North American Channel Program Manager | Ted Schnarr |
| Program Manager Title | Director, North American Channel Marketing |
| Please indicate the products and services in which your company specializes and the sales models that apply: | |
| One-time product purchase and resell (either hardware or software) | Business intelligence and analytics Collaboration software Enterprise file sync and share Middleware MFP/Printers Office productivity software Security - endpoint protection Security - identity & access management |
| As-a-service utility model (for either managed or cloud service delivery) | Business intelligence and analytics Collaboration software Data & information management Disaster recovery/business continuity Enterprise file sync and share Middleware MFP/Printers Office productivity software Security - endpoint protection Security - identity & access management |
| Combination/hybrid model (partner product resell and deploy in an as-a-service model) | Middleware MFP/Printers Office productivity software Security - endpoint protection Security - identity & access management |
| Overall | Business intelligence and analytics Collaboration software Data & information management Disaster recovery/business continuity Enterprise file sync and share Middleware MFP/Printers Office productivity software Security - endpoint protection Security - Identity & access management |
| Program Tiers: | |
| Top Tier Name: | Platinum |
| Tier 2 Name: | Gold |
| Tier 3 Name: | Silver |
| Tier 4 Name: | Member |
| Which of the following best describes your company's Cloud involvement, products, and solutions? | |
| Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services | |
| 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 | |
| Field Channel account manager coverage | |
| Financial rewards | |
| Incentive program | |
| Inside Channel account manager coverage | |
| Low-interest financing | |
| Loyalty 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 | |
| What, if any, specific programs do you have in place to help partners increase their services attach and/or profit? | |
| 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 profit your partners derive from your solution |
| 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 | |
| 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 |
| 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) | |
| Which of the following 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 VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings | |
| 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 | |
| Tools to identify selling opportunities | |
| Marketing concierge services | |
| New hire assistance | |
| Solutions selling | |
| MDF | |
| Post-sales services enablement training | |
| Leads | |
| Referrals | |
| Joint marketing planning | |
| What types of training does your partner program offer? | |
| Self-paced sales on-line training | |
| Hands-on sales training, including whiteboarding instruction | |
| Virtual instructor-led training | |
| Classroom based technical training that ends in certification tests (including sharing of any services-delivery IP and methodologies) | |
| Hands-on technical labs | |
| Certification fast-path curriculum and/or exams targeted at another vendor's complementary or competitive certified individual that with nominal amounts of your curriculum could prepare the individual to pass your certification exam | |
| Is there a cost to partners for training and/or certification? | |
| Basic Training | Free for all partners |
| Advanced Training | Free for top partner tier only |
| High Level Certification | Partner 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 meet revenue requirements in order to join the minimum or basic level of this partner program? | Annual revenue commitment |
| Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? | |
| Sales Volume | |
| Reseller certificate | |
| Does this channel partner program offer: | |
| 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 |
| 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 | |
| Configuration/installation tools | |
| Troubleshooting tools | |
| Partner performance and profitability calculator | |
| CRM | |
| A selection of marketing campaigns partners can order and have executed for them | |
| Responsive design for mobile access | |
| Which of the following types of hands-on marketing support does your partner program provide? | |
| One to many marketing support via internal partner marketing managers | |
| Access to an automated marketing platform | |
| Full service marketing concierge services via 3rd party providers | |
| MDF management and operation support | |
| How does your partner program inform and educate your partners? Does your partner program provide any of the following: | |
| 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 meetings with individual partners | |
| Our channel account managers are responsible for educating and informing partners | |
| CAMs and Marketers communicate with partners primarily through Social Media | |
| Which of the following 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 specific | |
| 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 | |
| SEO | |
| Sales Training | |
| Technical training/certification | |
| Sales head count | |
| Customer seminars/road shows | |
| Events: industry conferences, workshops, etc. | |
| Telemarketing/Outbound sales calling | |
| Newsletters | |
| Email marketing | |
| Co-branded merchandise | |
| Content development (case studies, social content, blogs, solution briefs, etc. | |
| Direct Mail | |
| Website development and management | |
| Social media enablement | |
| Website audit and development | |
| Activities that generate leads | |
| Branding and thought leadership campaigns | |
| Infrastructure in support of Xerox sales | |
| 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 partnerprogram support its channel partners with leads? | |
| Generates leads and initiates sales, which are turned over to partners | Top Tier Partners Only |
| Generates leads which are turned over to partners | Top tier, 2nd and 3rd tier only |
| Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs | Top tier, 2nd and 3rd tier only |
| Provides tools on portal for partners to drive their own demand | All 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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