2018 Partner Program Guide Details


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Xerox Corporation


Address201 Merritt 7
Norwalk
CT
06850
U.S. HQ phone number203-968-3000
Web Site URLhttp://www.xerox.com
CEOJeffrey Jacobson
Year Company Founded1906
If applicable, when was your division created?2015
Company SizeEnterprise
Worldwide Channel Chief
Full NamePete Peterson
TitlePresident, Global Channel Strategy
Date began serving in this role03/2017
North American Channel Chief
Full NamePete Peterson
TitlePresident, Global Channel Strategy
Date began serving in this role01/2018
Channel Program Information :
Name of North American Channel ProgramXerox Global Partner Program
Year this Channel Program was established2015
North American Channel Program ManagerTed Schnarr
Program Manager TitleDirector, 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
OverallBusiness 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 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 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 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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