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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Deborah Purfurst

VP, Channel Sales

Xerox

Purfurst is responsible for growth of the national partners and growth in the printer space and market-share gains. She reorganized key partners and territories to ensure success and growth and showed solid growth in volume partners.

Years In Position: 10

Years In Channel: 30

How have you personally helped advance your company's channel business over the past year? Part of the team to create a new channel infrastructure for SLP, Volume and Distribution support. Successful led growth in Volume and distribution. Provide coaching and mentoring to the younger sales folks entering the channel. Involved in pricing, inventory management, forecasting, sales account planning and "special projects" to all increase Xerox revenue growth and reduce costs while increasing productivity. Coach and train many of the Millennial sellers.

What are your goals for your company's channel business over the next year? Revenue growth is our key initiative along with increased operational efficiencies and better leverage of Xerox innovation and new streams of revenue. Acquisition of new Resellers along with increasing the breadth and depth of the current partners will be critical to Xerox's success as well.

What's the key to success for your channel partners in 2019? Partnerships. This is still a relationship business and people buy from people. Understand the value proposition and being able to clearly articulate it to customers to be the trusted business advisor. Partners need to add value whether it is thru services, apps or software solution in addition to a hardware sale.

 
 
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