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Xerox touts success of its managed print services as partners close deals

Channel StrategyInfrastructureManaged ServicesSoftware

Xerox is pointing to a couple of recent success stories in its channel community, including one from Canada, to promote its updated partner program and managed print services (MPS).

The company says a four-year, $450,000 contract, recently closed between multi-brand print dealer Alberta Printer Services and Rocky Mountain Equipment, an agriculture and construction equipment consolidator in western Canada, is just one example of a Canadian company finding growth opportunities through MPS.

Karl Boissonneault, vice-president of Xerox Canada channels, told CDN that its updated partner program for IT solution providers, launched in January, has helped businesses discover new revenue sources by selling print devices and services.

“Its intent is to provide an easy way for IT solution providers to pursue what is for many an untapped revenue source – MPS,” said Boissonneault. “In particular, MPS can attract new customers while helping to keep existing customers, by enabling partners to grow their footprint in their accounts.”

The updated program includes new entry-tiers, a new online dashboard for tracking partner revenue and, according to Xerox, more consistent sales rebates.

Xerox also announced that Professional Business Products (PBP) signed a four-year, $1.5 million contract renewal with the largest hospital in southern West Virginia. Xerox is encouraging partners to take advantage of its ConnectKey technology – workplace assistants that serve as the centrepiece of a workplace, allowing customers to manage, print and share to and from the cloud, customize apps, and more – and distribute it to organizations of all sizes through its VersaLink and AltaLink lines.

“Our channel partners are looking for new ways to differentiate and grow,” said Pete Peterson, president, Xerox Channels, in a statement. “Many are succeeding the same way Alberta Printer Service and PBP are—by delivering added value with our leadership MPS, our ConnectKey® technology and production devices.”

Louise Singer, managing partner, Alberta Printer Service, said their MPS partnership with Xerox is a “big growth area for our company,” but didn’t provide further details in her statement.

A spokesperson for Xerox said the company has 64 authorized Xerox agents and 149 channel partners – high volume resellers to IT solution providers – in Canada.