The OEM introduced its Partner Printer Services (XPPS) and aims to grow its partner network in India.
Balaji Rajagoplana, Executive Director of Xerox India’s Technology, Channels and International Distributor Operations
DQ Channels reported on Xerox India’s “100 percent indirect business model”, which grows through “an ecosystem of 130 partners”, but which the OEM is now “for the first time in its journey in India” focusing on “providing feet on the street training for its partners” at its Xpand workshops, which will cover 65 partners in three cities across India. This will grow the “depth of engagement” with existing partners as the OEM also looks at “adding new partners to its portfolio”.
In turn, the company decided to “streamline its MPS partner programme” with its Partner Printer Services MPS offering, which aims to “cater to the requirements of particular customers” – working “well” with partners targeting mid-market customers, and Balaji Rajagoplana, Executive Director of the OEM’s Technology, Channels and International Distributor Operations, stated that the XPPS model “can reduce print and copy costs by as much as 30 percent while improving the company’s document production capabilities”.
With MPS seeing “increasing adoption” in India, the OEM believes that its MPS is “competitive against HP and Canon with respect to both direct and indirect print cost”, using “data analysis software applications and a built-in six sigma tool” alongside “several next-generation MPS/DMS tools and solutions” which all help customers to “gain control of their document-related processes”.
Rajagoplana commented: “We are very selective about choosing our partners. Partners need to qualify in terms of infrastructure, quality of man power, service delivery capacity and capability. We conduct intensive training to educate them with our strategies. The most important element in terms of our channel strategy is to do more and more effective coverage in the marketplace—in big cities as well as in small cities. The idea is to engage our existing partners and bring in new strong partners in the system.”
On MPS, he added: “Through XPPS, we provide a platform for partners to redefine the positioning on the managed print services with respect to customers and winning the deal. We teach partners to fish rather than serving them one – to cater the big opportunity offered by MPS in India.”