Fuji Xerox Printers, not to be confused with Fuji Xerox Australia, sells 100 percent to the channel. The company has 40 MPS partners in Australia, 15 of which came on board in the past 12 months. Looking to bring still more partners into the fold, FXP putting the finishing touches on a new channel program which it says will provide more surety for partners, especially in terms of managing more of the risk often associated with MPS.
“At some point in a MPS program someone has to take the risk for the coverage,” Toope says.
“In our case we just bill the channel partner for the customer’s needs.”
For instance, end customers have access to a cloud-hosted portal from where they can order consumables such as toner and paper. So rather than the office junior running down the road to Harvey Norman or Officeworks to buy toner, the client just orders it online.
“The end customer gets access to a portal which is hosted in the cloud,” Toope explains. “They [the customer] then has peace of mind in terms of visibility of products and cost.”
One of the more effective programs run by Fuji Xerox for the channel is PagePack. This is a simple way for resellers to on-sell an affordable, flexible, cost-per-print solutions which can be tailored to customer’s needs. Customers get a single point of contact for support, monthly invoicing, ordering and billing all delivered according to a pre-agreed service level agreement.
“Our position is to enable channel partners with the best quality tools,” says FXP Australia’s Toope. “We believe our channel partners are especially well equipped to manage the mid-market.”
Toope stresses that while there are many vendors out there with channel programs targeting MPS, many are merely adaptations of direct programs and therefore don’t address the key concerns of the channel very well.
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