Xerox Depends On Partners For Indirect Business: Balaji Rajagopalan

Xerox India, a business process and document management solution provider, recently concluded a media partner meet in Mumbai. The channel event was organized on July 26 at Colaba, to discuss the performance of the indirect business in the first half of the year and decide the roadmap in order to position the brand in the market in a better way.

Highlighting the significance of the partners in the indirect business model, Balaji Rajagopalan, Executive Director, Technology, Channels & International Business, Xerox India said, “Channel partners are a very important part of our business and we rely on them to get to market feedback, customer expectations and a lot more. We take this opportunity to thank each of our partners and promise to keep them motivated as well as help them grow their businesses in the future.”

Xerox showcased and briefed partners on a few of the company’s recent and future Office product launches and discussed opportunity in the West region. It also recognized partners who have delivered exceptional value to the company in the area of equipment and supplies.

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Talking about the essence of Xerox’s channel policy, Rajagopalan said that the company’s channel strategy is focused on the inclusive growth of partners. Xerox has over 200 plus channel partners spread across the country. “The key of our channel policy is how do we conduct business with the channel in a very organized, transparent and cohesive way. We are clearly looking at various engagements and involvements with our partners. Other companies ask partners to deliver revenues, whereas, Xerox tells them how to do it and that is our key differentiator as a channel company”, he said.

It is to be noted that Xerox is splitting its core business into two companies — an $11 billion document technology seller and a $7 billion services department, which will be renamed Conduent Inc. The separation is due to be completed by the end of this year.

The partner meet was also aimed at facilitating demonstration of new products and technologies to the partners.

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Apart from media partner meet, Xerox has rolled out “Expand Partner Meet” that takes place every year in the month of December to frame channel policies. The whole purpose of this partner meet is to involve partners in the strategy discussions such as schemes, programs etc. for the next year. “The whole purpose of channel engagement is to have better coverage and better consideration of Xerox products in the market,” Rajagopalan said.

Around 25 key partners from the West region attended the event. Horizon Info Solution (Mumbai) Shreeji Corporation (Mumbai) Om Sai Marketing (ROM), Imprint Automation (Ahemadabad) and Technosoft (Mumbai) were awarded in the event. The other Xerox executives who attended the event include Maruthi Badam, Associate Director – South and West, and Y S Bisht, Associate Director – International Distributor operation. Similar channel events were also organized in Delhi and Chennai.

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