Printer vendor, Fuji Xerox, is looking to ramp up its channel training efforts over the next few months.
Fuji Xerox Printers general manager, David Borg, said most of the company’s focus over the next 12 months is on an education program to help skill up resellers so they can successfully compete against copier manufacturers and other resellers.
“The typical channel partners that we deal with don’t really invest a lot in their sales people,” Borg said. “They hire sales people, put them on the phones and get them out to customers, but there’s no real sales training.”
Borg said the company will introduce new training programs for the channel that will concentrate on solutions selling and how to retain margins.
“It will look at management services and how do you deal in competitive situations,” he said. “We’re going to show them other things on how to differentiate other than by price.
“Ultimately, if we can create that value in sales training, we’ll be top of mind when it comes to selecting a vendor for their customers.” Borg said it had plans to arm its sales force with iPads.
“Our sales people will go into the field, work with channel partners to break campaigns, their database, help them match and identify market opportunities using the iPad to link back to our CRM in the office,” he said.
Fuji Xerox has the devices on order for a potential of 25 users.
“What we want to do is enable our sales people to provide the channel with information to any business. They can go back and look at their historical sales with their customers and communicate with them,” he said. “We’re spending dollars to get the channel to be more effective.”