Partners: A Powerful Force
Last week we held our first-ever Xerox Partner Summit in Orlando. If you were there, check out the photo gallery and see if we captured you. If you weren't, the webcast is worth a look--we had a lot of fun in the general session. It was a high-energy event, fueled by the enthusiasm of our partners. I was very encouraged by the whole week and I thought it was worth sharing my key takeaways.
Action: We wanted to send a message to the partner community that we are serious about doing what is necessary to be a good partner in the SMB space. Judging by the reaction from the crowd, I think we got that message across. They believe we are "talking the talk". Now we have to deliver and "walk the walk."
Commitment: We wanted to engage our agent partners with a message that we are investing in their growth as an important element of our approach. And that we will not disadvantage them as we add additional partners. I think the agents got this message and were gratified by our continued dedication to their success. But they also realize that Xerox needs to grow in the SMB space and will continue to press the margins of what has constrained our growth in the past. We received some great input as to what is not working well and what other actions we can take to improve our collective results.
New Opportunities: We wanted to engage a new set of partners - the IT resellers - in a significant new way. This message seems to have been received with enthusiasm and excitement by the resellers and distributors at the event. They feel Xerox is a great brand that has a big opportunity in the SMB space. They would like to work with us, and they liked what they saw. Now we have to deliver the means and the programs.
The energy and positive spirit around the Xerox brand and what we can do together with our partners was palpable in the hallways and evening activities. I come away feeling even more convinced than ever that this is right direction for Xerox and we can't move fast enough.
Jim Firestone
President, Xerox North America
Comments
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Posted by: Michael Zak | February 22, 2007 12:17 PM
Jim,
Great post.
I'm interested in what (if anything) the crowds at the Partner Summit had to say about the Solid-Ink product line, and its future with SMB?
Likes, dislikes, and what are they looking for?
Thanks,
-Perry
Posted by: Perry P. Perkins | February 20, 2007 03:27 PM