By Sharmee Roy, CRN, Jan. 30 2009, 1500 hrs
Xerox is looking to set up a box pushing model for its workflow and document management software in the market and create a channel for the same. Some of these solutions include Planet Press, Scan Flow Store and Equitrack.
Princy Bhatnagar, Director, Office Business, Xerox India said, "Software applications are part of our services business. Till date, we were reaching out to the customers directly. This year our focus is create a channel network for it."
With 30 software applications, Xerox will set up a three-layered channel network for pushing the software applications. The first layer will consist of big players like TCS who would also be able to provide turn-key solutions. The second layer will consist of SIs like HCL, Wipro and Zenith who will primarily target the mid-market. At the bottom will be VARs who will be involved more in box moving and selling packaged solutions. These VARs will be a mix of sub-distributors, and partners catering to the SMBs. The first step will be to engage with partners and make them aware of these solutions while the next level will involve training them over a period of five months.
"These solutions will be customized as per the needs of the customers. The partners will sign service contract for a period of five to seven years. They will be involved in setting up of help-desk, and will also constantly monitor the trend. The customers will be charged on the basis of clicks or number of devices on a network," informed Bhatnagar.
Xerox will be looking to target 100 customers this year for this service. |