Back In The Black is the Place To Be
While the Back In The Black Business Stimulus Tour had the energy of a rock concert, there were no smoke-and-mirror theatrics to be found.
As with all its partners, Xerox broke out the raw numbers to help attendees see exactly how much they—and their customers—could save with PagePack’s managed print services model. An investment in a partner-led Xerox managed print service can save customers as much as 50 percent over the course of a three-year contract compared to what they were previously paying for print. And it’s these kinds of numbers that can help reluctant customers begin to take steps toward managed print.
The importance of successfully marketing and selling managed print services was also a key part of each tour date. Many attendees were surprised to learn that Xerox offers a wide range of free, comprehensive marketing support tools for all the members of its Peak Partner Program, tools that help to sell and position managed print services to business customers. Membership in Xerox’s Peak Partner Program opens the door to all the resources PagePack delivers, so many attendees signed up to become Peak Partners right there at the show.
(Editor’s Note: You didn’t miss out! You can check out all of Xerox’s partner marketing support and managed print offerings right here at the Business Transformation site. The marketing resources are here: http://www.biztransformcenter.com/resources.jhtml )
In addition to these free marketing tools, solution providers at each tour stop got insight into how to build customer print assessments that not only illustrate managed print savings, but also help to draw up more accurate and sustainable service level agreements, said Xerox’s Criswell.
Central to the Back In The Black Business Stimulus Tour were solution providers and their businesses, and how Xerox can help to grow partner revenues through efficient and profitable managed print services.
“We want the channel to know Xerox is behind them, with an industry-leading managed print program, the technology to power it, and the sales and marketing support to make it profitable,” said Criswell. “That’s what the Back In The Black Business Stimulus Tour was all about.”
Whether it was the environmentally friendly aspects of Xerox’s solid ink system, or the early news that PagePack would be moving from a Xerox-only service to a full-fleet service that encompasses third-party printers, the topics of discussion along the Back In the Black Business Stimulus Tour gave solution providers new ways to strike up customer conversations about the value of managed print services.
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