Fuji Xerox Printers has introduced new partner tiers with lower qualifying revenue for rewards, as part of its new Channel 1st programme.
The scheme replaces the vendor’s Accelerator programme, which had a $75,000 sales threshold for incentives in the lower tier (Mach 1, managed through distribution), and $1 million for the higher Mach 2, handled through direct accounts.
Fuji Xerox Printers now deals only through the channel here, and has reduced sales qualification levels to $10,000 worth for Authorised Channel Partners, $50,000 for Gold Channel Partners and $250,000 for Platinum Partners.
Australia/New Zealand marketing manager Tom Lewis says it wants to encourage its channel to move to a “value added” approach, and form long-term customer contracts that will be worth more in revenue.
“There are plenty of smaller resellers who add a lot of value in their local market but they aren’t going to get to that level of revenue [the previous qualifying threshold] if they’re only in their local market,” Lewis says.
Increased reseller rebates, sales and technical training, deal registration and more market development funds are the highlights of the new programme.
Fuji Xerox Printers says the newly-branded scheme will simplify the rebate claim process, and give resellers more comprehensive, monthly reports tracking sales and rebate targets. It will also reward partners for "value-added activities" which drive sales, the company says.
All partners will get an automatic rebate based on all hardware sales from authorised distributors, while Gold and Platinum partners will receive additional rebates for meeting quarterly sales targets, Fuji Xerox Printers says.
Training materials have been enhanced, while an automatic market development fund (MDF) accrual process for Gold and Platinum partners has been introduced. Authorised Partners will have access to MDF on a case-by-case basis, depending on proposed marketing activities, says the vendor.
There is also a new certification programme for Gold and Platinum Partners, which enables additional commissions.