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SCANNERS
24
Kodak Alaris Information
Management launches
new partner programme
Kodak Alaris Information Management is targeting further growth, with the
launch of a new global partner programme designed to increase the company’s
share of channel business in 2017 and beyond.
centre of our relationship with customers.”
In particular, it is designed to help
partners:
n
Expand their offering
with a portfolio
of world-class distributed and production
scanners, capture solutions and service;
n
Connect with customers
through
demand generation programmes, sales
enablers, content-driven marketing and
state-of-the-art automation tools, delivered
by the partner portal; and
n
Grow profitable revenue
with a lucrative
channel programme that includes best-in-
class sales tools, training and incentives.
A major new development is the
programme’s dedicated, mobile-responsive
partner portal. Accessible via a one-click,
single sign-on process, this easy to use
site enables partners to conduct business
anywhere, from any device. To streamline
processes and save time, opportunity
management, business planning, market
development funds and support requests
are fully integrated with Kodak Alaris’ CRM
system.
“We pride ourselves on being easy to
work with,” explained Odile. “Each of our
partners has a single point of contact for all
resources and assistance. Secondly, we are
committed to providing our partners with a
competitive advantage, ensuring they fully
understand what they’re selling, through the
provision of in-depth product information
that can be accessed and digested quickly,
as well as technical support, training and
assistance as and when required.
“Finally, we’re dedicated to helping our
partners make more money, and, through
this programme, we will offer tailored
incentives as well as the support they need
to close sales and win new business.”
Business generation
As part of its commitment to help resellers
win new business, Kodak Alaris IM is
offering partners full support throughout
the entire selling cycle, including:
n
demand generation campaigns designed
to give partners a pipeline of qualified leads;
n
a streamlined, faster process for
registering deals within the partner portal;
n
comprehensive pre-sales support, with
co-branded collateral, sales tools, training
and support;
n
help in vetting, qualifying and analysing
the customer need and developing
a solution, with the reseller retaining
ownership of each lead; and
n
easy access to marketing automation
tools and assets that enable resellers to
create bespoke campaigns.
As part of the newly launched partner
programme, Kodak Alaris has also
redesigned reseller benefits and bonuses
and introduced a number of selling and
partnership incentives.
A tremendous opportunity
Odile says the new programme will help
Kodak Alaris resellers make the most of
the tremendous opportunity they already
have to grow their businesses by helping
customers address their information
management challenges.
“Our partners have access to
best-in-class technology that enables
organisations to capture, recognise and
extract information from data; innovative
software to share and integrate data with
business processes and applications;
as well as professional service, training,
support and consultation. All of this
combined will help them win more deals.”
She added: “The digital age is upon
us and paper-based processes are no
longer viable. Businesses need to be more
responsive and ensure that information
is readily available anytime, anywhere
and from any device. The cost savings
associated with removing paper can be
significant, enabling organisations to focus
on innovation, growth and the future, and
that’s a compelling message for partners
to communicate to customers.”
Odile points out that Kodak Alaris
resellers are well placed to help
organisations create efficient systems
The reinvigorated partner
programme provides
a variety of tools and
resources to help
resellers and distributors
connect better with
customers and increase
sales. These include lead
generation initiatives,
expanded rewards and
marketing programmes, greater margin
opportunities and solutions that enable
partners to secure recurrent revenue
streams.
The key elements of the programme will
be consistent across all countries in which
the Kodak Alaris Information Management
division operates.
The programme has three tiers of
membership:
n
Registered Partners
, who have
access to sales tools and incentives via a
dedicated web portal;
n
Premier Partners
, who enjoy additional
benefits including marketing tools and
partnership commitment incentives; and
n
Elite Partners
, who are able to tap
into comprehensive sales and marketing
resources and expanded rewards and
partnership commitment incentives.
Qualification for each level is
determined by a number
of criteria, including
annual revenue, certified
sales staff, accredited
technical resources and
whether the partner
also offers Kodak Alaris
service.
Expand, connect, grow
Odile Silva Di Mascio, Partner Marketing
and Campaign Manager, Kodak Alaris, said:
“Over 90% of our business is conducted
through the channel. From order fulfillment
and supply chain management to solution
implementation and managing the business
relationship, our partners drive our success.
This new programme puts partners at the
Odile Silva Di Mascio,
Partner Marketing and
Campaign Manager,
Kodak Alaris
Continued...
