EDITOR’S QUESTION
If our partners are
successful, then so
are we
s a global
manufacturer of
imaging products,
outline why and how
you’ve revamped your
partner programme? With more than 90 per cent
of business done via resellers
and distributors, if our
partners aren’t successful,
neither are we says Gregoire
de Clercq, EAMER Marketing
Director, Information
Management, Kodak Alaris.
role in the Alaris IN2 Ecosystem, a powerful
combination of best-in-class scanners,
software, services and partnerships,
designed to help customers take the
complexity out of information capture.
A key driver behind the relaunch of
the Alaris Partner Program was to ensure
that we evolved our support to equip our
partners with all of the tools, knowledge
and support they need to win. The new
programme has been designed to better
enable our channel partners to offer best-
in-class technology, sophisticated solutions
and services, to grow their businesses
through the ability to configure and create
new solutions that meet customers’ needs,
now and into the future.
One of the major new developments in
the revamped partner programme is the
launch of a dedicated, mobile responsive
web portal. The portal provides a one-
stop resource for a wide range of sales
enablement and training tools, marketing
assets and support, enabling partners to
better connect with customers and grow
their bottom-line profitability through lead
generation, incentives and promotions that
offer greater margin opportunities, as well as new and recurrent revenue streams.
It’s easy to use, access is via a one
click, single sign-on process, enabling
partners to conduct business anywhere,
from any device. Furthermore, opportunity
management, business planning, market
development funds and support requests
are all fully integrated with Kodak Alaris’
CRM system, which further streamlines
processes and saves time.
A new modernised process within
the partner portal enables resellers to
seamlessly register deals, faster and
with fewer steps. Comprehensive pre-
sales support with co-branded collateral,
sales tools, training and support, is also
available. Plus, we will vet, qualify and
analyse the customer need, as well as
develop a solution and, importantly, the
reseller retains ownership of each lead.
The partner programme has three tiers,
with membership at each level determined
by a number of criteria, including annual
revenue, certified sales staff, accredited
technical resources and whether the
partner offers Kodak Alaris services.
For more information please visit:
www.kodakalaris.com/en-gb/b2b
A
Gregoire de Clercq, EAMER Marketing Director,
Information Management, Kodak Alaris.
M
ore than 90 per cent of
Kodak Alaris’ Information
Management business is
conducted through our channel partners.
From order fulfilment and supply chain
management, to solution implementation
and managing the business relationship;
our partners drive our success.
We firmly believe there is a tremendous
opportunity for resellers to grow their
businesses by helping customers with
their information management challenges.
We understand that channel vendors are
increasingly facing new pressures, with
perceived commoditisation and customers
buying through more channels than they
have in the past and, as an OEM partner,
we’re committed to providing our partners
with a competitive advantage.
With transforming information
management and storage strategies to
improve operational efficiency and ensure a
competitive edge, top of the business agenda
within both the private and public sectors,
it’s no longer enough to simply provide
hardware-centric product information,
technical support, training and assistance.
Kodak Alaris channel partners play a vital
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NTELLIGENT TECH CHANNELS