By Paul Kunert
1 July 2008
More than six years after splitting with Computer 2000 Lexmark has reprised the relationship giving the printer vendor access to the thousands of SME focused resellers that the broadline distributor deals with.
The move coincides with the launch today of Lexmark’s three tiered Channel Value programme designed to recruit more resellers and offer higher rebates.
In 2007 Lexmark UK lost market share after efforts to focus on higher margin printers and pull out of the low-end consumer inkjet segment and it already restructured internally this year.
The appointment of C2000 was “strategically important” said Marcus Harvey, Lexmark UK director of channel sales, as it could reach more resellers through the deal.
The small business and home markets would be areas of considerable growth over the next few months said Simon Fagan, general manager of the printer and supplies business unit at C2000.
Computer 2000 joins Ingram Micro, Midwich and Northamber as existing Lexmark distributors.
The latest channel scheme from Lexmark includes a Select partners tier that allows partners access to special bid conditions, price promotions, discounted demo kit and sales and marketing material.
The next tier, Premium Partners will receive loyalty rewards, a privileged lead generator and reseller gift promotions.
Top tier Expert Partners will get a bonus plan and rebates, special partner certification and access to the solutions centre.
