Xerox is hoping it can support more resellers on a shift towards selling managed print services as it looks to encourage its partner base to get more involved in delivering a solution sale for customers.
The vendor is not alone in moving towards managed print services and has been providing it at an enterprise level but wants resellers to increase penetration at an SME level and is providing support to those partners looking for assistance.
"We want to help partners drive their differentiation and value if they come from a print background," said Toni Clayton-Hine, vice president, global marketing and value proposition, Xerox channel partner operations.
She added that managed print services overlayed some of its big themes for this year, which included helping partners expand revenue and for the vendor to make it easier for resellers to work with Xerox.
"Can we help partners expand into new sources of revenue and can we help expand the sources of profitable income," she said.
Clayton-Hine added that the current focus was working more closely with partners to expand opportunities rather than following a strategy in the past that had included acquiring some of the larger UK print resellers.
"In Europe most of our expansion focus is around the partners that can help us increase penetration in the market and we don't see a huge partner acquisition target on the horizon," she added "Acquisition is not on the agenda at the moment."