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.
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:
Registered Partners, who have access to sales tools and incentives via a dedicated web portal;
Premier Partners, who enjoy additional benefits including marketing tools and partnership commitment incentives; and
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 centre of our relationship with customers.” In particular, it is designed to help partners:
Expand their offering with a portfolio of world-class distributed and production scanners, capture solutions and service;
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
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.”
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:
demand generation campaigns designed to give partners a pipeline of qualified leads;
a streamlined, faster process for registering deals within the partner portal;
comprehensive pre-sales support, with co-branded collateral, sales tools, training and support;
help in vetting, qualifying and analysing the customer need and developing a solution, with the reseller retaining ownership of each lead; and
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 to address a growing information management requirement.
“Businesses are dealing with an explosion of data, which is complicated by the mix of paper and digital – according to InfoTrends, more than 58% of external inputs companies receive is still in paper format. Organisations should be getting smarter about data, taking steps to adapt their business models and processes to combine both hard copy and digital files, to ensure that information is no longer an under-utilised asset. This presents an opportunity for the channel to get stickier with customers, by opening up a new conversation that encourages them to look closer at their document management and archive processes and to propose a solution that will help them to use data to drive business efficiency, growth and profitability,” she said.
Kodak Alaris has identified a number of traditionally paper-intensive sectors, including financial services, legal and healthcare, as huge growth areas for the channel. Digital transformation, for example, is central to the Government’s plans for transforming the NHS as it works towards achieving a paper-free health and care system by 2020.
Odile argues that the AIIM report PaperFree in 2016, Are we there yet? confirms the significant opportunity that the move toward digital transformation and paperless working presents. “Twenty-five per cent of the businesses polled indicated that they run a totally paper-free environment, which suggests that the majority of firms are still ripe to target,” she said.
In the same report, 42% of respondents cited higher productivity as one of the biggest benefits of removing paper; two thirds said that the demand for paperless processes is on the rise.
For Odile, another stand-out finding is the fact that 39% of businesses surveyed cited a lack of understanding and awareness when it comes to paper-free options. “Herein lies a fantastic opportunity for the channel to increase their customers’ understanding of digital transformation and talk to them about the better, faster and more cost-efficient technological options that are available to them,” she said. Kodak Alaris officially launched the new programme in the EMEA region on February 1 during its Partner Summit in Lisbon. Other regions will launch later in the year. For more information on the
Kodak Alaris partner programme please visit: