New partner programme from Kodak Alaris empowers resellers and distributors to expand, connect and grow

by Pippa Sanderson   22 June, 2017
New partner programme from Kodak Alaris empowers resellers and distributors to expand, connect and grow

David Whitton, General Manager of Kodak Alaris - Eastern Cluster (Middle East, Africa, East Europe, Turkey & Russia).

Kodak Alaris’ Information Management division (IM) has revamped its channel partner programme, introducing a number of new sales tools, incentives and technical resources designed to support its partners and help them expand their businesses.

Why change? Addressing channel partners’ needs
In a rapidly changing marketplace, VARs, distributors and solution providers are looking for new ways to beat increased competition and overcome challenges with perceived commoditisation and customers buying through more channels than they have in the past. “More than 90 per cent of Kodak Alaris’ Information Management business is done via resellers and distributors, meaning if our partners aren’t successful, neither are we,” said Gerry Kelliher, EMEA Sales Director of Kodak Alaris Information Management. “Our new partner programme is designed to enable our channel partners to offer best-in-class technology, sophisticated solutions and services, and to grow their businesses by helping customers solve their information management challenges.”

Helping partners expand; connect; grow
The Alaris Partner Programme is designed to empower partners to expand, connect and grow. For partners, it will be easier to expand their offerings with the Alaris IN2 Ecosystem of award-winning scanners, software and services that deliver the right results. The programme will also position partners to better connect with their customers. Kodak Alaris is conducting global demand generation campaigns and passing all qualified leads on to partners. And by providing best-in-class sales tools, training and incentives, Kodak Alaris is helping partners create tailored solutions that better address client needs. Ultimately, this generates ‘stickiness’ (loyalty), while uncovering new revenue streams and greater opportunities to grow. Partners who participate in the Alaris Partner Programme can also grow their bottom-line profitability with new and improved incentives, rebates and promotions.

David Whitton, General Manager of Kodak Alaris – Eastern Cluster (Middle East, Africa, East Europe, Turkey & Russia) said, “Our company’s go-to-market model is indirect and partner focused. A total of 90 per cent of our business in the Middle East goes through channel partners. Channel management is a very important aspect of our overall strategy as the efforts of our channel reflect directly on our bottom line. Our top two focused initiatives are ‘Channel Coverage’ and ‘Channel Enablement’. Partnerships are formed with channel partners who understand our vision and then the right tools and programmes are developed to support the channel. The end result is that the channel functions effectively and effortlessly as an extended arm of Kodak Alaris. As part of our new partner programme, through specific training and technical programmes, we are equipping our partners with the skills needed to leverage market opportunities. As we launch products, we work with our partners to ensure they are highly skilled and have the right capabilities and this, in turn, helps them to act as key advisers to help end customers choose solutions that fit their business needs.”

Partners are rewarded depending on their level of commitment to Kodak Alaris
The Alaris Partner Programme includes financial incentives, including a new set of reseller benefits and bonuses, which are determined by membership tiers and a partner’s level of commitment to Kodak Alaris.

For more information on deal registration, incentives, and membership tiers, please visit partners.kodakalaris.com.


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