Six-month analysis sets out new guidelines to support resellers and distributors across EMEA
Zebra Technologies, the provider of global on-demand printing solutions, has launched its EMEA channel partner programme. Following intensive analysis of individual markets, distribution and reseller channels, and also incorporating best practice from Zebra Technologies award winning programme in the USA, the company has developed the EMEA version of PartnersFirst.
PartnersFirst clearly differentiates distributors from direct resellers by adding a specific Authorised Distributor track to the programme. It also recognises the support that resellers who buy through distribution expect. These partners will benefit from working with a local distributor while maintaining a relationship with Zebra for sales, marketing, training and technical support.
With 100 per cent of our sales coming from the channel in EMEA, we wanted to ensure the right support structure is in place for all our partners, said Ashley Ford, sales director EMEA at Zebra. By recognising different skills and commitment within Zebras partner community, we have been able to set out a reward mechanism that will encourage partners to invest in our business. For different countries, a set of varied criteria is clear for each level of accreditation. This ensures PartnersFirst is fair and representative of local market conditions and pricing, whilst motivating our partners to grow their business with Zebra.
PartnersFirst is an ideal opportunity for ScanSource Europe to reinforce its partnership with Zebra, said Xavier Cartiaux, managing director at ScanSource Europe. Zebras determination to change how its partners are supported and rewarded will benefit the channel and will help ScanSource to support the reseller community.
PartnersFirst is a continually evolving scheme, designed to offer more opportunities as new products and technologies become available. The programme recognises three tiers of direct resellers: Premier Partners, Advanced Partners and Associate Partners. These core categories are complemented with programme sub-tracks that reward excellence in specific areas, such as RFID and Zebra supplies.
All existing partners have been invited to apply online to be part of the PartnersFirst programme. They have until the end of 2006 to complete the application that is available at zebrapartner.com