Lexmark has launched a new channel recruitment programme, which includes cash-back incentives and training to maximise profitability for resellers.
The new initiatives are part of the company's strategy to expand on its enterprise software-as-a-service offering, following the 2010 acquisition of Perceptive Software, and more recently Twistage and AccessVia.
"We want to empower our partners with the knowledge and capability to sell our full range of end-to-end solutions, as well as the hardware products," said Martin Fairman, Channel and SME Sales Director, Lexmark UK and Ireland.
Lexmark is entering the basic print services (BPS) market, which will see the vendor offering resellers up to five years' worth of consumable contract revenue up front, giving resellers access to essential cash.
"This is unique, no other vendor does this," Fairman added. "Lexmark will do all the heavy lifting for resellers to engage in conversations with their end user's and assist in negotiating contracts."
As part of its on-going commitment to the channel, Lexmark has also launched a training academy, which involves a series of workshops and webinars designed to encourage resellers to sell its complete offering.
The Lexmark Advantage Academy is open to all reseller partners. "The industry is changing," said Fairman. "We can no longer rely solely on hardware products to make money. This is why we are bringing education to our partners' sales teams to empower them to engage in conversations outside the print platform, which will generate greater profitability."
As part of its growth expansion, Lexmark is recruiting additional partners in the region.