Bytes Document Solutions, distributor of Xerox products and solutions to 24 African countries, has launched a new channel programme it has termed Halo.
Halo is a formalised, structured approach that will allow advanced document software solutions to be successfully sold and deployed into the SME space.
“This is not new to Bytes Document Solutions, but an enhanced drive and fresh approach to the market in line with customer demand can't do any harm. For that reason, we've standardised the approach to selling the Xerox range of software solutions,” says Peter Vieira, business development manager, Office Systems Group at Bytes Document Solutions.
“Halo is an all-encompassing programme to more closely engage our partners, enabling them to deliver advanced document solutions for the benefit of their clients, in a way others can only talk about.”
The programme will allow Bytes Document Solutions to re-energise its indirect channel and software champions. They are trained extensively to use the software so they can demonstrate it to clients, train other employees in their businesses and fully ascertain its potential at clients. They become the conduit through which information is channelled between their business, their customers and Bytes Document Solutions.
“We also have a full team supporting the champions, their businesses and the end-customers,” says Grant Long, software product manager, Xerox Global Services at Bytes Document Solutions. “The whole aim of Halo is to enable and inspire office solutions sales, but in order to do that we need buy-in from our own employees and those of our partners, we must manage the process, train everyone involved, ensure consistent channel engagement, and finally, offer incentives to promote its widespread adoption and ensure quality delivery to our customers.”
Supporting team
The Bytes Document Solutions team supporting Halo consists of software specialists, technical and support employees, salespeople and divisional managers.
Together they bring a number of skills to the table from business analysis and project management to custom development capabilities to channel partners and ultimately, customers.
“The necessary change in the way we approach this market is based directly on the industry maturity cycle,” says Vieira. “Sales of single-function devices are already in decline, while multifunction devices are approaching the pinnacle of market demand, but they are already in the commodity space. Halo allows us to differentiate our product in that commodity segment by offering an extensive value-added service that clients are increasingly demanding, offering our channel a new opportunity to generate healthier margins, and reducing the competition they face.”
“Halo will ensure that our broader sales family will have the requisite confidence to bring these solutions to market, when and where our customers need them, and know that they have the technical expertise and backup to support them,” says Long.
The programme will initially focus on a subset of products, as there are many within the portfolio to cover a variety of business requirements, which partners will obtain through the programme.
Xerox-based software solutions available as a result include: accounting; cost and access control; output management; document and content management; and scanning, routing and distribution.
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Bytes Document Solutions
Bytes Document Solutions, previously known as Xerox South Africa, is a R1 8 billion-a-year company made up of three business components:
* The sole authorised Xerox distributor to 24 sub-Saharan countries;
* The largest South African paper merchant through NOR Paper; and
* Africa's leading digital printing and mailing bureau through LaserCom.
Bytes Document Solutions is recognised as a Level Three Contributor as defined by the Department of Trade & Industry's Codes of Good Practice. In addition, Bytes Document Solutions has been recognised as a value adding supplier, with its customers being able to claim 137.5% of their spend towards their preferential procurement measurement for their own BBEEE status.
Bytes Documents Solutions is a division of Bytes Technology Group South Africa, owned by Altron, with Kagiso Trust Investments as its empowerment partner.
Web site: http://www.bytesdocumentsolutions.co.za
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