The local subsidiary of Xerox Channel Group (XCG) has accepted ISP, IBI (Internet By Intertech), into its Xtraordinary Performer (XP) reseller programme, thereby extending the reach of its network laser, personal copier and inkjet printer products.
Angie Samuel, marketing manager at XCG SA, says the appointment is supportive of rapidly growing demand from IBI`s SME and SOHO customers looking for cost-effective network laser or colour inkjet printers.
Gary Mukheibir, GM of IBI, says that while IBI is primarily an ISP it is often requested to assist in the design, implementation and support of customer LANs. "Customers want a total solution with one port of call for support and additional capacity or products as well as for off-site, overnight backup of data," he says.
"As a result we are regularly requested to recommend or supply file servers, workstations, routers, modems and printers, and establishing formal reseller relationships with vendors such as Xerox Channels Group is a logical progression."
Samuel says admission to the XP programme allows IBI to benefit from a wide range of pre- and post-sales support, gives it access to demonstration and evaluation equipment, and makes it eligible for price breaks based on volumes shipped.
"Tighter budgets and tougher economic conditions mean SA business is taking more notice of cost issues - both from a capital expenditure and a consumables point of view. As a result, local resellers are increasingly interested in becoming involved in our XP programme."
According to Samuel, the primary driver of the growth XCG has enjoyed in its first year of business in SA is heightened awareness. "The growing band of XPs and, more recently, Xtraordinary Resellers (XRs) is speeding acceptance of Xerox technology through education, introducing customers to the risks inherent in selecting products without carefully evaluating the alternatives," she says.
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