Not Too Big to Change: Xerox’s New Approach to Channels Partner Relationship Management

By Lisa Graham – “We knew that our systems were difficult for partners to easily traverse. To make it easier for our partners to do business with us, we needed to be providing easier access, making it easy for new partners to enroll in our global partner program, making resources easier to find, and providing a single sign-on capability.”

That was only part of the challenge faced by Aqua Porter, vice president, Xerox Global Channels Operations, when the Xerox channels business became a global operation in 2013. As she described in a recent presentation at the SiriusDecisions Summit Europe in London, Porter was charged at the time with standardizing on a world-class partner relationship management (PRM) system.

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