We spoke to Mahmoud Alyaha, Middle East Operations Region Manager at
Xerox, about why channel partnerships are so important and how vendors
can build successful partner programmes.
X
erox is a multinational company
which has been operating in
document management technology
and printing solutions for 80 years.
A Fortune 500 company, Xerox prides
itself on its history of innovation and
its contribution towards Information
Technology. Part of the company’s success
can be attributed to its strong channel
programme, with partners playing a crucial
role in ensuring customers receive the best
experience possible.
Mahmoud Alyaha, Middle East
Operations Region Manager at Xerox, tells
us more. . . .
Why is it important to have a
strong partner programme?
It’s very important to have a strong
programme in place that focuses on clearly
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Another area which is
also important is the
constant training and
development of people
in the channel or of our
partner companies.
identified key performance indicators to
ensure the clients’ experience and their
satisfaction are at the highest level possible.
The client is the centrepiece of this
relationship. The second element is ensuring
The importance of
an efficient partner
programme
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the partners are provided with the right
tools to represent the products and brands
of any vendor in the market.
So, talking about Xerox specifically,
a solid partner programme will ensure
partners have the right tools to cater our
services and products to the market in the
best way possible.
What factors, in your opinion, make
a partner programme successful?
The most important element of the
relationship between us and our partners,
or distributors or channels is ensuring
that there’s alignment – ensuring both
our company and our partner companies
are 100% aware of each other’s strategic
objectives and directions.
It’s important to ensure these strategies
are not only aligned but that they intersect
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