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Lexmark Launches New Channel Value Programme on RelayWare 8

The brand-new programme will help European channel partners drive sales and secure margins by adopting the ‘Print less, save more’ approach.

London 15 July 2008 – Lexmark, the printing solutions provider, launched its new Channel Value Programme on RelayWare 8 across Europe. The progression-based program repays channel resellers and promotes best printing practice through a dynamic mix of sales support, rewards and special incentives.

The program is underpinned by RelayWare 8 PRM software from Foundation Network Ltd, which incorporates a broad range of business applications to enable effective partner sales, marketing, reporting and administration; all of which will enable Lexmark to build and maintain a high performing channel.

The Channel Value Programme, designed around Lexmark’s specific channel needs, is tailored to help each individual channel partner drive sales and bring added value through service offering and knowledge transfer, thus being able to offer to customers smarter ways to boost productivity and reduce costs. The more valuable Lexmark products a partner sells, the more benefits he can get. The scheme is tiered in three levels:

• Lexmark Select Partner: This level allows partners to have access to special bid conditions, exclusive price promotions, discounted demo equipment, sales and marketing materials, online technical support.
• Lexmark Premium Partner: This level of partnership allows partners to benefit from loyalty rewards, privileged lead generator and reseller gift promotions.
• Lexmark Expert Partner: This high-level partnership will allow partners to benefit from attractive bonus plan, special partner certifications, access to the Solutions Centre to download workflow applications, and face-to-face follow-up.

At the front end of RelayWare 8 is a dedicated channel Extranet, which offers partners quick and easy access to a range of tools – from product guides and brochures to promotion collateral and key selling arguments. Furthermore, channel partners can personalise their offers with their own prices and company logo.

Lexmark has created the program not only to reward resellers, but also to offer more innovative, value-added solutions to allow their channel partners to win more deals.

Mike Morgan, COO, Foundation Network Ltd, adds: “Lexmark completely understands the value of its channel and has invested time and resources to reflect its worth to the business. So often the channel is given very little attention, Lexmark’s Channel Value Programme has been designed to empower and support partners to generate maximum revenue for all parties.”