Fuji Xerox talks new partner program

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This article appeared in the July 2017 issue of CRN magazine.

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Fuji Xerox talks new partner program

Tony Grima, general manager for Australia at Fuji Xerox Printers, explains how the company is evolving in line with emerging technology


I have spent my last few roles in a large Fortune 500 consumables-led business, and the past three years in the turnaround and transformation of a 100-year-old business. Both taught me great lessons about adding and enhancing value as a key vendor, and also to make sure you pay attention to mission-critical goals.

It also reminded me to differentiate and ensure we’re always working closely with our channel partners and end customers. My experiences in both of these companies have been beneficial in helping me transition quickly and smoothly into Fuji Xerox Printers. I am pleased with what I see and the great people and channel partners we work with.

Program and events

As part of our new channel premier partner program (which includes silver, gold and platinum certifications) we have added more benefits for partners on each level, offering more support, recognition and rewards.  

We have one of the strongest channel programs in Australia, and we’re pleased to work with some of the top resellers. This year also marks 40 years of innovation since Xerox launched the first commercial laser printer, and we’re celebrating with a campaign, ‘Cheers to 40 years’, for both our channel partners and customers with special prizes.

We hold numerous partner events, including product launches, training events and a travel incentive trip called Premier Club. In addition, we have another major event set to take place this year in Sydney.


At Fuji Xerox Printers, there is a real commitment to go beyond the traditional supplier relationship, and this is at the core of our business. We operate under the guidance of the company’s core values and everyone takes it very seriously, which helps work towards a shared goal.

We never stop looking at ways to support our partners with innovative tools and programs, as well as providing the lead generation that is key to promoting our leading technologies to customers. We strive to be there for every step of the way to assist Australian businesses in reaching the success they deserve.

Industry challenges

As the modern workplace continues to evolve, there is an increasing demand for a smart office that can support remote working conditions and flexible hours. Fuji Xerox Printers have the best solutions to meet this mobility need by enabling businesses to connect, share, scan and print via the cloud, wi-fi, near field communication (NFC) and USB.

We see the world evolving, and today’s office should be always at an employee’s fingertips regardless of whether they are working from home, in the field or in the office. Our challenge is to educate and inform customers about the new technologies we offer to greatly improve workflows and productivity, and to be top-of-mind in customers’ preferences.


I was proud to see our DocuPrint CM315z recently awarded the 2017 winner in the outstanding colour MFP for small workgroups category by the BLI Buyers Lab, a leading independent global document imaging product test lab.

In the short term, my goal has been to meet individually with each premier partner at our annual one-to-one meetings to share our new program and to get feedback from partners so we can help their business grow.  

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