Alaris seeks to recruit Elite channel partners in Middle East

Information management solutions vendor targets partners in the META, Russia and CIS market

Mihyar says historically, Alaris has been strong in the government, banking, healthcare and insurance verticals.
Mihyar says historically, Alaris has been strong in the government, banking, healthcare and insurance verticals.

Information management solutions vendor Alaris, a Kodak Alaris subsidiary, has said it is seeking to on board channel partners on the Elite Partner Programme as part of the broader Alaris IN2 Ecosystem initiative.

According to the company, it is looking to recruit partners in the META, Russia and CIS countries.

Samer Mihyar, regional marketing manager - META and Russia and CIS at Alaris, a Kodak Alaris business, said that while IT equipment reselling partners have different business models and approaches, with Elite Partners the company is looking at those solution providers that can help Alaris to reach out to the right audience with the right message.


"We want to work with value added resellers (VARs) or system integrators (SIs), although we are also open to any partnership that shows commitment and structure to their selling approach," he said. "No matter how big or small the partner organisation is, we are happy to work hand in hand with in providing them with all the support that they need to succeed in the market."

Mihyar explained that for decades Alaris has been a innovating and developing scanning technology and a trendsetter in the science of information capture, but without a solid network of partners the company wouldn't have been able to reach the point where it is right now. "We value their market expertise, their solutions approach, and most importantly their relationships in their respective markets," he noted.

Mihyar explained that the company has talked to many existing and new partners to understand their expectations from a vendor, and the Elite Partner Programme is the outcome of a two-way fruitful discussion. "We took into consideration all aspects and concerns and came up with the right formula to guarantee a successful long term relationships with the partners we will recruit," he said.

Mihyar pointed out that historically, Alaris has been strong in the government, banking, healthcare and insurance verticals. He said with the Elite Partner Programme recruitment drive, the company is looking at on boarding and working closely with partners who serve the legal, accounting and education sectors. "We have put great propositions in place to help organisations automate their process like exam correction suite and, invoicing and contracts solutions," he added.

He said in addition, Alaris provides the necessary tools for partners to excel in their domain and Elite partners will be required to have the technical capabilities to demonstrate the company's solutions as well as the sales force to reach out to the right audience. "Through this on boarding exercise, we are also encourage channel partners to have dedicated marketing resources as we are looking at executing many marketing-related initiatives with them jointly," he said.

Mihyar explained that Alaris has identified four key areas that it's focusing on and these include training and enablement, deal protection, rewards, and lead generation. "Elite partners get the full suite of benefits with us and they can be rest assured that all deals registered for them on our portal are documented and protected for them," he said.

In addition, he said Alaris will work closely with Elite partners to identify key accounts and support them all the way in the sales lifecycle. "Financially, we guarantee healthy margins and quarterly rebates," he said. "Additionally we provide end of year bonuses on top of the regular promotions and incentives we offer partners."

He said sales staff can gain points by registering their sales, points that can then be exchanged for valuable items from tech gadgets to trips to Las Vegas.

Mihyar said as a 100% channel oriented company, Alaris has built a fully equipped Experience Centre to allow partners get hands-on experience on all the products and they can even bring their clients for tours and demonstrations. "As the Elite Partner Programme is open to existing and new partners, SIs and VARs on the programme can expect leads to be passed on to them regularly," he said.

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