Visioneer looks for fed resellers

Visioneer's newly launched reseller program targets the government space among other vertical markets.

The scanner maker's 20/20 Perfect Vision Program marks the company's first major effort to target indirect channels, according to a Visioneer spokeswoman. GTSI has signed with Visioneer as its first federal market integrator. In addition to the government vertical, Visioneer also pursues the health care, legal and law enforcement/public safety market segments.

Resellers and integrators will be able to sell both Visioneer and Xerox-branded solutions. Visioneer is a Xerox licensing partner.

Visioneer's workgroup-oriented products influenced the company’s reseller pursuit, the spokeswoman said. Visioneer’s 9750 and Strobe XP 450 scanners fall into the workgroup category. The company also markets the Xerox DocuMate series of workgroup scanners.

The 20/20 Perfect Vision Program operates in two tiers. The entry-level tier, which doesn’t require a minimum purchase, provides basic partner services such as sales support and product training. Elite partners, who must maintain quarterly net purchases of at least $12,500, are eligible for additional benefits. Those include volume incentive rebates and market development funds. Elite resellers also are assigned a territory sales representative to assist with sales opportunities.

Visioneer hasn't set an objective for the number of resellers and integrators it hopes to enroll in its program, the spokeswoman said. She added that the company may consider signing a distribution partner to work with smaller resellers.

Moore is a freelance writer based in Syracuse, N.Y.

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