4. Aggressive Partner Recruitment In Geographic Areas Of Need

Xerox has pinpointed the geographies where it would benefit from expanded channel distribution, identified the major channel players in those areas and invited them to a 1.5-day recruiting session in which Xerox talks them through the company's strategy and offerings, Feldman said.

Jacobson told investors that he attended one of the partner recruitment meetings in New York, where 48 channel partners were brought in and 20 percent of them opted to sign up. Xerox has held the same recruitment meetings in Europe and enjoyed a similar level of success, Jacobson said.

"They [the channel] want to make sure they hitch their wagon to [vendor] partners that they know will be here," Jacobson said. "When they look at us as an industry leader, they have great confidence."