PRINTITRESELLER.UK 37 MR: Will there be some changes to the partner program coming next year as well? AM: There is already some work going on to ensure that what we are able to do is to facilitate the Xerox technology on some of the Lexmark platforms, and some of the Lexmark technology on the Xerox platforms, which gives us cross pollination of the other good things of both organisations. We’re looking to try to offer something different to Lexmark partners, if Xerox has that on the table, and likewise, Lexmark products, technologies, and services that Xerox partners today may actually take advantage of and benefit from. The acquisition was strategically made to ensure that our core print business stood at the heart of the Xerox organisation. Moving forward, we want to expand in the areas of growth in the print industry. So, whilst we want to dovetail that capability and add other services to it, print is still going to be a core business for Xerox moving forward. www.xerox.co.uk in-breed vendor capability so that we can be classified by our channel partners as the vendor of choice, or the channel partners’, partner of choice. That’s a key strategy for us, and a key KPI that we want to try to achieve, that will encompass creating value-based solutions for those organisations – education, training, programs, support and more importantly, I guess, what we want to try to do is to invest in demand generation and awareness and consideration of our brand in those marketplaces where we perhaps don’t have strength of awareness and consideration, like the SMB customer, for example. So that’s a real focus area for us in terms of investment. MR: Another area that we should touch on is sustainability. Sustainability is such an integral part of every business’s journey now and it’s figuring quite heavily on tenders. Both Xerox and Lexmark are very strong in this area. AM: Lexmark has a recognised standing in terms of sustainability in the marketplace, as do we. We both have our ESG goals that we’re looking to try to achieve, and again, we’ll take the best of what we’ve got at Xerox and the best of what Lexmark offers and put those two together. the growth in A4 outweighs the growth in A3, and therefore taking back control, or taking responsibility for manufacturing, product development capability, was a really important point for us to consider during the acquisition phase. The A4 portfolio from Lexmark further enhances the A4 portfolio from Xerox. They have certain technologies and capabilities and applications that the Xerox range of products don’t necessarily have today. So, it’s important that we take the best bits of both organisations and put them together, that gives our channel partners greater access to a wider portfolio, which allows them to serve greater sets of customers in the marketplace. MR: Where are you investing for channel growth and how are you enabling both Xerox and Lexmark channel partners to sell and support your expanded portfolio? AM: One of the things that we will be looking to do as we transition through the integration is to take the best parts of the Xerox channel value proposition, the best parts of the Lexmark value proposition, and build something which is sustainable for the future, for both Xerox partners and Lexmark partners. We believe that actually what we need to do is to create a bestONE-TO-ONE To watch the full interview, please scan the QR code
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