01732 759725 26 whether local, global, or international. They’re what I’d call missionary salespeople, they go in, champion the full portfolio, and uncover new opportunities within those accounts. That doesn’t always mean we sell direct; often those wins are fulfilled through our channel partners. And historically, at Lexmark, we’ve always leveraged the strength of our partners in exactly that way, just as Xerox has too.” He continued: “The interesting thing as well is, if you take a look at both organisations from a channel enterprise point of view, there’s hardly any overlap. We’re super happy with that by the way! “I’m currently defining the concepts and roles we need, and everything is moving smoothly. As we take the next step, we can now look at a wide range of historical Lexmark accounts and align them with a broader portfolio of products. From Xerox’s perspective, many of the strengths we’ve built at Lexmark, our international reach, geographic coverage, and ability to support global clients translate perfectly. In that sense, it’s a perfect match.” Valjak added: “That’s why we refer to it as the named account sales organisation and the channel sales organisation, so there’s no sales, strengthening consistency, scalability and operational simplicity. The integrated model is designed to strengthen Xerox’s competitive position across the combined Xerox–Lexmark portfolio, enabling greater consistency across routes to market while supporting profitable growth. Regional focus Thomas Valjak will lead Western Europe channels and partners while Danny Molhoek will lead Western Europe managed accounts. The restructure also signals the full integration of the two companies which will now operate under the Xerox brand. Valjak explained that globally the company is bringing both teams together. “We are moving away from the Lexmark team and the Xerox team. We’re combining both sales organisations and creating two go‑to‑market teams on a regional level and on a country level. “We are establishing a named accounts organisation led by Danny which will focus on directly pursuing opportunities with named accounts in the corporate, enterprise and public sector spaces, with complex solution requirements. Some of them might be national, some of them international, or even global.” The channel sales organisation headed up by Valjak will manage engagement with partners serving non-named accounts. Partner-led strategy “Lexmark works with a dedicated group of account managers who each oversee a defined list of major organisations, many of which were identified years ago. Xerox operates in much the same way,” Molhoek explained. “These teams focus on large commercial and public sector clients, The updated print go-to-market framework is organised into three regional models, North America, Western Europe, and the rest of the world, supported by a dedicated global production print services division and two specialised teams focused on distribution and inside sales. Xerox says the new structure is built around a streamlined, integrated sales system designed to enable stronger client outcomes, reduced service costs and increased sales efficiency, while tapping into high value opportunities in print, IT solutions and digital services, and graphic communications. Unified sales structure The model unifies the Xerox–Lexmark sales structure and sharpens regional focus, positioning it to drive growth across enterprise, SMB and partner-led segments. Direct sales will concentrate on enterprise and corporate clients, with greater emphasis on services integration, workflow optimisation and managed solutions, while partners take on expanded hardware fulfilment and SMB coverage, supported by inside Xerox has announced a redesigned global print go-to-market structure that unifies sales engagement, sharpens regional focus, and positions the company to reclaim market share and drive growth across key solution areas. Notably, the evolution reinforces the company’s commitment to partner-led expansion Xerox announces global print go-to-market structure XEROX-LEXMARK Danny Molhoek
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