Print.IT Reseller - issue 61

Q&A etc. and offer end-users a managed service. All of the analytics behind managing a device that weren’t available to partners before, are now – and that’s a huge benefit to the partner community. It’s been received extremely well in the US, with many partners already signed up and managing thousands of devices with the service. PITR : Lexmark is undoubtedly strong within the enterprise sector, how will that expertise translate into the SMB market? SK: Lexmark’s heritage has traditionally been big business based on industry, so for example, banking, retail, manufacturing, pharmaceuticals and insurance. So what we have done is to take a step back, to see our value in the enterprise space and look at how we unleash this value into the channel. We have teams of industry experts and we will shortly announce a new engagement model for the channel that will give partners access to these industry experts. Within our direct business, we have years of experience solving pain points throughout the enterprise, our experts will have the ability to work with channel partners to help them address the pain points within their SME client base. We are geared to help partners win new business in vertical markets. PITR : What distribution model have you established? SK: We work with our distribution partners Midwich, Westcoast and Exertis for streamlined ordering and delivery. I’m a firm believer in distribution and we are focused on leveraging the power of distribution in a bigger way. My approach is to consider which players we can go bigger with and we’re looking at investments, programmes, what we have in stock, where we have it, and how much we have – across the board. One major addition is a new streamlined pricing model. We have created the Lexmark GO Line suite of SMB printers. Any partner can now go to distribution, look up the GO Line and know it’s stocked, the list price is meaningful and, there’s additional monies available to partners who sell that product. www.lexmark.co.uk NEW Alaris E1025 & E1035 Scanner l The E1035 scanner is a compact, quiet desktop model that fits perfectly into small office environments, reception areas, and home offices. l Make images even better than originals with built-in perfect page technology for superior quality and OCR readability. l Alaris Smart Touch Technology allows you to scan into different locations like common cloud services, Dropbox, email or other systems with the push of one button. [email protected] 0800 069 6604 PRINT IT RESELLER.UK 27

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