Print.IT Reseller - issue 62

the reality is that once you start finding problems and building apps to resolve them, you might find that a smartphone app is the right way to go. So, having the right mindset of ‘find it, map it, app it’ will help us move from a focus on building apps for MFPs to selling software and solutions whether they are connected to the box or not.” The IT channel To date, most of Xerox’s efforts have been focused on training its own salespeople and the copier channel. However, with the expansion of the Xerox App Gallery, Boyt argues that the model has evolved to the point where it starts to make sense for IT resellers too. “The IT channel sells lots of printers on a fast turnover basis. Their ability, or willingness, to invest time to ‘find it, map it, app it’ is not there – they have 10 minutes to complete a transaction and then move on to the next one. Now that we’ve got the e-commerce platform, it’s no different to the logic of the smartphone. “When you buy a phone from O2 or Vodafone, they don’t spend a huge amount of time telling you about this app or that app; what they sell you is access to the app gallery where you will find all these great things that are going to solve your problems. What’s interesting for the IT reseller channel is the model where the value is the gallery and what they sell is the platform that gives customers access to that. We fit that model of a fast transaction that also offers the benefit of apps and solutions,” he said. www.xerox.com are going to grow to become of material value. What we also know is that printer volumes are declining, and the second benefit of these apps and solutions is that they provide a route to additional or alternative revenue streams. “The interesting thing is that while the apps that make most sense to people initially are the ones closest to the box, APPS 01732 759725 26 ...continued Xerox VersaLink and AltaLink devices can be enhanced with Xerox ConnectKey® apps offering one-touch access to cloud services such as Dropbox, Google Drive and Box Services offerings to advance DX Xerox has also introduced a new services portfolio, comprising five horizontal and four industry-specific services that are built to address clients’ digital transformation imperatives. Streamlining time-consuming, business-critical processes can be accomplished with Xerox’s Horizontal Services, which include: n Xerox Intelligent Workplace Services: transcend the traditional MPS segment by leveraging workflow automation, content management and print infrastructure optimisation for more efficient and secure workplaces. n Xerox Capture & Content Services: provide advanced multichannel capture and process automation, making information available at point of need; drive clients to make more informed and proactive business decisions. n Xerox Accounts Payable Services: offer a range of invoice processing services, from automated to full e-invoicing; eliminates time-consuming processes while improving data security, giving clients control of the payment schedule. n Xerox Digital Hub & Cloud Print Services: provide cloud-based, multi- layered enterprise solutions for fast, cost-controlled printing services; include design, production and delivery of print and digital collateral materials. n Xerox Campaigns on Demand Services: feature a multi-use marketing campaign solution that scales to any audience size across multiple channels. Addressing the unique needs of industries, such as insurance, healthcare, public sector and retail, Xerox’s first set of sector-specific services provides new ways to enhance the client experience. The new line-up includes Xerox Services for: n Digital Insurer: empower insurance organisations to meet the demands of numerous touch points across the client journey by helping orchestrate engagement and supporting business processes. n Digital Patient: enable healthcare organisations to face the challenges of providing an improved patient experience, from admission to discharge, while supporting compliance with an ever-increasing regulatory environment. n Digital Citizen: assist public sector authorities to better navigate and manage the citizen journey; reduce costs associated with supporting regulatory compliance. n Digital Retailer: help retailers drive brand engagement and loyalty through an enhanced experience at every stage of the consumer experience. “There is a significant opportunity for our clients to automate inbound and outbound communications, extract value from ingested data and streamline various business processes to unlock immense productivity gains,” said Joanne Collins Smee, Chief Commercial Officer, Xerox. “Powered by our technologies, software and Managed Print Services expertise, Xerox Services allows our clients to better compete in a rapidly changing market environment.” www.xerox.co.uk/en-gb/services