Print.IT Reseller - issue 70

2020 and beyond Continued business growth is naturally a key objective for Lexmark in 2020 and beyond, and the company has its sights firmly set on the channel to drive this growth. In addition to launching the new Lexmark Connect channel programme, it has also updated its successful Business Solutions Dealer programme, which helps channel partners provide solutions- focused offerings for their customers via fully managed print services and workflow-enhancing solutions, software and dedicated support. “I have engaged with many of our channel partners over the past year and the evolution of both the BSD programme and launch of Lexmark Connect have both been driven in response to their feedback,” Valjak explained. “This coming year, I’m looking forward to continuing those conversations to see what else we can do to further optimise these, because the needs of the channel are ever evolving.” Distribution The distribution channel has also fallen under Valjak’s scrutiny. Following meetings with all of its distribution partners, Lexmark is also focused on making it easier for this channel to work with Lexmark and to respond to some to some of the topics that were set forward. “This is a first step,” Valjak said, adding: “I am not saying that we have already solved all of the topics brought to our attention. It's the beginning of a journey. We are increasing our investment into the distribution channel, specifically around creating awareness. Lexmark has a great portfolio with very competitive features, but we need to really step up and raise awareness for that. We are now starting to structurally invest marketing development funds with our distributors to support that goal. We have also put a bonus structure for distributors in place as well as incentives that will see distributors benefit from helping us to engage with more IT resellers.” In closing, Valjak said that Lexmark has a great opportunity to significantly extend its market share. “Our goal is to continue building share, we are looking to achieve double-digit growth but in a sound way, and the channel will play a key role in us realising our goal.” www.lexmark.co.uk “The programme is aimed at SMB customers, specifically mid-size to large SMB customers with print fleets of anything between around 50 to 200 devices,” Valjak said, adding: “The partner owns the end customer relationship, while Lexmark can provide the infrastructure to remotely manage the fleet, leveraging the same technology we use to manage print fleets for direct MPS customers globally.” MPS Core will, according to Valjak provide an opportunity for a new breed of reseller to partner with Lexmark. “MPS Core will be attractive to IT resellers for example who don’t have the same capabilities that dedicated print dealers have. By providing them with the ability to manage printer fleets, avoid downtime through proactive maintenance, removing the requirement to send engineers out for a minor issue such as a paper tray that wasn’t closed properly, to manage consumables replenishment etc. that’s what we mean when we say we can help partners to differentiate. They can offer MPS without having to invest in developing the technical and service capabilities themselves.” He continued: “We believed that this will be a very interesting offer for many IT resellers. It’s a very straightforward programme, it is very easy to use the tools for managing the print fleet, and it is based on an extremely reliable infrastructure, as it is the exact same thing that Lexmark is using globally.” Specific to the EMEA market and to ensure compliance with GDPR, Lexmark has put in place an infrastructure that ensures that data for Europe is hosted in Europe. PRINTITRESELLER.UK 25 INTERVIEW Lexmark Connect: in brief Lexmark Connect provides all types of partners access to innovative imaging solutions and technologies, as well as tools, resources and benefits that help them win more business opportunities and improve their bottom line. Lexmark Connect provides partners unique insight and custom solutions, from training and education to beyond-the-box capabilities that can help partners to further differentiate their offering. Key benefits and enhancements to the channel programs for 2020 include: n More customised business model tracks, so partners’ experience is tailored to their specific needs and objectives. n A tiered program structure that allows resellers to gain as they grow. n New training and education opportunities to build  knowledge and expertise. n Sales support and rewarding programs and promotions to strengthen sales efforts. n Convenient, one-stop access to PartnerNet, the Lexmark partner portal.