XEROX
that we’ve got the alignment that we were looking for in Western Europe, it becomes about how we simplify that model for our partners? How do we create an environment where they get faster reactions to the things that they need from us so that they can serve their clients better? And how do we then help those partners grow? For instance, if we’ve got partners that are services-led, how do we make sure that they’ve got access to and easy ways to sell the traditional offerings? For us, it is about reducing the complexity for partners.” This desire for simplification has been driven by the market. “Anytime you talk to a partner about dealing with a global OEM, they always want it to be easier and faster,” says Matt. “Whether clients want to buy items outright or on contract, being able to serve those business needs through a partner in a clear and legible way has become more important. In most of my conversations with partners, they want things to be easier. We have put a lot of effort into complexity on the back end but ensuring it’s easy to deal with for our partners.” Increasing choice The devices unveiled at the forum aim to give partners more choice to present to their end clients. “We know that our partners are looking for more choice and more products that fit their end clients’ goals,” explains Matt. “Clients are looking for devices with a strong security offering, that are easy to deploy and manage and integrate with services and backend systems seamlessly. “We see that a lot in the workplace and when we look at the production market. Production is an environment that is all about efficiency and driving out any waste that’s in operations. In that new set of products, you’re seeing more AI-assisted setup and more automation – things that are addressing the challenges in that marketplace. And there are plenty of
challenges – costs are going up, there are labour shortages – so those become the guiding principles to anything that we develop and put into the marketplace: are we addressing those points of challenge that we know end users are having? “One of the products unveiled on stage caught people off guard because its footprint was so small. But when you look at that set of features that were packed into the device, it was something that you would typically see in an A3 floor-standing model. The integration with the backend systems and print management – such as in corporate environment where the same badge that gets you through the door gets you into the printer – all those types of things are packed into a very small footprint because what we see in the print environment is a lot of businesses still relying on print but being challenged for
Chris White speaking at the Forum
Customers are looking for devices with a strong security offering, that are easy to deploy and manage and integrate with services and backend systems seamlessly. “ ”
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