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space. They want to consolidate as much technology as they can, and not just into single devices, but also into the footprint that they’ve got as well.” Pockets of growth Matt adds that he is seeking pockets of growth in the market for A3 and production printers. “It’s no secret that the A3 print market is declining slowly at the macro level,” he says. “However, we have opportunities to grow inside that. Print remains a critical piece to a lot of types of businesses, and they are still buying printers, but there are certain drivers of purchases. For instance, clients want better security built into the product as well as ease of use – gone are the days where you train someone in the office to become the expert on the printer. People need to use it straight out of the box. It’s about simple deployment and ongoing management of it and taking the stress off IT teams that manage those technologies and endpoints.
of production that are growing such as inkjet and continuous feed label printing. We are positioning ourselves now to go after that.” Event value Events such as the Channel Forum are important for Xerox and its partners, Matt says. “For us, they’re invaluable for a number of reasons, not just the interactions that this provides our partners to have with our executives, and our executives to communicate that strategy to our partners,” he adds. “Since we’ve announced the acquisition of Lexmark, what we’ve heard loud and clear from the channel is we need a constant stream of communication. This event was focused on that, pulling everybody together to hear our message in the same room was critical for us. “Additionally, having two sets of partners that come from different worlds come together to see and hear the same message and how the company is converging, was important too. Outside of that, it’s great to see people that you haven’t seen in a while, network a little bit and have conversations over dinner or a coffee. This is invaluable as you never know what comes out of those conversations, there’s always great little nuggets of information that come out. “Then there is the value of seeing 100 partners in a week and certain themes become clear about what we are giving them and what they want – our partners aren’t shy to tell us what they want, and that’s a good thing. We encourage that open, honest conversation and transparency so we can recognise where there’s opportunities, as well as make sure that we understand that the partners understand what their opportunity is.” AI influence Of course, AI crops up in many conversations now. “It is something everybody talks about, even
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It's no secret that the A3 print market is declining slowly at the macro level... ...However, we have opportunities to grow inside that.
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“When we look at production specifically, there’s a lot of opportunity for growth there. Traditionally Xerox has done a good job of serving the heartland of that production market. These launches bolster that position. During some of the plenary sessions at the Forum we talked about the production roadmap and parts
Alan Clark on stage at the Frankfurt event
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