XEROX
Plenty of opportunities This new strategy is launched into a European print market that is still strong with plenty of opportunities for manufacturers and resellers to grow, according to Thomas. “One needs to look beyond a traditional office environment,” he says. “We have all been in this industry long enough to know that we don't print as much as we did 10- 20 years ago. But on the other hand, in certain sectors, not only is print pervasive and staying, but it's increasing. For example, a printed page is not necessarily a printed email. A printed page can be the address label of parcels being sent out. It's clear that through e-commerce and the like, that volume has exploded. There's lots of opportunities in different applications and sectors in addition to classical office print.” Danny agrees, adding that Xerox is planning to invest in specific label and packaging devices moving forward because that's a growth industry. But that doesn’t mean to say there won’t be new devices aimed at the office environment too, he adds. Thomas adds that there will be announcements on new devices and services from Xerox later in the year and further into the future but, understandably, remains tight-lipped about specifics. “We will make those announcements at the right moment,” he adds. “But internally, we're really excited about what is coming.” Sustainability is key Another key pillar of Xerox’s go-to-market strategy is sustainability, especially on the channel side, adds Thomas. “With the acquisition of Lexmark, Xerox now brings together both A4 and A3 capabilities within one organisation,” he says. “What was previously a supplier relationship on A4 is now fully integrated alongside our A3 expertise.” “Our engineering and design philosophy is to build devices that last
noting that new devices will be added soon. Some of these were previewed at The Future of Xerox Production Print , a four-day event for commercial print providers, channel partners and industry leaders across Europe, the Middle East and Africa, which took place at the Xerox Innovation Centre in Uxbridge in February. “Coming from Lexmark, what really stood out to me was the breadth of the Xerox portfolio, spanning digital services, marketing services, AI, IT and a comprehensive print range,” Danny says. “We’re expanding beyond traditional print to offer customers a wider set of services. “For partners, that means access to the full Xerox portfolio, helping them maximise opportunities and deliver more value.” Thomas adds that Xerox will work with partners to enable them to deliver value to customers. “Like Danny said, we have a lot of capabilities that we can apply directly,” he says. “The goal is that we bring software solutions and services capabilities to our channel partners so they can take them to customers large and small. “It’s a true partnership, we don’t prescribe how partners should operate, and we actively incorporate their feedback. It’s a two-way approach focused on maximising the value we deliver to customers.”
Danny Molhoek
xerox.co.uk
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The goal is that we bring software solutions and services capabilities to our channel partners so they can take them to customers large and small.
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printinthechannel.co.uk
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