01732 759725
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and programmes.
Xerox says there are broadly three
types of apps that can be used with its
ConnectKey devices:
1
Information apps, which use an MFP’s
tablet interface to display information,
such as the name and contact details of
the reseller, QR codes to order supplies and
alerts when a machine is out of toner or
needs servicing;
2
Support apps that to make it easier for
the reseller to manage and service MFPs,
for example by automating meter reading
and toner monitoring; and
3
Workflow apps that connect the MFP
to different systems so that business
processes can be digitised and automated.
The Xerox App Studio provides a range
of template-driven tools that resellers with
no in-house programming skills can use to
customise ConnectKey devices, for example
by adding their contact details to the
display, plus an App Gallery of solutions
developed by Xerox and third parties
that add extra functionality, such as scan
to and print from Office 365, Dropbox,
GoogleDrive, OneDrive, Box etc..
Another option is to create one’s
own apps using the Xerox Personalised
Application Builder (PAB). Introduced
in 2013, this EIP SDK lets partners with
programming skills create, share and sell
their own solutions to customers and
other resellers. To date, take-up has been
slow, but with all ConnectKey devices now
solutions-enabled and growing awareness
of PAB’s possibilities (see below), Xerox
expects greater interest from resellers.
New tools
These capabilities enable resellers to
develop a more consultative relationship
with customers, moving from hardware
sales to managed services and the
development of customised solutions.
To help partners make this transition,
Xerox has created a number of engagement
tools, including
The Importance of
Solutions
, which explains how to develop
and monetise apps, and a Workflow
Mapping Tool that can be used to map and
re-design a customer’s business processes.
A database of map workflows shared by
other resellers shows before and after
scenarios for common business workflows.
To find out more, visit
...continued
A platform for growth
At the ConnectKey 2017 launch, a
number of Xerox partners explained how
they were using Xerox PAB to generate
additional business, among them Joshua
Justice, President of JustTech, the Xerox
App Developer of the Year.
He said: “Three years ago we were only
a Xerox reseller. We didn’t have any app
developers at the time. We were interested in
joining the PAB programme to find new ways to
do things; to simplify processes; to increase value
with customers; to create new differentiators; to
sell more machines; and to increase managed
print services revenue.
“I sent one of my IT analysts who had a
very little bit of app developer experience –
something he had learnt on his own, making
iPhone apps. I also sent a contractor developer.
I learnt that partners like me, resellers, can really
get into this programme by using contracted
resources. You don’t have to make a big
investment in full-time developers at the outset.
“We came back and started making apps
for our customers. Several months later I gave
an app presentation to some agent-owners in
the US. After the presentation one came up to
me and said ‘how do we get it?’. At that point
we had not even considered selling the apps
to another partner, but it became obvious right
away that if you make something that your
customers see value in, then other partners will
see value in it for their customers and want to
license it from you. So, a little over two years ago
we started offering apps to other partners.
“We are now working with 170 Xerox
partners in the US, Europe and Canada. We have
over 20,000 apps installed and are growing at
a rate of 1,000 new app installs every month.
The Xerox US Channels Group has licensed one
of our apps and Xerox Canada has licensed
another, so we are seeing a lot of growth.
“The apps we have built focus on support.
Our most popular is the Firmware Connect app.
Every manufacturer regularly releases firmware
and software updates to fix operational issues,
compatibility issues and to provide security
patches, and every one has a manual step for
downloading new firmware and software. The
Firmware Connect app automates the process.
“When new firmware and software is
released and our company approves it on our
servers, devices are automatically updated
overnight; all settings are kept at the devices
and software is updated in sequential order.
The Firmware Connect app increases customer
satisfaction, improves reliability, increases
network security and decreases service calls
and the time it takes to update software during
business hours. We have 15,000 installations
and have downloaded firmware and software
170,000 times.
“Our first app was the Support Connect app,
originally called the Contact Us app. With this,
customers can request service and supplies from
the partner right on the user interface. Many
Xerox partners use Xerox Partner Print Services
(XPPS) for managed print services fulfilment. We
now have XPPS integration in our app, which
provides even more value to our customers.
“Then, at the end of last year we released
our Email Connect app. Setting up scan to email
on any manufacturer’s device is a cumbersome
process, unless you have the installation wizard
with the new Versalink devices. To set up scan
to email you have to get the IP address of
the machine to go to the web interface; the
username and the password; and you need all
the email provider’s settings. Then to set up
scan to email, you log in and put in 17 pieces of
information on six screens. With Email Connect,
you open the app, you put in your email address
and password, you choose from the 30 most
popular email providers in the US and Europe,
and then hit Save. It’s that easy; anyone can set
up scan to email in an instant.
“This is important because, due to security,
most users now have to reset their passwords
every 30 days. If I’m a reseller, my helpdesk gets
a lot of calls – ‘My scan to email doesn’t work
because someone’s changed the password’. Now
you can just leave the app on the machine, they
can put in their new password and it’s saved;
it’s done. So it cuts down on the cost of the
helpdesk as well.
“Revenue from licensing our apps to other
partners and other divisions of Xerox now
makes up over 10% of our total revenue. And
that doesn’t include the additional revenue we
get from using apps with our own customers.
Because of the extra revenue, we have just
purchased our first reseller company and are in
talks to acquire more. This programme has really
been fantastic for us. I would say it has had three
main benefits: it allows us to create new and
simpler ways of doing things; it has created a
new revenue stream; and it has allowed me to
be a global company.”
