01732 759725
PRINTERS / MPS
42
Ignore the doom-mongers, the
opportunity in the print market
is huge.
That is according to John Corley, the
new president of Xerox Channel Partner
Operations (CPO). At the launch of Xerox’s
new ConnectKey devices, he pointed out
that in North America and Western Europe
the market opportunity in organisations
with fewer than 1,000 employees is
one trillion pages, 8 million unit sales of
printers/MFPs and $40 billion expenditure
on printing and technology services.
“Xerox owns 20% of the market,” he
said, “which means that there is 80% more
to go after.”
Corley expects the channel to play an
increasingly important role in capturing this
business, as resellers take advantage of new
opportunities in connecting & managing
devices, service management, managed
print services and workflow optimisation.
“The indirect channel already
contributes half of Xerox’s technology and
revenue; by 2016 it will have grown to two
thirds of its revenue because the market
opportunity is huge,” he said.
“If you are a print-centric partner, the
opportunity is to expand to an annuity-
based managed print service and/or supplies
fulfilment service. These opportunities are
going to augment their existing business
model and go-to-market and they are going
to be completely accretive. Conversely, if you
are an IT sector partner, the opportunity is to
expand into an annuity-based remote print
service with security, mobility and document
workflow as chargeable service items.
These opportunities are going to be 100%
accretive as well.”
Tony Clayton-Hine, vice president
of CPO, added that Xerox aims to help
partners succeed by making sure they have
the right products to attract new
customers.
“Our mission in CPO is to
focus on ‘expand, connect and
simplify’. How do we help partners
in every route to market expand into
new sources of profitable revenue by
connecting Xerox technology and managed
print with their unique solutions to help
them not just penetrate and radiate their
existing customer base but also acquire
new customers.”
She added: “Traditionally, 80% of
revenue comes from existing customers, but
with marginalisation/commoditisation of
products and margin pressure on products
and services, partners can’t grow without
focusing on net new customers.”
To help them attract new customers and
revenue streams, Xerox has made a number
of enhancement to its product portfolio.
These include:
New ConnectKey MFPs.
Introduced
one and a half year’s ago, the Xerox
ConnectKey platform combines workflow
integration with mobility and the cloud;
built-in security; cost control; sustainability
tools; an open API for integrating MFPs
with software and systems; remote
management; and serverless apps.
Xerox has now expanded its range to 18
models with the addition of the Workcentre
7970, a 70ppm colour A3 MFP with single
pass duplex scanner; the WorkCentre
5945/5955 A3 mono device (45/55ppm);
and two A4 machines with 7in colour
touchscreens, the WorkCentre 6655 colour
MFP (36ppm) and the WorkCentre 3655
mono MFP (47ppm).
Xerox App Studio.
Building on the
capabilities of ConnectKey, Xerox has
enhanced both Xerox App Studio and its
Personalised Application Builder programme.
Xerox App Studio is a web-based wizard
that allows partners – 1,000 have signed
up so far – to create their own apps in
just a few simple steps. Xerox App Studio
2.0 adds the option to scan to and print
from Microsoft Office 365 and Dropbox so
that a reseller can now create an app that
connects an individual user to a Dropbox/
Office 365 account. With all credentials pre-
loaded, all the user has to do is enter their
password at the device.
Personalised Application Builder
(PAB).
Announced in March, PAB is a
set of print, IT integration and workflow
Xerox launches printer-as-a-service payment plan as it
focuses on new customer acquisition to drive growth
The lure of the new
customisation tools, including but not
limited to Xerox App Studio, that enables
partners to personalise solutions to meet
customers’ unique requirements and brand
the solution under their own name.
Xerox is encouraging resellers to use
PAB to create their own library of fee-based
applications and professional services. To
help them do so, it has created a network of
Xerox authorised developers who can design
and develop solutions on their behalf.
Managed Print Services.
As well as
enhancing its basic MPS for SMEs (now
called Xerox PageConnect) with new
analysis and reporting tools and support for
300 non-Xerox devices, Xerox has launched
a new ‘printer-as-a-service’ plan for
businesses with 10 or fewer print devices.
Initially only available in the US, the Small
Office Savings Plan is a subscription service
that provides customers with a free printer/
MFP and free servicing in return for a fixed
monthly payment, starting at $59 per month.
All money paid in goes into an account that
the customer uses for purchasing supplies.
The programme covers solid ink devices
and mid-range laser products. Payment
plans are for one or two years, after
which the customer can keep the printer.
Subscribers can exit the programme at any
time by buying or returning their devices.
Xerox says this programme is a win:win
for customers and resellers. Customers
don’t have to make a large layout for new
printers, they have more predictable print
costs and better account management; and
resellers benefit from an expanded market
for Xerox devices and better margins from
finder fees and on-going supplies revenue,
with all account management, servicing and
supplies delivery managed by Xerox.
“Xerox owns
20% of the
market...
...which
means there is
80% more to
go after”
Xerox :
Small Office Savings Plan
