The Recycler
  • Biuromax Masthead web banner March 2024
  • G&G Feb 24 Masthead Banner
  • Katun web banner December 2022 NEW

Xerox reveals 2018 channel strategy

January 4, 2018

In a new interview, Darren Cassidy, Xerox’s President of the U.S. Channels unit, reveals the company’s channel strategy and his predictions for 2018.

Speaking to Channel Partners, Cassidy explained that the SMB market “is highly lucrative and rapidly growing”, and because 75 percent of office technology sales to SMBs are made via indirect channels Xerox is “thoughtfully and aggressively expanding its partner program”. Simultaneously, the OEM is “transforming the way we work with our mono-brand channel”.

In 2017, Xerox signed “several dozen high-potential channel partners” from around the world and “began moving tens of thousands of direct accounts to our partners to help Xerox capture a larger share of the SMB market.”

When it comes to his channel predictions for 2018, Cassidy revealed that “MPS will be a great opportunity in 2018 for dealers who put a strategic focus on targeting the underpenetrated SMB market.” Additionally, another “strong opportunity” in the new year lies “in meeting client needs for more device integration to streamline workflows unique to their businesses.”

An increasing number of channel partners will have to address this need “by building applications for their customers’ multifunction printers”, which Cassidy describes as an “emerging trend” which is set to “grow exponentially” in 2018.

Xerox also views colour production printing “as an area of continued growth”.

When asked what “major trends” had impacted in the industry in 2017, Cassidy responded that “Technology adoption has enabled completely new ways to interface with customers, mostly online or mobile.” He explained that “a strong presence online” and on social media is “more important than ever.” This trend is “a major challenge for the channel”, so as a result, Xerox supports its partners’ digital requirements “with programs ranging from demand generation to website syndication to social-media advice and implementation.”

As for his goal for Xerox in 2018, Cassidy said it is about “profitable growth”, with the OEM making “big investments in products and technology”, among them 29 new A3 and A4 devices.

He concluded by saying that “Partners who make the effort to become more relevant to their customers and more market-specific, and who leverage MPS and make their online presence a priority, will be well positioned to prosper and grow in 2018”.

 

 

Categories : Around the Industry

Tags : 2018 Channel Partners Growth Xerox

  • Static Control June 2022 Big & Bold Ad
  • GM Technology Web Ad March 2024
  • IR Italiana Web ad January 2021
  • Biuromax March 2024 Banner
  • Cartridge Web April 2024 Web Banner
  • Mito Web advert July 2023
  • Apex Web Banner April 2024
  • G&G Big & Bold Web banner January 2024
  • Ink Tank April 2024 Web Ads
  • TN Core April 2024 Web Banner
  • Denner Feb 2024 Web Ad
  • Zhono Web ad March 2024
  • ITP Web ad January 2021
  • HYB Web banner Jan 2024
  • Altkin Web ad March 2024
  • PCL April 2024 Web Banner
  • CET Web ad December 2023
  • Denner Feb 2024 Web Ad
  • ITP Web ad January 2021
  • CET Web ad December 2023
  • Altkin Web ad March 2024
  • HYB Web banner Jan 2024
  • PCL April 2024 Web Banner
  • Zhono Web ad March 2024
  • Altkin Web ad March 2024
  • HYB Web banner Jan 2024
  • CET Web ad December 2023
  • PCL April 2024 Web Banner
  • Denner Feb 2024 Web Ad
  • ITP Web ad January 2021
  • Zhono Web ad March 2024

The Recycler, Wittas House, Two Rivers, Station Lane, Witney, OX28 4BH, United Kingdom | Tel: +44 (0) 1993 899800 | Fax : +44 (0) 1993 226899
©2006-2023 The Recycler - Terms & Conditions - Privacy Policy including cookie use

Web design Dorset | Websites by Mark

The Recycler Subscribe Web ad January 2021
The Recycler Subscribe Web ad January 2021