Xerox has devised a new structure to support its efforts to sell more print units and to exploit the expanded range following its acquisition of Lexmark.
This stratifies into a direct sales effort to focus on supply to corporate and enterprise customers, an indirect sales push supporting distribution partners and a team focused on developing a go to market model for graphic communications “designed to fully leverage the company’s refreshed production print portfolio”.
This will be led by Terry Antinora as head of global production print services. He will be in the UK this week to introduce the refreshed print portfolio to European customers. The products are now branded with the Proficio name covering the Iridesse as the flagship, a 100ppm toner press and a five-colour 85ppm machine that has the option of pink and highlight varnish toners.
Western Europe becomes one of three regions along with North America that Xerox will share the revamped structure. Its approach in the ret of the world will be built around a hybrid model, aiming to leverage Lexmark’s strengths in the Asian market in particular.
Xerox is aiming to add value to OEM machines through its own workflows and service support network, enabling automation and close integration. Along with “go to market model aligned to each region and supported by strong partners and experienced teams, we are building a sales engine that is more focused, more efficient, and better positioned to compete,” according to chief revenue officer Jacques-Edouard Gueden.
This about streamlining what have been separate Lexmark and Xerox sales channels in order to exploit the elimination of overlapping systems and allowing Xerox to sharpen a focus on driving sustained revenue growth.
For production print, where Lexmark has little impact, the move prepares for tha commercial introduction of the new models and for others further along the line.
