By Kevin Warren
Customers are all about the experience they get from a product, not so much the product itself. They no longer want a trade-off between better, faster or cheaper – they expect it all. For Xerox, this means delivering products and services that are:
- Customized AND cost effective.
- Productive AND personalized.
- Physical AND digital.
As Chief Commercial Officer, I am responsible for ensuring that our portfolio is aligned to that expectation, and delivers improved revenue performance across the strategic priorities of our company – namely Workplace Solutions, Managed Document Services and Graphic Communications Solutions that serve both the enterprise and small and medium businesses.
To reflect how customers today want to communicate, connect and work, we’ve recently expanded our offerings in the workplace to include a full range of ConnectKey multifunction printers that empower users to freely interact, create and collaborate on their terms — with automation, personalized workflow, and apps — to name a few.
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Learn how Xerox ConnectKey Technology is transforming the experience of how employees work, giving them the freedom to solve problems, be more productive and take on new challenges.
This strategy gives us an advantage in the market segments where we already lead, and delivers competitive new options in the areas where we’ve been underpenetrated. This ConnectKey ecosystem activates our strategy to change our growth trajectory. It will allow us to lengthen our lead in departmental multifunction printers and managed print services. Moreover, it will grow our opportunities with small and medium businesses with a robust push into the market for desktop multifunction printers, coupled with a renewed commitment to our channel partners.
The new, connected workplace
The strength of our portfolio of 29 new products meets – and anticipates – the needs of a workplace that isn’t in one physical location anymore. Here’s how the new, connected workplace redefines how we will meet our customers’ expectations:
Redefined experience: mobility and apps: ConnectKey-enabled printers deliver the experience we are used to on our personal devices – it’s accessible anytime, anywhere. You use it like an app – a single touch sets a complex process in motion. The App Gallery even lets customers and partners design new applications to support specific business processes.
The power of personalization: custom workflows: We have moved well-beyond the bells and whistles of the new products. The conversation is about the experiences they deliver. Even as we changed the user interface to improve the experience, we also made it possible for customers and channel partners to personalize workflow applications to meet their business and industry-specific needs. This raises the bar for workplace productivity.
Secure access: proactive breech protection for all workplaces: While increasingly important, security is just not something companies want to spend time thinking about. We believe security is bigger than the box, that’s why Xerox is focused on both the equipment itself AND the information that flows to and thru the devices, to the office and in distributed work environments — wherever and whenever people work. Our security strategy encompasses our full range of products and managed print services (MPS). Thanks to our partnerships with respected security leaders like McAfee and others, data can be accessed by everyone who needs it, but it’s protected from internal and external threats and breeches.
Big impact on small business: broader offerings: We’ve put some real muscle behind our offerings for the SMB market — this launch significantly expanded the number of product choices and price points we’re offering to this market. We have a sincere effort underway to help our partners support small- and medium-sized businesses the way they need to be supported, and a new distribution strategy to give our customers choices. This broader line appeals to our channel partners as a one-stop shop for all their needs. It also makes it easier for them to support individual customer needs because they’re working with a consistent platform.
MPS advantage: easy integration for enterprises and small businesses: Here’s how ConnectKey brings new power to our industry-leading MPS offering:
- We’ve seen massive interest from enterprise customers. They like the industry-specific workflows unique to ConnectKey and welcome the coherent platform that makes it easier to for us to deliver globally and support locally.
- Additionally, we’re applying our experience to help channel partners capture new growth opportunities in managed print services. Xerox is the only OEM provider capable of supporting channel partners with integrated tools, technology and service delivery processes.
We’re committed to growth – growth for Xerox, growth for our partners, and growth for our customers.