By Kevin Warren, Chief Commercial Officer, Xerox
The market response to our new line of printers and multifunction printers has been nothing short of overwhelming – from an enthusiastic customer and channel partner reaction during our Future of Work launch events around the world, to the supportive reaction from industry press and analysts, and the numerous positive product reviews and industry awards – you’d think we’d be counting this launch as a “win.” (And we do!)
But the big win has to come from the actual workplace: All that buzz has to translate into adoption of our full array of 29 new ConnectKey-enabled products in businesses large and small. And I’m proud to share a few examples of what that looks like below.
From single devices going into small- and medium-sized businesses, to very large contracts with enterprise, education and government customers, our ConnectKey-enabled devices are selected by our customers because these smart workplace assistants serve a broad range of needs. And it comes as no surprise that many are also using our industry-leading managed print services offering via Xerox, or one of our channel partners.
Here’s just a sampling of the customer and partner successes contributing to our win in the workplace:
- A world-leading 3D software applications company chose Xerox, for the first time, to provide managed print services across its North America and Latin America locations. The contract includes almost 100 new AltaLink and VersaLink products.
- A 48-month managed print services deal with a pharmaceutical manufacturer replaces a competitor’s MPS offering in the U.S. It also renews and expands our existing MPS contracts across the globe. The deal includes managed print services across 76 countries; digitization roadmap and strategy; and more than 2,200 ConnectKey-enabled devices across the United States.
- A channel partner in Italy secured a competitive knock-out with a leading chemical company there. The six-year managed print services contract will replace 400 competitive printers with 80 AltaLink and 220 VersaLink devices. One of the keys to this win was our partner’s membership in our Personalized Application Builder program, which allows them to develop apps for these printers.
- A next generation managed print services renewal with a large bank in India includes the installation of more than 2,000 ConnectKey-enabled devices. This 5-year contract was made possible by our existing long-standing business relationships, the overall value of our technology, and the total cost of ownership.
- A significant contract for 160 ConnectKey-enabled devices was signed in Turkey by a Xerox channel partner at one of the largest retail chains in the country; 160 VersaLink and AltaLink printers will be installed in 33 cities across 89 locations in Turkey.
- U.S. office dealer Virginia Business Systems was selected to provide managed print services to a school district in Virginia with 83 locations serving more than 50,000 students and 10,000 teachers and employees; the agreement covers more than 1,800 devices including 330 ConnectKey-enabled multifunction printers.
- A renewed managed print services contract placed 320 VersaLink printers with a sports wagering customer in Ireland. A Xerox channel partner will provide guaranteed out-of-hours service on evenings and weekends, 364 days a year, and print all point-of-sale materials for each the customer’s outlets in Ireland. Our partner will also provide print solutions for the head office that will monitor all printing, and ensure compliance with the European Union’s general data protection regulations (GDPR).
- In Switzerland, a leading professional services firm signed a renewal for managed print services that includes 120 AltaLink and 7 VersaLink devices. Under the 5-year deal, Xerox will provide managed print services that allows print jobs to be securely retrieved at any secure access-enabled device, a digital fax-solution, and a scanning/optical character recognition solution.
- A Mexican telecoms company renewed their managed print services contract for another five years. Our longstanding business relationship, combined with our total cost of ownership, were key to this renewal. The contract includes 530 VersaLink B405 and 35 AltaLink C8035 multifunction printers, and 47 WorkCentre 3655 MFPs.
Earlier this year, CEO Jeff Jacobson told shareholders that 2017 would be all about execution. These wins – and others that I will share over the coming months – are proof points that Xerox is executing its plan and delivering on its promise.