The 29 new products extend the document imaging leader’s hardware footprint into the A4 segment, and offer channel partners a range of opportunities to sell associated workflow solutions and managed print services.By Rich Freeman and Lisa Sherman
“They’re great for managed print,” says Feldman of the new products, “because our tools can see these devices, can do remote management, can read the toner levels of them, and automatically dispatch toner.”
The new systems also include remote management capabilities unavailable in earlier Xerox offerings that let technicians turn devices off, upgrade their firmware, flash the BIOS, and more. Hand sees that functionality as one of several ways VersaLink and AltaLink products will help him build deeper relationships with customers and extend those relationships into new areas.
“This device to me, at a device level, is the onramp,” he says. “We’re going to sell them a device that takes us through MPS, that takes us through IT services, [and] that takes us through workflow and process.”
For Xerox itself, the barrage of new products announced today is an important step in an ongoing campaign initiated some 4 months ago to grab a greater share of SMB imaging outlays in the U.S. According to Feldman, Xerox currently owns about 20 percent of that $14 billion market.
“20 percent is good,” he says. “We’d love to get that to 30 percent or even 40 percent. In order to do that, we need more channel partners leading with Xerox.”
As a result, Feldman’s organization is actively recruiting new SMB partners at present.
“We are looking to expand our channel presence,” he says.