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Ready. Set. Innovate to GrowUnlock new profit opportunities with higher value solutions.
Tom GallDirector of Channel MarketingUS Channels Group
thomas.gall@Xerox.com 503-781-3669
North America and Western European MarketsSmall and Medium Size Businesses with 1000 or fewer employees Source: Internal Market size Analysis
Huge Opportunity in Document Technology &Management
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1 TrillionPages to be printed
$40 BillionSpent on printing &technology services
8 MillionPrinters & MFPs will bepurchased
" ®xerox
At Xerox, we believe that the next frontier of progress will come from improving the work itself.
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Work thatFlows.
Work that’sHuman.
Work that’s in the right place.
4 5
Work Can Work Better…extensions
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1
2
3
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Improving the Flow of work for SMB Customers
Partners are fundamental to delivering this promise
SMB Can Work Better
Unlock hidden potential through customized apps andworkflows to manage information more effectively
Improving the Flow of work for SMB Customers
Partners are fundamental to delivering this promise
SMB Can Work Better
Unlock hidden potential through customized apps andworkflows to manage information more effectively
Focus on core competencies to grow the business by outsourcing back office (non core) functions
Innovate to GrowUnlock new profit opportunities with higher value solutions.
10
November 19, 2015Xerox Internal Use Only
Market Challenges•••••
Print is not top of mind More competition Perceived commoditization Margin pressureCustomers buying differently
Partner Growth Priorities••
Monthly recurring revenue Net new business
Did You Know?New statistics validate the need for print products & services.
Current Challenges Trending Opportunities
40% hardcopyBusiness processes that still require hardcopy.
80% in paperBusiness information that still exists in hardcopy.
90% security breachesOf companies had a print related security breach last year.
40-60% of IT callsIT help desk calls are print related.
30% can’t printMobile workers that need to print but can’t.
90% in the cloudBusinesses operating in the cloud.
70% predict more salesPercentage of salespeople that believe mobile technology can grow revenue.
62% predict more revenueAmount of business leaders that say improving document processes would improve revenue.
90% more customersVolume of SMBs that say color prints help attract new customers and improve their image..
25% cost savingsPotential expense reduction with efficient print supplies management.
Partner Opportunities••••
Profit margins Recurring revenues Market share Account protection
Help Your Customers Innovate to Grow
Practical solutions to achieve their business priorities.
Digital Files Integrated Apps Cloud Resources Worry Free Security Mobile Printing Predictable Budgeting
Paper DocumentsCopy/Print Centric
On Premise Unprotected
Network PrintingUncontrolled Expense
Are You Ready to Grow?
Plus Exclusive Xerox Partner
SupportIntegrated Co-Marketing
Sales Enablers
Reliable, Predictable, Profitable
MPS for SMB
Innovate the Way Work Gets Done
ConnectKey
Unique and Personal for Their Business
Personalized ApplicationsFinancialIncentives
SMBs Can Work Better With MPSReliable, predictable, profitable.
Create monthly recurring revenues you can count on
66%of SMB MPSrevenue comes from the channel –IDC
72%of SMBs have no MPS program- Photizo Group
10%Industry Growth For MPS
The World Is Changing
… of printing revenue projected to be under anMPS contract by 201754%
Connect Devices to a Print ServiceC
usto
mer
N
eeds
Value
Toner Replenishment
Xerox® PartnerPrint Services
Xerox®
PageConnect ServicesXerox
eConcierge®
Basic Print Services(BPS)
Managed Print Services(MPS)
Remote Monitoring
Xerox®
PrintAssist®
SMBs Can Work Better WithConnectKey®Innovate the way work gets done.Expand the value of your A4 and A3 conversations
“2015 Document Imaging Solutions Line of the Year”– BLI
90%of companies had a hardcopy security breach in the last year
83%of mobile workers want mobile print, but only 14% have it
20%5 year growth in cloud spending
Customer Benefits
• Connect to the cloud• Support mobile workers• Stay productive, save time with fewer steps• Reduce IT burden with remote control panel• Protect confidential information
SMBs Can Work Better With ConnectKeyInnovate the way work gets done. Award winning line of A3 and A4 products
Partner Payoff
• Introduce high value solutions beyond copy/print• Gateway to workflow revenues• Competitive differentiation• Improve contested win rates• Designed for managed print
SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.
Be a trusted advisor with high value, personalized solutions for your customer’s business challenges.
25% 90%
Shorter sales cycle Conversion from app trial to paying customer
3 WEEKS
1 DAY
Reduced a customer form filing workflow from 3 weeks to 1 day
Rate your capability to add software & apps to improve efficiency and customer stickiness
Poll Question A. Software? Apps? What’s that?B. We sell hardware are not interested
in apps and software.C. I see the value but we need help
getting started;D. We’re all in. We can lock out
competitors with personalizedapplications.
W
What is a Smartphone without Apps?
Just a phone! Apps Add Value• Check email• Travel Directions• Social• Hotel Advice• Fantasy Football• Etc………
SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.
Customer Benefits
• Personalize the device to the way work gets done
• Reduce the amount of time spent onrepetitive work processes
• One-touch scanning reduces workflow steps and prevents mistakes
Customized Workflow Services
Xerox AppStudioPersonalized Application
Builder Authorized Developer Program
SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.
Customized Workflow Services
Xerox AppStudioPersonalized Application
Builder Authorized Developer Program
Partner Payoff
• Be unique: exact fit and customer stickiness
• New revenue streams• Natural entrée for IT services
Customer Benefits
• Personalize the device• Reduce the amount of time spent
on repetitive work processes• One-touch scanning reduces
workflowsteps and prevents mistakes
Xerox® App StudioA Web-based ‘Application’ Creation Tool
Simple, yet extremely powerful.• No need for external hardware / software
• No or very limited IT ‘know how’ needed• Low cost introduction to automate
everyday tasks
Get more personalandadd value.
• Create customizable digital billboards for your customer
• Add value by using the MFP to find new ways of reaching their audience.
OPT1MISEZ VOS IMPRESSIONS
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Customer Support Contact Info
Everyday CustomerWorkflow Apps
Information App Scan to Email App
View the Demo Apps at: www.office.xerox.com/connectkey/apps
•Create an account and log into Xerox®
App Studio •Deploy to customers•Select App type
and customize in Xerox® App Studio
Create an App with simple steps.1 2 3
e xe rox i _)
PARTNER SOLUTIONS PLAYBOOK @
REAL ESTATE ON T l lE CO NEW EMPLOYEE O NllOARDINC TRANSPORTATION PROOFOF DELIVERY REMOTE TEAM COUABORATION
xerox
Hardware
Managed Print
Software and AppsTom GallDirector of Channel Marketing US Channels Group
thomas.gall@Xerox.com 503-781-3669
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