Xerox CEO: A4, Apps Bringing New Opportunities for Xerox

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Xerox CEO Jeff Jacobson

Xerox CEO Jeff Jacobson recently told CRN in an interview that A4 printers and copier/MFPs that it introduced earlier this year in a massive 29-new-model product launch are helping the company winning new business. Jacobson told CRN that its new A4 printers and MFPs (A4 models are generally are smaller, less-expensive printers and MFPs that print on up to 8.5″x14″) are “…fantastic.  A4 was an area where we didn’t have the same share or leadership position that we do in A3. And we’re very excited now, because we’re getting a lot of pull-through from it.”

Jacobson noted that while Xerox is well-known for its A3 copier/MFPs (larger, more expensive copier/MFPs that print and copy on at least up to 11″x17″), its new A4 printers and MFPs have helped Xerox win new business: “…one of the disadvantages we had in the past, when we were doing a managed document services deal, we had to do the architecture primarily with A3. Now we can do A3 and A4 together.”

The Xerox chief also noted that managed print services (MPS) for small and mid-size business (SMB) represents a great opportunity for Xerox, estimating that the total MPS market is worth about $13 billion market, and that the SMB portion is now larger.

Jacobson also noted that Xerox’s apps for its ConnectKey MFPs are helping to grow its MPS business, with its apps being “the real differentiator, because we don’t talk of them as multi-function devices anymore. We talk of them as workplace assistants. How do we help our customers connect and communicate to work more efficiently, to work more collaboratively? Almost as you would with your smartphone.  And that’s where it’s been really embraced.”

Xerox’s Personalized Application Builder program is designed to enable partners to develop new revenue by enabling them to develop personalized apps for customers. The program provides tools, training, and marketing resources to help partners create personalized solutions for office and MPS, as well as for production printing. Xerox also provides an online app store, the Xerox App Gallery, that features various apps, including apps for automatically scanning, converting, and routing documents; fax documents via the cloud; and scan and translate documents into other languages (Xerox Easy Translator Service).

In March 2017, Xerox announced the largest product launch in its history, a mixture of 29 new A3 and A4 color and black-and-white copier/MFPs and printers designed to transform MFPs and printers from imaging hardware into “workplace assistants” and serve as inputs into document workflows. Xerox also said in the spring that it will be spending some $100 million in 2017 to acquire multi-brand dealers and convert them into Xerox-only dealers.

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