Lexmark Launches New Lexmark Industry Advantage for Sales Partners

Lexmark International today launched Lexmark Industry Advantage (LIA), a new offering that’s said to equip Lexmark partners with the vertical industry expertise needed to better serve their customers and grow their business.

 Brock Saladin, Lexmark senior vice president and chief revenue officer, explained: “Industry analysts cite Lexmark’s vertical expertise as a clear differentiator that benefits our customers. Equipping our partners with this expertise through Lexmark Industry Advantage is another example of our focus on the channel business.”

Lexmark notes that it’s an established provider to some of the world’s largest organizations in industries including government, education, healthcare, financial services, manufacturing, and retail. A team of Lexmark industry experts across the globe are said to maintain strong relationships with customers in their area of expertise, staying on top of trends and best practices. The Lexmark Industry Advantage program is designed to share that valuable knowledge with Lexmark partners.

“For the most effective customer interactions, you need to speak their language,” said Sammy Kinlaw, Lexmark vice president, worldwide channel and OEM sales. “Customers want to talk about their unique print needs and business processes. Partners who can knowledgably engage in these industry-specific conversations will stand out from the competition and win more deals.”

Customers rely on print in key business transactions that are core to their business, such as completing patient registration, printing bills of lading, or keeping financial statements secure. Through educational resources and opportunities to engage with seasoned Lexmark industry consultants, Lexmark Industry Advantage is said to help partners of all sizes build this industry-specific knowledge in house.

The Lexmark PartnerNet tool provides 24/7 access to a collection of industry-focused resources, including “battle cards” that guide the team through industry-focused sales calls. Monthly Webinars conducted by Lexmark industry consultants also provide an in-depth look at industry trends, challenges and recommendations. And when it comes time to close a deal, Lexmark industry experts are available to discuss strategies or attend customer meetings.

“Generating the knowledge needed to approach customers in a targeted, industry-specific way is beyond the resources of most dealers,” Kinlaw said. “And yet that is exactly what their customers expect. Lexmark Industry Advantage provides our partners access to the deep industry expertise Lexmark has developed over nearly 30 years, so they can differentiate and grow their business.”

Lexmark partners can learn more about Lexmark Industry Advantage here.

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