10 Things To Watch As The New Xerox Looks To The Channel


(NOTE: This story was originally posted to CRN.com Jan. 3.)

Meet The New Xerox

Xerox executives said the $11 billion document technology behemoth wants to win over multi-vendor channel partners following the spinoff of its $7 billion business process outsourcing (BPO) division, Conduent, which closed Tuesday.

"We are relentlessly focused on multi-branded channel partners like we never have been before," said Mike Feldman, Xerox's new North America president. "We have very low market share, and we have not made a serious attempt to go after them."

Xerox is vastly underpresented in the $51 billion small and midsized business (SMB) printing market, according to new Chief Commercial Officer Kevin Warren, particularly in the $20 billion segment serviced by independent, multi-branded dealers.

"This is all greenfield for us," Jeff Jacobson, Xerox's new CEO, told investors last month. "This is $20 billion that we just, quite frankly, didn't focus on."

From signing up 500 new U.S. partners to shifting tens of thousands of direct accounts to the channel to the company's first ever channel-exclusive offering, here are 10 things to watch from the new Xerox.