Our Channel partners are the interface between Xerox solutions and our customers!

What kind of trends in the printing industry do you foresee in the Indian market?
As per the latest PIRA report released in 2010, the global printing industry is estimated at around $676 billion in 2014 and is growing at the rate of 5 per cent. The Indian printing industry is growing at about 12.2 per cent with digital printing growing at about 25 per cent.

Currently, as per the PIRA report of 2010, India produces 150 million digital pages, of which a majority is in black and white. However, one of the key trends that Xerox India foresees in the Indian market is the transition from black-and-white printing to colour printing. Xerox is leading the transition and there is huge opportunity that exists in the colour market in India.

The adoption of "Colour" is slowly but steadily catching up in India with companies fast realizing the business benefits of “Colour” and want to break from the clutter. Xerox understands how colour can help improve work processes for SMBs as well as large enterprises. Xerox today has the industry’s broadest colour line and aims at injecting colour into every aspect of business, including digital office, digital production and value-added services.

MFDs are evolving to be the one-stop shop for all document management needs in an organization - be it printing, scanning, copying, faxing. MFDs today are an integral part of the entire breadth of SMEs with the integration of multiple features of standalone devices and ease of accessibility across networks. Majority of Xerox MFDs are network-enabled devices. These devices can easily integrate with the existing networks available at customer locations. They are user-friendly devices and need not be added separately onto individual systems in order to perform various functionalities. These feature-rich Xerox MFDs with an ability to deliver customized applications based on individual document management requirements are making inroads into the entire breadth of SMEs. Therefore, from single function monochrome lasers, we see the trend moving MFDs and to colour MFDs. 

Another notable shift would be the use of devices that are based on the HI Q LED technology. The HI Q LED technology is an environment-friendly technology that offers competitive advantage over cost with 20 per cent efficiency. The technology has numerous advantages over other printing technologies, including better edge enhancement, high-quality image resolution of 1200x2400 dpi, better registration, colour correction and half toning enhancement, thereby making it the preferred printing choice for customers today.
Green technologies with better cost efficiency and less of carbon deposits will be the most visible technology shift in 2010 and the years ahead. More and more companies and customers are looking ahead towards products that consume less power and are easy to recycle at the end of life. This not only adds on to their productivity but also builds on their responsibility towards the environment and sustainability.

What is your product range to cater to this market?
Xerox India has the most comprehensive product portfolio ranging from desktop printers and multifunctional devices, to high speed colour presses, document management outsourcing and digital imaging solutions catering to business segments - SOHO to SMBs to Enterprise on a national and global footprint. In the years ahead, Xerox will expand its presence in the SMB segment leading with a solutions and services model, providing appropriate solutions in A4 to A3 to A0 MFDs of varying speeds with the right software, accelerating the colour adoption in businesses of any size and driving new business of printing for Digital Production printing. 

What is the overall market size and your market share?
Xerox has a significant market share across categories. However, as a company policy, we do not share market size data etc.

What is the Partner's role in the deployment of products and services?
We have over 500 Xerox partners nationally who are a mix of Value Added Resellers, Sub-Distributors, Xerox Premium Partners who cater to customers in Enterprise, SMBs and SOHO segments. Xerox provides direct pre-sales/post-sales support to channel partners to deliver maximum benefits to customers. Over the next few years, Xerox India will continue to expand the partner base pan-India, particularly in places which are still not adequately covered. With our partner engagement model, we ensure our channel partners are well trained and are equipped with collaterals to enable them to sell Xerox products and services. 

What kind of margins/ benefits do Partners get? What are their pain points?
Channel partners are our extended team and they are the interface between Xerox solutions and our customers. They are the face of the company to our customers. We, at Xerox India, have always shared a great rapport and relationship with our partners. The growth has been mutual. We have grown and expanded in India and have helped them grow in their businesses.

Xerox provides adequate support to channel partners in terms of training - online learning support, marketing support, co-activities, pre- and post-sales support, etc. Our partner loyalty programme ensures that they are rewarded on achieving their targets. The partners get benefited in a number of ways - for example, co-marketing events, customer even sponsorships, etc.

Is the concept of machines on lease offered by you?
No, we do not offer machines on lease directly to our customers. Instead, we facilitate financing on Xerox products. 

Which are the most popular products selling more in the market?
Xerox has a portfolio of products and solutions that ranges from entry-level desktop laser printers to mid-level single function, multifunction and colour devices and extending to high-end digital presses. Across these categories, our products and solutions have been well accepted in the market. However, as a trend, we foresee an increase in demand for MFDs in the coming years.

Do you see partners selling smaller machines can graduate to selling of high-end printing machines etc.?
We have over 100 products in our portfolio which can be pushed by our channel partners, depending on their technical capability and skill sets.

Do you see partners selling smaller machines can graduate to selling of high-end printing machines etc.?
Our partners are authorized to sell any Xerox products that are offered in our portfolio. We, at Xerox, provide them support with marketing collaterals and training to enable them to sell more. Therefore, our partners who have been selling smaller machine will certainly scale up and graduate to selling high-end digital presses.

How do you take care of after-sales support?
In our business, after-sales support is the key to retention of our clients and a very important proposition for our business. Xerox provides pre-sales as well as post-sales support to its partners to provide best of services to their customers.

================================================================================
Your association with Xerox
We have been associated with Xerox India for over eleven years. This relationship has been in two phases. For the first five years, we were a service centre for Xerox which was also selling Xerox printing devices. Eventually, in 2005, we migrated and were authorized to sell and service the entire spectrum of Xerox products and solutions. We are a Gold Partner for Xerox India under the Xerox partner engagement model.
Xerox has extended tremendous support on a broader spectrum and it has been an extremely good experience to work in close association with this global corporation for over a decade now. 
Market Trends
The market is moving towards MFDs from single function devices and there is an increase in demand for devices based on colour from customers across business verticals
If we look at the sales volume, the Xerox Phaser 3100 range MFD is the highest selling product. However, products in the Entry A3 category – the 5016, the Xerox WorkGroup 5225 and in Colour the Xerox 7425 are the preferred choice for customers.  
Role of Services in the Printing Technology
Post slowdown, the role of services in the business of printing has increased enormously. Customers are looking at solutions within their existing IT infrastructure that would optimize its resources and provide maximum ROI. Therefore, Xerox Global Services becomes an integral part of businesses. However, this varies from case to case basis and it is mostly taken care of by Xerox India directly.
Your Role
At Web Infocomm, we are authorized to sell all products and solutions of Xerox from entry-level desktop printers, to mono & colour MFDs and high-end digital presses, as per the requirements of the customer. We also sell Xerox original consumables and retain relationship with customers with after-sales service and support.
Our role in selling products and services has been end to end. From generating leads to understanding the customer’s requirement to providing appropriate product/solution as per the requirement of installation and maintenance and post-sales support, we do it all for the customer. However, whenever there is a requirement, we receive requisite support from Xerox India. 
Xerox Biz Advantages
Xerox provides us with marketing support – be it collaterals or conducting road shows and media advertisements to create awareness about the brand. Plus, there are incentive schemes on model to model perspective.
Talking of the slowdown period when products and solutions were sold completely according to the customer’s need, Xerox provided us with business leads and cases that could be closed in a short turnaround time so as to stabilize businesses at the corporate as well as at the channel partner level.
=====================================================================================
Your association with Xerox
We are authorized to sell all products and solutions of Xerox from entry-level desktop printers to mono & colour MFDs and high-end digital presses, as per the requirement of our customers. We are also the services provider for Xerox in Mumbai.
The association of the company directors with Xerox India is 18 years old. This relationship has been very long-lasting and has extended to our company for the last three years. And today, we are a mono brand partner which means that we deal only in Xerox products.  During this period, there has not been a single moment when we thought to break the bond or look for any other player. Xerox has extended tremendous support on a broader spectrum and it has been a fantastic experience to work in close association with this global corporation and more so when its structure is getting converged into one single identity across divisions of Xerox India. Also, we have seen that we have grown year on year, quarter on quarter with the company. It has been extremely profitable. Therefore, our complete loyalty lies with the company.
Market Trends
The Indian market is very responsive and is growing towards a positive direction. Customers are increasingly looking at products which are user friendly and save costs.
If we look at volume sales, the Xerox Ruby range has been the highest selling for a number of years. However, we have seen in the last quarter the high-end PSG machines have shown an increased demand.  
Your Role
Our role in selling products and services has been end to end. We are authorized service providers. From generating leads to understanding the customer’s requirement to providing appropriate product/solution as well as installation and maintenance and post-sales support, we handle it all for the customer. However, whenever there is a requirement, we get requisite support from Xerox India. 
Role of Services in the Printing Technology
The role of services in the business of printing has increased enormously. Customers are looking at solutions within their existing IT infrastructure that would optimize its resources and provide maximum ROI. The services have to be the best fit to the customer’s requirements. Therefore, as the authorized service provider, we make sure that we provide the best to our customers and keep them happy and retain them for longer durations.
Xerox Biz Advantages
Xerox provides us with marketing support – be it collaterals or conducting road shows and media advertisements to create awareness about the brand. They also provide us with training month on month. Product schemes help us in terms of pushing products to customers. To name a few, in the last quarter, they came out with a Color Bonanza which was a scheme on 7425/ 7428/ 7346, which was a hit.