India is slowly but surely transforming into a ‘digital’ economy with the government’s 'Digital India' initiative. With emphasis right from the top and a structured approach to digitally empower each and every citizen of the country, digitization is touching each aspect of our lives - across governance, utility services, transportation, education, healthcare and banking.
The two big trends that we are expecting due to increased focus on digitization include Adoption and growth of technologies like Cloud, Mobility, Analytics and Collaboration tools to stay relevant and organizations taking the paperless path.
Today, the printing industry is evolving and customers are demanding newer features which simplify processes for them. Xerox not only tries to address these demands, but also has the capability to go beyond and offer customers products backed by our solutions. Xerox is one of the few companies that has been at the centre of innovation and has launched several game changing and industry first products.
As a company, Xerox operates on an indirect business model when it comes to the printing business. Therefore, our channel partners are very important. We have over 150+ partners who are well distributed throughout the country and have put in concerted efforts in strengthening the channel partner ecosystem. We have a strong team and constantly work with one another to ensure wider reach and customer satisfaction. We have brought in several changes to ensure a smoother running of the business and increase efficiency. While letting go of certain programs, we have introduced new ones which carried potential to add further value to our internal and extended teams.
As part of our channel partner strategy, we clearly look at various engagements and involvements with our partners. Xerox has rolled out “Expand Partner Meet†that takes place every year in the month of December to frame channel policies. The whole purpose of this partner meet is to involve partners in the strategy discussions to understand and address customers’ needs better as well as to discuss schemes, programs etc. for the next year.
We have brought in several new training programs to equip our partners and give them the knowledge necessary to win in the marketplace. Xerox has introduced smart pricing structure to drive growth and increase sales. All of our products, multi-functional devices and digital presses, which were launched last year have received good feedback from across the ecosystem - be it from customers, partners or print providers. We also launched multiple products with standout features to help customers concentrate on "Real Business" and automate workflow processes.
The technology business at Xerox has done significantly well in the past two years. Given our growth and increased coverage in the market, we believe our strategies and plans worked and in FY16, we are in the process of further increasing our market presence and strengthen our products and solutions offerings. In FY15, the technology business grew profitably and we are maintaining momentum and looking to grow further this year.â€
