By Sharmee Roy
Resuming its India operations after a gap of two years, Lexmark plans to focus aggressively on the enterprise market.
Said KP Ranjan, Country Manager, Lexmark, “For the last two years we ran the operations from Singapore; this impacted our business. We realized it is critical to have a local operation to make progress in the market, especially among enterprise customers, hence we have set up our Indian operations with a clear focus on enterprise solutions.”
As part of its new-found focus, Lexmark has realigned its distribution strategy and has appointed CMS as its exclusive national distributor for its enterprise products. CMS will also cater to a new layer of partners called Lexmark Value Partners (LVP). Lexmark is looking to appoint at least 100 LVPs by the end of 2009.
The company has already put in place a team of 10 people, and has set up an R&D center in Kolkata. It recently launched 67 new printers customized for Indian enterprises at its R&D center.
“We have a mandate to promote the concept of ‘print less, save more.’ For this we will be targeting managed printing services, which is our forte worldwide. Our strategy is built around understanding the printing needs of our customers,” said Ranjan.
The company has already identified target verticals like BFSI, ITES, telecom, retail and education for providing managed services. “Our aim is to sign 100 large customers in these verticals by the end of 2011 for our range of managed services. Each of these deals will be not less than $1 million, spanning over five years,” Ranjan said.
Lexmark will also strengthen its supplies business. It currently works with 20 sub-distributors and will look to add four more with one each in Delhi, Mumbai, Chennai and Hyderabad. |