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Xerox India aims to be among the top two printer vendors in the next two years.
Besides expanding its channel and strengthening its presence in central India, the company will release new products, introduce more SKUs, and involve its distributors (Global Infonet and Redington) in all its projects.
The distributors will henceforth drive Xerox’s sales team. Explained Kuldeep Malhotra, Associate Director, Volume & Supplies Business, Xerox India, “The distributors will appoint dedicated Xerox managers for the drive. Till last year they had a limited role of managing logistics and providing credit support to partners across the country. The idea to ask the distributors to drive our sales team came during our re-structuring process. We wanted our distributors to engage with our existing set of partners as well as use their own IT partner network as part of our GTM to penetrate tier-2 and tier-3 cities.”
The company will also work with more sub-distributors and resellers. “We will increase the number of sub-distributors to 200, and resellers to 1,000,” Malhotra informed. “An area of focus will be central India which we are struggling to penetrate.”
Besides channel expansion, the company will release ten new products in the A3 and A4 printing categories. “Xerox India is bullish on the A4 segment. The company has already started conducting promotional activities and road shows to strengthen the brand,” Malhotra added.
Xerox recently completed a road show in Bhubaneswar to strengthen its presence in the eastern region. It also showcased its portfolio of solutions in A4 mono and color lasers targeted at the SMB and enterprise segments. Prior to this Xerox conducted similar road shows in Guwahati and Chandigarh.
Xerox recently tied up with a NSP that promises an average TAT of 24-48 working hours. |