We’ve Strengthened Our Focus on SMBs

By: DT News Network
April, 03, 2017

Xerox India has tried to re-enter the printer market with a range of products. The company is gearing up for 2017 with an exciting product launches in the store. In addition, the company plans to increase its managed print services business in India.

Here are the excerpts of the interview with Balaji Rajagopalan, Executive Director – Technology, Channels & International Distributor Operations, Xerox India.

DT: - What have been the key highlights of your company during the year 2016?

A: - This year, from a technology business perspective, as part of our long-term growth plan in India, we expanded our presence in the tier 2 & 3 cities in the country. We have already developed products that consume less power, ranging from 10 – 70 per cent over that of competitive products in that range, offering us tremendous scope to tap the emerging opportunity.

Additionally, we have strengthened our focus on SMB business segment with the launch of Xerox Docucentre SC2020 and Connect Key enabled iSeries products besides continuing to extend our Managed Print Services to SMBs through our channel partners.

In the production printing space, we have also launched ink jet printers like Brenva HD and Trivor which are equipped with high-end print capabilities. Brenva HD is one of its kind cut sheet inkjet press which is an amalgamation of cut sheet flexibility at inkjet price points. We maintained focus on our entry to high end digital press segment, be it for C60/C70, Versant series, iGen5 and Color Press 1000i and have not only received a good number of orders but a great feedback from the market.

DT: - What is the central force which keeps partners and consumers loyal to your brand?

A: - Our 150+ strong channel partner network in India acts as a backbone to our business to ensure consistent good work and business flow. We have seen a 10-12% growth in channel partner numbers in FY16 and we attribute this success to the new initiatives undertaken towards channel development and improvement of our partners’ profitability in the past few years.  

On the customers’ front, we have launched multiple products with standout features to help customers concentrate on “Real Business” and automate workflow processes. We offer premium quality yet affordable aspects - helping customers to achieve a lower TCO by improving operational efficiency, controlling costs, increasing productivity and security.

  - Xerox uses knowledge management platform, Eureka to improve field service efficiency and to prove the value of an information repository accessible in the field. Knowledge management boosts productivity by providing the exact steps for resolution and eliminating the need to research a problem when it re-occurs.

DT: -  Is your company engaged in any Govt. projects specifically under the Digital India program?

A: - The government’s digital initiatives of enhancing availability of electricity in smaller towns eased our process of expanding our business. We applaud the government’s programs and also are in line with their plan; we truly believe that digitization is touching each aspect of our lives.

DT: - What’s Xerox’s roadmap or strategy for the year 2017?

A: - In 2016, we had launched multifunction devices like Xerox Docucentre SC2020 and ConnectKey enabled iSeries which were equipped with features that meet the needs of the Indian Enterprise and SMB markets. And also continued push on digital printing segment which is a key growth driver for us.

We gear up for 2017 with some more exciting product launches that will revolutionize the A3 printing market. We are looking at further strengthening our focus on the Office business segment. We will also expand our Managed Print Services (MPS) value proposition to wider segments in the country through our strong channel partner network.


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