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One of Hewlett Packard's top printing executives on Friday rejected the notion that partners can do better business with Xerox than with HP from a managed print services perspective.
HP's breadth in IT gives it a lot of muscle behind its printing and imaging business, and the more that business grows, the more incentives it can offer partners, said Herbert Koeck, vice president and general manager, LaserJet and Enterprise Solutions for HP's Imaging and Printing Group (IPG), Americas.
"As long as we continue to serve our customers' needs better than our competitors, we will continue to lead the market," said Koeck in an interview with CRN. "That applies to everything we are doing right now. We have been the ones that have been working hard to have the most environmentally responsible and most secure printing solutions. That's what helps our partners and resellers stay competitive in the market today."
Koeck was responding to comments made to CRN earlier this week by Russell Peacock, Xerox North America President. In a meeting at Xerox's midtown Manhattan showroom this week, Peacock asserted that Xerox was in its best position in a decade to take market share in printing and imaging because its managed print services offerings for VARs were stronger than all of its competitors.
"I'm not sure the HP legacy is as rich. They clearly want to leverage EDS, and you know, prior to EDS being acquired, EDS worked with Xerox's Alliance Partner Prorgam. We were working with a number of deals and I would conclude from what I know that we were a long way ahead of where EDS was," Peacock told CRN in the interview.
Koeck said that HP understood where printing and imaging fit as a technology in the context of the broader IT world. Only HP, Koeck argued, can provide the same breadth of technology solutions to offer VARs and customers the most choices.
"Imaging and printing in the future is part of a networked, Web-enabled environment," Koeck said. "Don't get me wrong, but I think we are perfectly positioned as a company to help our channel partners with those services. Who else can make you an offer on imaging and printing at the same time as make you an offer on networks, at the same time make you an offer on business processing, at the same time make you an offer on storage?"
Koeck alluded to Xerox's acquisition of ACS, which Xerox completed in February and through which will scale its BPO efforts.
"When you go with a services company, it's great to hear they were done in February. We've been doing this for years already," Koeck said, referencing HP's 2008 acquisition of EDS. "It's an interesting phenomenon. You know, the whole copying space today, customers are telling us they're just not satisfied with huge machines sitting around, 30-to-50 percent underutilized. Why do you need print and copying jobs with huge machines producing hundreds of pages a minute when the average document length is three and a half pages? I think there are different ways to look at it."