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Xerox, another major print OEM, has also rolled mobile print capabilities into its broader Xerox Partner Print Services program, a move that AnneMarie Link, worldwide manager of Workflow Solutions Marketing at Xerox, said has allowed partners to clearly differentiate themselves from their competitors.
"I don’t know of any channel partner that couldn't readily and easily have a mobile conversation with a customer," Link said. "So I think it’s a huge value ... to be able to align with the Xerox mobile capabilities because it truly offers a competitive differentiation and value for the channel."
Patrick Leone, president of MidAmerica Technology, a Bloomington, Ind.-based managed print services provider and Xerox partner, agreed with Link. Embracing Xerox's mobile print solutions has helped MidAmerica Technology stay relevant and keep a competitive edge over its rivals.
"If you look at the trends in IT, the big trend was managed print. ... You could see that that was growing at an incredible rate, so we started that back in 2008," Leone said. "[Today] the mobile market is going to be the single largest IT increase in units sold, more than anything that has ever hit in the technology space. So when you see that coming, you want to be ahead of the game and have something the other guys don't."