Xerox Targets Channel For Growth In India


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In his first exclusive interview, after he joined Xerox India as the director for Xerox's Office Group, Princy Bhatnagar categorically mentioned that his prime focus would be to grow Xerox's products through 'forging new partnerships'.

Without divulging details he said, "We see a lot of potential in enterprise and SMB segment since print volume is growing radically in these markets. Hence we wish to structure our business better and get more SIs and VARs to cater to the growing demand of printing solutions. Geographic penetration of partners in the B and C cities is important just as expanding the service network. You will see a lot of such activities from Xerox in the coming days."

Xerox has lot of software solutions that can help in document management for enterprises and according to Bhatnagar "these solutions have to be pushed further as the enterprise market offers huge opportunity for these products".

He also said that the extending SMB space has forced Xerox to change its market and channel strategy. "Today there are 2.5 lakh SMBs in India and they would be 10 lakh by 2010. The shift in the way SMBs do business has created a never-before-demand for documentation. Verticals like gem designing and textiles have separate application requirements than the other SMBs. We do not have the strategy for each one of these categories, and hence we plan to concentrate on unified solutions and be a specialized vendor," he added.

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