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Xerox CEO Jacobson On Growing In The A4 Space, The Burgeoning App Ecosystem And Why You Need Some Channel Conflict

Xerox's 29 new ConnectKey devices have helped capture managed print opportunities, while its partner-driven app ecosystem have turned multi-function printers into workplace assistants, CEO Jeff Jacobson tells CRN.

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What does the ConnectKey launch do for you in the A4 space?

It's fantastic. A4 was an area where we didn't have the same share or leadership position that we do in A3. And we're very excited now, because we're getting a lot of pull-through from it.

What has been the key focus of your go-to-market strategy around the new products?

It's all throughout. If you think about it, we're the leader in managed document services, so we get the pull-through with that. Bringing on new channel partners, we get that. If you look at A3, A4, new channel partners. In the enterprise, we still get a lot of benefits now. Because one of the disadvantages we had in the past, when we were doing a managed document services deal, we had to do the architecture primarily with A3. Now we can do A3 and A4 together.

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