100 Days In: Channel Chief Sammy Kinlaw On Lexmark's Biggest Product Launch In Years, New Channel Investments And Leveraging Xerox Turmoil

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Making His Mark

Sammy Kinlaw has hit the ground running in his first 100 days as Lexmark's new vice president of worldwide channel and OEM sales, creating a blueprint for new partner incentives and investments as the company preps its channel partners for a massive product overhaul this summer.

"It's the biggest rollout in five years – 92-plus percent of the product lines are turning over," said Kinlaw Tuesday in an interview with CRN ahead of the June product launch. "Our channel partners will also have an opportunity to take advantage of a tool suite and solutions based on the cloud between device management, print management and cloud connectivity."

Kinlaw, a channel veteran who previously spent nearly a decade at Lenovo, took his talents to the Lexington, Ky.-based printing vendor in February with the goal of doubling down on partner enablement. "It's always been a Lexmark-led solution. Now it can be a channel-led solution. The keys to the kingdom, we're giving a copy of to our [partners]," he said.

Kinlaw spoke with CRN's Jennifer Follett, Mark Haranas and O'Ryan Johnson about the channel strategy he's building, Lexmark's product roadmap and the opportunity to take share from competitors. Edited excerpts of the conversation follow.

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