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Components & Peripherals News

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

Mark Haranas


What's your message to the channel as Lexmark's new global channel chief?

Partners can expect me to be fair, to incent in a big way, to expect that I'm going to give the right support and coverage, and it's going to allow them to sell to new end-users and compete in spaces they couldn't compete before because of the solutions that are tied to the hardware. Partners that know me know that I'm very serious about representing their interest and also balancing the needs of the company. I've been able to do that successfully in my prior roles. With Lexmark, I'm going to be able to do the same thing. I have the company's support. I have an opportunity for a brand-new product line to launch in a very big way.

My passion and where I've chosen to keep my career is within the channel lines and I think Lexmark has unbridled opportunity to grow multiple quarters. [The new products] allow partners to knock on the door of an end-user that they perhaps couldn't sell to last year. They've got a solution, coupled with hardware, coupled with a competitive price. So printing is not dying. … I'm very confident in the next six months and what could occur because of the products we have to sell.

 
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