Driving Partner Sales
As Lexmark embarks on a reinvigorated channel push spearheaded by global channel chief Sammy Kinlaw, Greg Chavers, the company's North American channel chief, is on the front-lines of its renewed effort to increase the number of partners as it rolls out a new line of products and services. While Lexmark is looking for channel growth world-wide, this side of the Atlantic does the "heavy lifting" Chavers said.
"You've got EMEA, you've got some of the other [geographies] abroad, but for the most part we do the heavy lifting, when you think about it as a proportional part of the number and [Kinlaw's] goal and target," he said.
Chavers, who has been with Lexmark since September 1996, was appointed vice president of North American channel sales in 2017. He said the company has tried, every year to "push the envelope."
"That's helped us expand with some of the partners where we already have a pretty good wallet share, but it's also given us an opportunity to go pursue and recruit in some of these white spaces, this long tail that [Kinlaw] is talking about. I don't think you can do one or the other," he said. "I think you're going to have to do both if you want to kick the competition."
Edited excerpts of the conversation follow.