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Lexmark Channel Chief Kinlaw On New ‘Go Line’ Of SMB-Focused Printers And Why Partners Should Expect ‘More Opportunities To Earn More Dollars’

The ex-Lenovo sales whiz has been heading up Lexmark’s channel efforts for eight months and just unveiled his newest innovation, giving partners an easy path to the best products, pricing and incentives. CRN catches up with Kinlaw to talk about the new Go Line and how he is turning around sales at the printer vendor.

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Ready. Set. Go.

Lexmark Vice President of Worldwide Channel and OEM Sales Sammy Kinlaw said Lexmark already had great products when he came on board eight months ago, but what was missing was a way for the channel to easily differentiate the products in the marketplace and quickly determine what pricing and incentives were in place.

His answer to that is the Lexmark Go Line, a new category name for products that are tailor-made for small businesses and come with built-in partner profitability. The line was developed to give partners an easy path to the best products, pricing, incentives and promotions for the SMB and open market categories, Kinlaw told CRN.

Since he took over channel sales at the Lexington, Ky.-based printer vendor, Kinlaw has sought to engineer a turnaround, not just in revenue, but in how the company approaches the channel. He said he’s seen success in the short time that he’s been on board.

“We’ve had a tremendous run for 2018, and we’re on target to make our numbers,” he said. “We’re going to finish the year growing above market.”

Here’s what Kinlaw had to say about those growth plans and and making sure they’re sustainable for the company and its partners.

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