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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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How is Lexmark positioned for 2019?

I’ve got planning sessions right and left. I’m headed to Australia, week after that in EMEA, week after that I’m in Lexington [(Kentucky]. I’m making all these worldwide trips because I’m making sure we have the right plans for 2019. What are the other investments we need to make? What’s working? What’s not working? Those are the questions I’m asking. What processes do we need to refine? Are there go-bigger type investments that we need to make with select partners? Those are all things that I’m asking of our team, because I’ve got the support of our CEO and CFO and CRO to make strategic investments.

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