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Sammy Kinlaw On Lexmark’s New Printers And How His Channel Vision Is Now A Reality

Lexmark channel chief Sammy Kinlaw talks about the big job of selling to small business as the company releases new color printers aimed at small workgroups and micro-SMBs.

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How does Lexmark compete in the cloud?

We have our own offerings. We know that our VARs … are either building out or have a practice today with managed print. So how do you take your managed print environment to the next level? You use cloud. Our way in which to help those environments is through, No. 1, Cloud Fleet Management, CFM.

So this is a Lexmark-designed cloud initiative. It’s our technologies. What it allows a VAR to do is to add a Lexmark printer into their management system. They can wake a device up remotely. They can restart a device remotely. They can add an app remotely. They can monitor usage. They can look at ink levels. There is third-party software out there today that will allow for print management. Ours is different in that it can wake. It can add apps. It can restart remotely. You cannot do that with other third-party apps.

Cloud Connect is a way in which you can access a cloud storage offering like Google Drive or Dropbox from the device. From the device you can upload documents.

There’s a third cloud app called Cloud Print Management. Cloud Print Management allows a VAR to set up a print network and bypass, disregard, and not use a print server. So it allows a device from PC, from endpoint device, to be uploaded to the cloud at the printer. It can pull down the document and then secure release at the printer [with a PIN].

Cloud Print Management. Cloud Fleet Management. Cloud Connect. They’re all value-adds on top of good hardware. ... So those are distinguishing factors that most of our competition doesn’t offer with their products. So any VAR worth their salt today is investing in the cloud, a part of the cloud, selling the cloud.

How big is the opportunity here?

To quantify it, it is thousands upon thousands of units. It’s a multimillion-dollar opportunity that we’ve invested in based off where we compete and what the market is consuming today and what we plan. So this is a must-succeed initiative. I can’t fail. Every ‘I’ and every ‘T’ has been either dotted and crossed to make sure that we’re ready to roll, we’ve produced enough product, we’ve forecast enough demand, that we’ve created the right collateral so that we’re ready for the hockey stick—up and to the right.

It’s a very, very big deal for me personally. For all of the channel organization, our worldwide teams, our CEO. This is a company initiative. My boss told me yesterday, ‘There’s no initiative inside Lexmark that is more important than our channel strategy.’




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