What’s the long-term value and growth opportunity here for partners?
The long term value is to get into outcome-based engagements with their customers—making the relationship strategically more important, and also stickier. By doing that, I think the barriers of entry that our partners will generate [to] keep competition away are going to be much better.
[For the growth opportunity], two things really come to mind. One is to increase the share of wallet that our partners occupied within the customers from a personal systems and printing point of view. The second one is to build on top of hardware engagements and start selling more and more services. This can be digital services, but this could also be physical services. And bringing those two together—I think particularly in our printing category—is a huge opportunity for our partners.