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Channel Leaders: Uptime Crucial To Keeping, Winning Customers

‘It all comes down to, customers want to mitigate against downtime. That's the number one cost in IT by far. We don't always talk about it that way,’ says Jeff Ready, CEO and co-founder of Scale Computing.

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How are Xerox and Lenovo supporting customers in the cloud?

Reilly: At Xerox, we've looked at really a change from the legacy, hardware-only model, to more of a services model for our solution providers. When you look at what we've done, we've changed to work in what we call intelligent workplace services.

We've tried to build an ecosystem, think of the Apple app store, an ecosystem of apps for every vertical, so that they can actually become more efficient within their work day. We think of the printer as an assistant, akin to the smart phone with the apps that we all use in our daily life.

Cato: For us, it's about looking at use cases. One of the things that Lenovo's done recently is to start to understand sort of different use cases that our customers are trying to uncover. We’ve actually started to verticalize our salesforce to really understand that industry, understand the pain points of those customers, and then expand our partnerships.

Over the last several years we've looked at the K-12 market. Obviously it's exploded with the number of Chrome devices that are out there, but for us it's about how do we expand beyond that? So we've created virtual reality classroom settings, classroom opportunities for our partners that they can start to leverage.

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