Under president and CEO Mandy Shapansky, Xerox Canada made a splash in 2012 with the acquisition of managed print services provider Laser Networks, and it continued that momentum into 2013 with a renewed focus on its channel partners.
Shapansky appointed Ajay Dhingra to vice-president of indirect channel operations to lead a new channel push in Canada, and the vendor’s Xerox Partner Print Services strategy. Solution providers have experience in dealing with workflow and business process automation and the XPPS offering provides the training and tools to sharpen their focus especially for the mid-market. They’re also using Xerox Canada’s direct sales force to create demand in the market place and have the channel fulfill.
The new channel strategy is already paying dividends – Xerox Canada witnessed a 17 per cent increase in (A4) sales in a market that declined by four per cent.
The vendor is also making inroads into the retail channel, thanks to a partnership with Best Buy Canada and Future Shop.
The retailers will carry a selection of Xerox printers and MFPs.