1) How is Xerox positioning these digital press solutions in India?
A) Xerox has always focused on delivering end to end digital printing solutions to our customers to fulfill their exact requirements. The Xerox Color Press 1000 and IJP 2000 are our finest digital production presses which cater to a wide range of customer print applications. These newly launched digital press gives our customers an edge in meeting their key printing demands of vibrant images with smooth sweeps, crisp, sharp text, page to page, job to job consistency, speed, excellent colour reproduction, front and back registration with offset like quality & productivity.
2) What would be the go to market strategy to push these kind of solutions in the market?
A) These devices are high end in nature and are capable of producing high quality prints at a fast speed. We have got a huge portfolio of devices in the digital printing segment. Furthermore, we have a robust channel ecosystem which helps us to reach out to more and more customers across the country. We have installed the first ever Xerox iGen 150, one of our marquee products recently in the southern market and have received a good feedback from the customer regarding the product. We have also launched two marquee products at the Print Expo 2014 and hope that the customers will have a positive feedback for these machines as well.
We have a wide partner network who cater to different segments of the printing market and we plan to push our solutions extensively through our wide partner network spread across the country.
3) Please share some details about your growth plans for India? What kind of growth are you looking at?
A) There are a couple of exciting news that we will announce in the next two to three months. It is going to be exciting in the production space. The key focus for us is the digital printing equipment production, which is growing year-on-year by 20% in India. We definitely think we are going to be one of the top players in this segment. Having said that, we want to do this in a profitable manner, while keeping up our promises on the deliverables.
4) What are the big priorities for Xerox today?
A) We had expanded last year to a total of 200 Tier I and II cities and 2014 will all be about consolidation. This year we will be looking to consolidate our present base and look at exploring new opportunities. We also have a couple of exciting launches planned for the latter half of the year and we expect those products to be readily accepted by our customers.
5) How important is the channel community for Xerox today and how do you ensure to create unique relations with channel?
A) Channel partners are very important for our business. They are the extended team and the face to the customers on most occasions. The channel partners are the ones who reach out to the customer and know the ever-changing marketplace and inform us of the changes in demand and the overall market at large. We value our channel partners and hence have different channel levers to make sure that the partners are ready and well equipped to do business profitably and to gain confidence of the customers.
We had also organized two large scale events in 2013 to reward and recognize the top performing partners. We had also received good response for the events and we saw huge number of participation from the channel partners. Xerox Partners League was about celebrating Channel Excellence. It was a platform for recognizing significant performances of Xerox Channel Partners who had contributed to the growth of Xerox in India. XPL was also in line with our philosophy of Xerox Partner First Channel Program with an overall objective – To Drive Growth Together.