PRINTITRESELLER.UK 27 compulsory €20 per device per month for a device security service, customers choosing not to take it have to sign a waiver. There are also partners offering quarterly sustainability assessments, advising customers on their impact and including an advisory section with ways to drive that down. “If we stop trying to capture or chase pages and we start to capture documents, we will realise that there is a huge opportunity available, and we start moving into this space, whether it’s €10 a month, or €30 a quarter, we’re talking about €120 euros per year,” he said, adding: “These are high margin services that you can charge for. We’re talking about over €120 euros profit that’s available. How many pages do your customers need to print black and white to generate over €100? It’s quite a big number.” An integrated portfolio While best-of-breed tools exist across the market, Xerox’s end-to-end portfolio is designed to work together seamlessly. Xerox designs, develops and manufactures its products; partners sell them; and together they support them. This integrated approach enables partners to deliver greater value and achieve stronger growth. The results speak for themselves: “Partners focused solely on hardware are seeing declining revenue, partners that are using our software portfolio are growing, and those leveraging the full ecosystem, service system, print management for users and fleet management for devices, are achieving growth of 19%,” Smith concluded. www.xerox.co.uk logistics. Xerox also partners with PrintReleaf and it integrates directly with XSM to automate reporting and reforestation tracking. Productivity and digital transformation Despite years of discussion and the rise of AI, documents remain one of the most complex elements of organisational workflows, Smith pointed out that the biggest productivity losses stem from how employees handle information. Xerox apps and content and capture services, enable customers to capture, convert and manipulate documents, extract and share data, collaborate securely and restrict access where required. The real value says Smith, emerges when the ecosystem is combined. For example, a customer scanning to email signals a need for a digital workflow. Once the data is captured in the system, Advanced Analytics can highlight inefficiencies. Partners can then map the process visually, identify bottlenecks and implement simple solutions, such as an app that sends documents directly to a repository with single sign-on. Even small improvements matter. Saving two minutes per task, repeated 20 times a day, equates to 40 hours per year, worth around €600 at €15 per hour. “That difference can be enough to win a new business opportunity with profit built into the deal,” Smith said. Revenue opportunities By leveraging the full ecosystem, partners can unlock new recurring revenue streams. Smith spoke about one partner in the Nordics who is charging customers a included, meaning responsibility falls to the customer, who may lack the skills or resources to manage it effectively. He spoke about the benefits of a vulnerability assessment using Xerox’s expertise, questionnaires and tools to gather information, using that data to score the customer and provide a simple report outlining areas of vulnerability across all devices, documents and processes, as well as a proposal outlining how those vulnerabilities can be addressed. He also announced the launch of a new tool that will enable partners to scan a new business customer’s network, identify all devices (not just Xerox/ Lexmark), capture configurations, and generate a vulnerability score in just a few minutes. Sustainability He moved onto the topic of sustainability, which is becoming an important factor in tenders, accounting for as much as 30% of the overall score in some cases. Driving factors include regulations such as CSRD (Corporate Sustainability Reporting Directive), shoring up the supply chain, including Scope 3 emissions reporting and talent attraction, as younger employees prioritise employers with strong sustainability credentials. Smith spoke about Xerox’s strengths in this area from sustainable product design – lower energy use, less packaging and improved recyclability, through to digital transformation and ways to monitor, capture and report on volumes that still need to be printed, reforestation, and carbon offsetting. He announced a new Renewal Advisor section within Advanced Analytics which enables partners to assess new business customers’ power consumption, compare existing fleets with proposed replacements, and identify which devices should be retained or refreshed. Advanced Analytics also includes a sustainability dashboard that tracks power consumption, page volumes, manufacturing impact and SOFTWARE & SOLUTIONS Petr Nemec
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