Fuji Xerox Printers increases its focus into the SMB space
Managed print solutions vendor, Fuji Xerox Printers, has launched its new Smart Series range, which integrates product and software solutions into one platform. And the company has announced that it intends to infiltrate the SMB space with these offerings.
Fuji Xerox Printers head of channel operations and marketing, Anthony Toope, claimed there are more than two million SMBs in Australia, and Fuji Xerox Printers’ research shows that one-in-three consider printing issues a major office frustration.
As such, he claimed that these compact devices let partners leverage the rising demand from SMBs for affordable print solutions with a significantly smaller footprint.
“SMBs are continuously seeking ways to simplify operations, save time and minimise costs. The Smart Series devices allow SMBs to ‘think big and go small’, by using a compact and affordable print solution to tackle cost and productivity challenges, in the same way a large device would,” he said.
Toope said this is something the reseller channel can bank on as the Smart Series range gives them an opportunity to shift the conversation with customers from price to value. He mentioned that aligning products with software solutions enables resellers to add value for end customers, generate new leads, and increase close rates and average sell prices.
“There’s another revenue and opportunity stream for them here, especially since sales of A4 colour multifunction devices grew by 36 per cent in 2014 and the A3 market is expected to drive more than $1 billion in revenue this year.
“We’ve also collaborated with a number of software providers like YSoft, Equitrac and PaperCut, so it broadens the offering the resellers can take to market,” he claimed.
According to Toope, the range not only features printing, copying, faxing, colour scanning and email functionality, but also includes advanced features like authentication, cost recovery, reporting and mobile connectivity, automation and storage software.
As such, he said resellers are equipped with a complete product solution. “A lot of resellers are facing pressure from vendors that are going direct to market. These solutions are a way where we can support them to be more agile and successful in the printing space.”
Toope added that the company’s go-to-market strategy is to continue supporting its resellers push into this space, especially by providing them with tools, training, support and bringing more solutions to market.
