In this episode, Founder Frank G. Cannata welcomes special guest Karl Boissonneault, president of North American channels for Xerox, who was featured last week in The Cannata Report’s exclusive Q&A. Boissonneault breaks down the company’s go-to-market (GTM) organization. The new GTM strategy, which took effect on April 1, comprises four global regions, one of which now includes Asia-Pacific. He describes the integration of Lexmark as a best-of-both scenario, adding that the reformulated Xerox Executive Committee features a mix of leaders from each organization.
Xerox on the “Lexmark Way”
With the help of channel partners, Xerox is determined to move a higher percentage of its SMB print business to an indirect model, Boissonneault stresses, noting that he views distribution as more important than ever before in the U.S. company’s 120-year history. Cannata encourages dealers to remember that Xerox is an international company and can introduce Lexmark to distribution worldwide. Its NA channel leader advocates for “the Lexmark Way” of selling. Watch the video to find out what he means.
If you haven’t yet done so, please take our 41st Annual Dealer Survey!
