In this episode, Founder Frank G. Cannata welcomes back special guest Karl Boissonneault, president of North American channels for Xerox, who was featured last month in The Cannata Report’s exclusive Q&A. Cannata brings up the topic of production printing and points out the vast number of dealerships that have brought on subject matter experts with Xerox backgrounds. Boissonneault confirms his observation and notes that more than 100 dealers sent representatives to a recent production summit hosted by the manufacturer in Webster, New York. He teases that there’s more to come in September at the PRINTING United Expo in Las Vegas.
Xerox emphasizes ‘client intimacy’
What sets the OEM apart, Boissonneault believes, is a complete production printing ecosystem that helps dealers to sell at the application level. The strength of name recognition cannot be underestimated, and branding is a big reason that partners such as Toshiba, Kyocera, and RJ Young have forged relationships with Xerox. He explains what “client intimacy” means to him and also discusses the company’s value proposition: Why should a dealer collaborate with Xerox?
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