22 Apr 2015
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Fuji Xerox pushes services stream with new printers

By Heather Wright

Fuji Xerox Printers has launched a new range of printers which it says will enable resellers to tap into a higher level of revenue and ongoing profit stream.

The Smart Series range integrates product and software solutions to deliver what Fuji Xerox says are the same benefits as complex devices at a fraction of the cost.

“These compact devices enable partners to leverage the rising demand from small to medium businesses for sophisticated and affordable print solutions with a significantly smaller footprint,” the company says.

Anthony Toope, Fuji Xerox Printers head of channel operations and marketing, says the Smart Series range supports the reseller shift to solution selling.

The printers can be integrated with advanced cloud storage, authentication and cost recovery and automation software from Western Digital, YSoft, Equitrac and Objectiflune, who Fuji Xerox is partnering with.

Toope says channel partners are facing increasing price erosion and are under enormous pressure for revenue and margins as printer prices get cheaper and cheaper.

“For the end customer, printers have never been more affordable and they’re getting a higher feature product. But that’s putting a lot more pressure on resellers.”

Toope says the new offerings are targeted at the SMB market – a prime opportunity for ANZ resellers and one Toope says is often overlooked by major vendors who focus on tier one corporate and the government sector.

“A4 products have never offered the functionality had in A3 in the past but we do with the product we are launching.”

While the hardware itself offers higher functionality, Toope says it is by offering complete product solutions that partners can create new revenue streams, expand existing accounts and gain opportunities to enter new segments.

By aligning products with leading software solutions, resellers can add more value for end-customers, increase close rates and average sell prices and generate new leads, Toope says.

In partnering with software providers such as cost recovery solutions companies YSoft, Equitrac and PaperCut, Fuji Xerox is providing partners with a complete suite of product solutions.

“You can expand your footprint with an end customer and broaden your sales revenue,” he says. “You can create new sales leads, increase the sales price, gain ongoing services and annuity and improve close rate.”

The vendor has just announced it has partnered with Western Digital to provide anytime, anywhere accessible cloud solutions, providing resellers with ‘solid hardware-based cloud offerings with pre-configured ready-to-go NAS systems at a one off cost’.

Simon Whitford, WD APAC senior marketing manager, says the SMB printing and storage markets present a ‘huge opportunity’ for resellers.

“A key concern for business owners is anytime, anywhere access to cost-effective storage, especially when it comes to secure document management.

“WD has a full suite of NAS solutions that complement the Fuji Xerox Printers Smart Series range and provide small businesses with secure centralised NAS solutions and control over their own data.”

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