Most companies that achieve sustained, long-term, profitable growth have invested in adjacent markets1—markets that share commonalities with their core business. These commonalities make market entry more predictable and manageable, increasing the odds of success.
Office equipment dealers can pursue a number of adjacent markets that offer good profit and growth opportunities. At the 2018 Imaging and Technology Education Exposition, Xerox is focusing on three of the best: managed print services (MPS), apps for multifunction printers (MFPs), and production printing equipment.
Let’s take a closer look.
Differentiate With MPS
With MPS, dealers add a service component to a business they already know—print. MPS relieves customers of the burden of managing their print operation and delivers tangible value, such as greater visibility into print operations, increased network security, lower costs and greater productivity.
Dealers also benefit because MPS differentiates them from competitors and gives them more touch points within their clients’ businesses to strengthen relationships and protect their customer base. Indeed, winning an MPS account often means replacing a competitors’ equipment. And dealers have an inside track. The MPS market is growing, yet underpenetrated in the lucrative small- and medium-sized business segment, where 75 percent of office technology sales are made through indirect channels
As the original MPS pioneer, the global market leader and the channels MPS leader, per a recent Quocirca study, Xerox offers a strong MPS portfolio that includes training, sales and assessment tools, marketing support and flexible deployment. We can team with a dealer to service national and international accounts by supplementing their local coverage to serve each location with consistent delivery and reporting processes from a single service level agreement.
Easy-to-Deploy App-Based Solutions
With apps, dealers gain a tool for automating their customers’ unique work processes, bringing new functionality to MFPs, much as apps do for mobile phones. Dealers can benefit by capturing the projected exponential growth for MFP apps, and by taking a more solutions-oriented approach that differentiates their service and makes them a strategic partner.
Xerox ConnectKey® apps are easy to develop and deploy. A short orientation is all that has needed for a reasonably IT-literate person to begin building apps, and our two-to-three day app builder classes provide more advanced instruction. Dealers also can access apps created by other dealers and developers at the Xerox App Gallery.
Our apps run on the 29 ConnectKey-enabled AltaLink® and VersaLink® printers and MFPs we introduced last year. These devices share a common solutions software with an open application-programming interface platform for building apps, and a common user interface for a familiar user experience fleet-wide.
Powerful Production Presses
With digital production printing, dealers move up market to meet centralized and commercial printing customers’ exacting demands for producing print jobs people will pay for. In addition, despite the overall decline in printed pages, digital production color printing is growing. That is because traditional offset print continues to migrate to digital to take advantage of the faster turnarounds, lower-cost short runs, and variable-date printing.
Xerox builds on four decades of digital production printing experience to deliver durable, reliable, well supported, state-of-the-art presses that print on the widest range of substrates in their class. Think silk, linen, magnets, never-tear and waterproof media—substrates that can open up a whole new range of highly profitable print applications.
Newbies to production printing can ease their entry with models designed for both production and workgroup printing. Graduate to our Xerox® Versant® family of presses which deliver stunning image quality with four times more addressable shades than competitive presses—another clear market differentiator.
See Us at ITEX
Explore these adjacent markets further by visiting our booth at ITEX and see for yourself the growth opportunities within our MPS offerings, ConnectKey apps and our award-winning production line.
 “Growth Outside the Core,” by Chris Zook and James Allen, Harvard Business Review, December 2003
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