Lexmark, a global provider of innovative imaging solutions and technologies that help customers print, secure and manage information with ease, efficiency and unmatched value, is a Gold Sponsor of the inaugural PrintIT Awards
Lexmark is recognised as a global leader in imaging and output technology solutions and managed print services by many of the technology industry’s leading market analyst firms. The company has a long and strong heritage within the enterprise space and is now turning its focus to the SMB marketplace. Lexmark is looking to capture a greater share within the growing SMB sector, and its channel is central to its goal to achieve double-digit growth.
This renewed channel focus has resulted in the launch of a number of new initiatives, products and services designed to support Lexmark’s growth and provide a path to improved efficiency and profitability for its partners.
New product development
Lexmark has raised the bar in terms of new product development over the past couple of years. It refreshed over 90 per cent of its printer and multifunction device product line-up to include increased IoT sensing, and introduced a new line of printers – the GO Line – designed specifically for the SMB market. Security has always been a strong point for the firm and one of the key attributes of the Lexmark GO Line is that they bring enterprise scale strengths to the SMB market. Even the entry-level products include the same security features available in Lexmark’s mid-range and high-end products.
Last year, Lexmark also entered the age of cloud with the launch of Lexmark Cloud Services, a suite of cloud solutions designed to help businesses remove the IT burden of managing their printing infrastructure, and help channel partners save time and money by managing their customers’ devices remotely. Included in this suite is Lexmark Cloud Fleet Management (CFM), which saves the time and cost of travel whilst improving the customer experience. It empowers partners to maintain the print infrastructure of their small and medium-size customers from one integrated cloud-based tool.
Pairing partners with industry experts
Lexmark Industry Advantage (LIA) is another new offering that equips Lexmark partners with the vertical industry expertise needed to better serve their customers and grow their business. The OEM is an established provider to some of the world’s largest organisations in industries including government, education, healthcare, financial services, manufacturing and retail. A team of industry experts across the globe maintain strong relationships with customers in their area of expertise, staying on top of trends and best practices. The Lexmark Industry Advantage programme is designed to share that valuable knowledge with Lexmark partners.
Through educational resources and opportunities to engage with seasoned Lexmark industry consultants, Lexmark Industry Advantage gives partners of all sizes access to the deep industry expertise, helping them to build industry-specific knowledge in house.
Enhanced partner programme
More recently, the company announced a new enhanced global partner programme that empowers all partners to reach new levels of success. Lexmark Connect provides different tracks tailored to the partner’s specific business model and customer base, this includes Business Solutions Partners, Commercial Partners and Distribution Partners.
The programme provides partners with access to innovative imaging solutions and technologies, as well as tools, resources and benefits that help them win more business opportunities and improve their bottom line.
In addition to regular promotions and financial benefits that motivate partner sales teams to grow and maximise profits, Lexmark Connect is structured to reward partner success – the more a partner grows, the more they gain from the programme.
One key development is a renewed focus on the distribution channel. Lexmark is looking to attract new resellers, especially within the IT and e-tail space and is committed to increasing investment in this channel, making it easier for distribution partners to work with Lexmark and specifically around creating awareness.
The company has pledged to invest marketing development funds with its distributors and has put a bonus structure for distributors in place as well as incentives that will see distributors benefit from helping it to engage with more IT resellers.