I met up with Sammy Kinlaw, Vice President, Worldwide Channel and OEM Sales at Lexmark this month. Lexmark has a strong heritage in the enterprise space and is now targeting growth in the SMB sector. A bold move and significant step-change I thought – but during our conversation, Kinlaw’s passion and clear-cut thinking shone through.
In just 13 months, he has completely reshaped the company’s go-to-market strategy and is very clear in the direction of travel. Recruiting new channel partners is integral to Lexmark’s success within this new addressable market – and it seems to have all of its ducks lined up – with a dedicated line of entry- level products, new cloud offering, strong security messaging and a new and expanded coverage model for the channel (page 24).
Keeping on the subject of security, Quocirca recently released its Global Print Security Survey 2019, the results of which have been the subject of many a press release received this month. The VOX POP feature (page 40) focuses on this area, it may seem old hat and we keep banging the drum about the security subject – but as the PewDiePie hacks demonstrated – it doesn’t pay to be complacent. Part two – the channel’s perspective will run next issue.
In other news, Derek Jones spoke to PITR about how channel services group Synaxon is preparing to enter the next phase of its growth and development and his appointment as non- executive Chairman of the UK organisation (page 28). And in our dealer profile, we examine how CSL Group has achieved half a decade of sustained growth (page 39).
This month’s Q&A is with Marino Keith, Service Delivery Director, Xeretec and PITR spent 60 seconds with Tressa Whitby, General Manager Print, Document Solutions Team, Midwich.
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Michelle Ryder, Editor