EDS and Xerox have entered a formal alliance that makes EDS a
systems integrator for Xerox products.
The alliance, which targets businesses that rely on outsourced
desktop and document management services, means current and future
EDS customers will be offered Xerox services, copiers and other
office equipment when EDS negotiates desktop services deals.
This includes Xerox's Phaser colour and black-and-white network
printers, digital copiers and multifunction systems, as well as a
suite of document and desktop software products and related
services, said Karin Stroh, a spokeswoman for Xerox. The alliance
currently does not include Xerox DocuColor, DocuTech and DocuPrint
production products and services, but Stroh said the companies plan
eventually to open it up to them.
The alliance expands on a relationship formed by the two companies
one year ago under which Xerox became a preferred printer provider
for EDS.
The new more extensive alliance makes sense because EDS as a
systems integrator naturally has relationships with IT
professionals who gradually have gained more decision-making power.
Xerox has faced a challenge in gaining access to those
professionals.
"It used to be the purchasing manager and the business manager
would make all the decisions. Now the IT professional is getting
more involved," Stroh said. "Since EDS has relationships with IT
professionals, we think the alliance provides a great way to get
our foot in the door at companies where we might not have been able
to talk to the IT professional."
The first integrated offer resulting from the alliance is called
Managed Output Services. Customers who buy this package will
develop and implement a managed output strategy in most cases after
undergoing an assessment of a number of things, including how the
enterprise works, how they spend their money and time on
document-related processes, what they try to accomplish in a day
and how many people are doing the job. One of the objectives is to
help customers cut down on duplication of effort.
"There was a time when everyone had their own printer on their
desktop," Stroh said. "Now that's not feasible because companies
are trying to cut back, and they can achieve that by having just
one multifunction product that scans, faxes, prints and copies."
After the assessment Xerox and EDS provide recommendations to help
customers manage documents and related processes more efficiently.
The process already has been tested at a handful of customers,
including the energy company Avista.
The Managed Output Services offering is immediately available in
the US. It will be expanded into Europe over the next year followed
by other regions through EDS and Xerox field organisations.