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Lexmark pushes channel to embrace print services
This article is part of the MicroScope issue of January 2014
Lexmark has been setting out its plans for the New Year, revealing it plans to chat up buyers in schools across the country in the run-up to BETT 2014 at ExCel London, and said that it will see a change in the mix of partners it deals with as it pushes its printer services and solutions message. Lexmark embarked on a major education campaign in the channel earlier in 2013 and made a big noise around the concept of basic print services, whereby it provides more of the back-end hosting and support for partners that have not yet made the transition to true managed print services provider status, promising upfront margins on a two to three year contract. Speaking to MicroScope, Lexmark UK and Ireland channel and SMB sales director Martin Fairman said that this transition and the education process around it would continue into 2014. However, Fairman said, Lexmark would also continue to re-evaluate the mix of partners it deals with, and although he did not go so far as to say any resellers would be thrown off the vendor’s programme, ...
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Lexmark puts solutions sales and vertical apps at heart of channel plans for next year but warns that partners that don’t embrace the idea of print services may be left out in the cold