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Xerox adds HSBC and Boeing to its portfolio

Xerox has won several new document services deals and updated its content management and workflow software.

HSBC has selected Xerox to provide document services in its Brazil and UK offices that will include equipment replacement and outsourced print management operations. The contracts are valued at $11m (£6.1m) and $12m, respectively.

Xerox also landed a contract to provide Chicago aerospace company The Boeing with a new document management system, a deal Xerox Global Services president Tom Dolan valued "in the tens of millions".

Xerox will install 5,000 networked Xerox devices in Boeing's offices and implement new Xerox document management software in an effort to cut Boeing's document costs.

Xerox's services group did $3bn in business last year, although most of that came from the company's document management outsourcing business.

One analyst tracking Xerox, independent consultant Amy Wohl, estimates the company's business consulting services revenue at around $300m annually.

Xerox chairman and chief executive officer Anne Mulcahy said that "value-added services" business is on track to grow 20% this year.

Still, the company's outsourcing business remains core. Xerox said it has tripled the size of its image services centre to meet increasing customer demand for records retention and disaster recovery planning. The facility now totals 162,000sqft and can process one billion images annually.

Xerox's transition from an office equipment maker to a broader technology and consulting services company has been several years in the making, and analysts say it is proceeding well.

"They've done much better than I expected them to, frankly," said Wohl. "They're still not an IBM, but they're not trying to be that broad. In some of the areas they're in, they're the only one in the market. They're quite serious in high-end paper-based content management."

Mulcahy said Xerox sees three components to the content-management services market: The production services sector in which it dominates, and the office and business process services spaces where it competes with numerous other suppliers, including IT behemoths Hewlett-Packard and IBM and a host of smaller specialists.

In her keynote presentation to analysts attending a company briefing in New York, Mulcahy said Xerox is considering alliances and acquisitions to strengthen its offerings in high-growth areas.

In a later interview, she identified the business-process market as one area in which Xerox is exploring partnering with or buying consulting specialists.

To support its services work, Xerox is steadily building up its software portfolio. It also released the latest version of DocuShare, its web-based content management software, and added several new applications to its FreeFlow line of workflow automation software. One new application, SmartSend, ties together Xerox's FlowPort and CentreWare Scan Services products to create a server-based application (built on Microsoft's net platform) for transmitting paper documents to disparate devices and electronic systems.

For example, a sales order can be scanned into SmartSend, converted to various formats such as Microsoft Word, Excel or PDF (Portable Document Format), and transmitted throughout an organization to e-mail accounts, online repositories or remote printers in various locations.

Wohl said Xerox's biggest challenge is successfully marketing its products. "The real threat for Xerox is execution, and always has been. They've always been a technology leader."

Stacy Cowley writes for IDG News Service


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