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Xerox signals SME growth ambitions

It has been a theme in the vendor's channel for the past 18 months but the importance of growing SME market share is something the firm has flagged with investors

Xerox has been updating investors over its three year strategy with the channel set to play a major role in the firm's ambitions to increase its SME revenues.

The firm revealed that plans to increase revenues would not only include taking advantage of a perceived opportunity in the SME arena but also to expand services and software.

There are also indications that the core technology business can be improved and there is some new business growth out there for the firm and its partners to go after.

“By simplifying our operations, instilling a culture of continuous improvement, investing in growth areas and capitalising on new and adjacent market opportunities, we anticipate that we can achieve flat to growing revenue by 2021," stated John Visentin, vice chairman and CEO, Xerox.

He told investors that partners wanted the firm to succeed and so did customers and it had the brand in the market and the track record in innovation that would help it execute its three-year plans.

“With a history of designing breakthrough technologies, Xerox is ‘made to think.’ We are taking a disciplined approach to creating the next generation of innovative technologies and intelligent work solutions to meet our clients’ evolving needs,” he added.

The document and imaging specialist has been cranking up its efforts with the channel to crack more of the SME market and last year appointed Midwich as a distributor to bolster its coverage across that end of the market.

The firm has also been developing products that are specifically designed to appeal to the small and medium market and be supported by the channel as it looks to deepen its reach in that segment. The vendor set out on a course last year to increase its channel base to make sure it can achieve the growth it is looking for in the SME space.

Along with the SME plans Xerox told investors that there were ambitions to deliver innovative products that would open up fresh market share opportunities.

The firm highlighted several technology areas that it felt it could start to take advantage of. These included 3D printing, digital packaging, IoT sensors and services and AI workflow assistants.

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