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Lexmark launches new 'end-to-end' channel programme

As speculation mounts that Lexmark might be about to spin off its solutions and services business, the company launches a new partner programme designed to unify... hardware, solutions and services

Lexmark has announced the launch of a new partner programme, with a focus on end-to-end data and document management.

The new Connect Partner Programme is designed to provide a unified programme framework that allows resellers to properly utilise Lexmark’s entire portfolio, including hardware, supplies, managed print services and software solutions.

“By joining the new programme, Lexmark’s channel partners can access in-depth knowledge of the market and technology leadership to provide their customers with informed recommendations on hardware, solutions and services,” the print giant said in a statement. “This will allow them to differentiate themselves and capitalise on the opportunities of this fast-changing market.”

Lexmark said that the new programme superseded its current channel offerings, consolidating the existing features and benefits into a simple-to-use global framework.

“We have designed this new programme from the ground up to provide a framework that supports our partners as they adapt to a fast-evolving market,” said – Danny Molhoek, Lexmark’s general manager of North West Europe. “Joining the programme will also allow our partners to better connect with the current and future document output and management needs of businesses in an era of digital transformation.”

According to Lexmark, the sales and marketing tools have been completely revised with this new ubiquitous strategy in mind.

Lexmark’s timing on this new programme is something of a mystery. Last month, MicroScope reported that the Lexington, Kentucky-based company was deep in the midst of an ‘exploration process ‘, with the possibility of company split firmly on the cards.

In October last year, the company announced that it was exploring strategic alternatives and had hired Goldman Sachs to help it through the process.

Jean-Paul Montupet, lead director of the Lexmark Board of Directors, said at the time: "While the board is encouraged by the company's future prospects, the board does not believe Lexmark's current share price fully reflects the intrinsic value created by the company, and the board has concluded it is appropriate to explore strategic alternatives as the next step to unlock this value."

Should Lexmark decide to shed either the hardware or the software side of the business, it may well lose the ‘end-to-end’ capabilities that it is fervently promoting at the core of its new programme; and so the decision to restructure its entire channel framework around a holistic services and solutions ethos is a curious one.

MicroScope asked Lexmark how channel partners might be affected by any possible strategic alternatives on the horizon, but the company said that, at this stage, it was unable to comment further on the matter.

Enrollment in the new Lexmark Connect Partner Programme is available now for qualifying partners. 

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