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Moving to new digital printing and production environments can be daunting.
To help companies get there, Xerox on Sept. 4 announced initial training and professional services offerings from its New Business of Printing—Business Development Services program. The services are designed to bring the Stamford, Conn., companys digital printing expertise directly into customer enterprise operations.
“We look at this as marrying the right technology with the right business model and the right workflow,” said Deborah Cantabene, vice president of workflow marketing for Xeroxs Production Systems Group. “This helps customers develop their businesses, do new applications, and expand the amount and kinds of work they can do. In terms of workflow, it helps our customers connect, reduce costs and enable applications.”
“Many of our customers dont have the time or expertise to take their business to the next level,” said Quincy Allen, Production Systems Group president. “They are asking for our help to transition to digital, develop new application offerings and analyze their print production costs.”
The initial offerings, provided by a team of Xerox business development consultants and industry experts, deal with developing a digital marketing plan, selling one-to-one marketing campaigns and Web-to-print jobs, and training and managing a digital sales force.
“A project could be helping develop a new application, setting up a Web storefront [or] getting marketing training on how to sell a service to customers. … We could set up the workflow for a customer or help them design documents for the highest effect,” said Gina Testa, vice president of channel and customer business development in the Production Systems Group. As opposed to the long-term, large-dollar contracts for larger businesses often associated with Xerox, typical contracts could range between $5,000 and $15,000, according to Testa.
Xeroxs New Business of Printing—Business Development Services are available now in North America through Xerox sales representatives and will be rolled out in Europe in 2008, with pricing dependent on services selected.
Daniel P. Dern is an independent technology writer. He can be reached at dern@pair.com.
