Xerox Services and SMB - IIS Windows...
Transcript of Xerox Services and SMB - IIS Windows...
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Services and SMB
Jim Firestone
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Today’s Discussion
Services and SMBGrowth Markets
Customer Segment Dynamics
Leading with Services in Large Enterprises
Expanded Distribution for Small / Medium Business Customers
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Growth Markets by Geography
Data Source: Xerox Internal Analysis
Large Enterprises$48B
Graphic Communications
$25B
Small / Medium Businesses
$44B
$117B$117B
LargeEnterprises
45%
SMB30%
GraphicComm.
25%
LargeEnterprises
38%SMB42%
GraphicComm.
20%
LargeEnterprises
33% SMB54%Graphic
Comm.13%
NorthAmerica
$57BEurope$45B
DMO$15B
20052005
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Customer Segment DynamicsGrowth
OpportunityKey
DriversXerox
Approach
Services-Led Account Management
IntegratedGlobalExpert
Large Enterprises
Services
$21B
Infrastructure Cost Reduction
Business Process Improvement
Global Leverage
Graphic Communications
Digital Print Ready“Eligible Offset”
$17B
New Business of Printing
New Digital Workflows
New Business Models
Dedicated Segment Management
‘Right’ Solution
Color
Simple, Easy, Low Cost
Broad Distribution
Expanding Products & Services
Expanding Touch Points
Small / Medium Businesses
Share Gain
$44B
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Leading with Services in Large Enterprises
BusinessProcess Services
BusinessProcess Services
Office ServicesOffice ServicesDocument
Outsourcing and Communication
Services
Document Outsourcing and Communication
ServicesOutsourcing of output management devices Enterprise-wide, global approach Integrated to core business processes
Outsourcing across high-volume production environmentsCommunications engineering & consulting
Digital imaging and repositoryGlobal delivery networkBusiness process re-engineering
Integrated global sales and delivery operationsWell-defined offerings
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Xerox Global Services Dashboard
16%
16 Mega
Strategic Focus Areas
Dashboard Metric 3Q YTD 2006
Drive mega deals & enable total signings
% YOY Signings Growth
# Mega Deals
57%Penetrate major accounts Services % of Total
$2.3B
5%
Build a profitable portfolio of annuity services
Annuity RevenueYOY Growth
1Scale the business through acquisitions Acquisitions Completed
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Imaging Hardware– Onsite, Offsite, Near-Site,
Hosted
Platforms
Integrated Global Network
Hot Springs,
AKEbina,Japan
Venray, The
NetherlandsMitcheldean,
UK
Madrid, Spain
Sao Paulo, Brazil
Tokyo,Japan
Singapore
Investments in Growth - Organic
Process– Lean Six Sigma– Lean Document Production
Services Software– Office Services– Imaging Software– FreeFlow
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Investments in Growth - Inorganic
Xerox Litigation Services
Litigation Support ServicesUnique combination of scalable and high-performance discovery management technologyExperienced discovery consultants and professionalsServes Fortune 500 & leading global law firms
Pre-Discovery Core Discovery Management Services Post-Discovery
• Consulting Pre-Discovery Process
• Records Management
• Forensics * (Litigation)
• Paper Discovery
• Electronic Discovery
• Subjective/ Bibliographic Coding
• Filtering & e-conversion
• Filtering & e-conversion
• XLS Hosted Repository Review Tool
• Document Production (Blowback/ Data Load)
• XLS Outlining Tool
• Testimony
• Testimony• Archive/
Database
Summons & complaint
Discovery begins
Data collection
Data preparation
Data conversion/
filterContent review
Data production
Witness preparation
& dispositionDiscovery
ends/pre-trial Trial
* In collaboration with strategic partners
Xerox Litigation Services Discovery Management
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Xerox Litigation ServicesVideo
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Growth from SMB Customers
Building out product range in offerings
…increasing product line availability
Color MFPs Color Printers Mono Printers Entry Mono MFPs
* Products in N.America. Products vary by region.
Products offered by indirect channels 31*
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Affordable Color for SMB Customers
Phaser 3124 Mono Laser Printer
Phaser 6110 Color Laser Printer
Phaser 6110 Color Laser MFP
Just announced: Product launches < $1000
…expanding products at the low endPhaser 3428 Mono Laser Printer
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Bringing Solutions to the SMB Opportunity
Value-added document solutions available through channels― Xerox Office Productivity Assessment (XOPA)― DocuShare
Print management solutions for resellers― True cost per print― Predictable costs, greater choice, easy to manage― Launched in Europe in 2003; U.S. in 2006
Pre-packaged services for agents and certified channel partners― Office services SMB fleet management― Imaging express― Turnkey production centers― Launched in U.S. in 2006
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Growing Install Base in SMB
Developing MarketsAggressive go-to-market model changes― Significant YOY growth in installs― 78% of total equipment sale revenue through indirect channels
EuropeBalanced go-to-market model changes― Pan-European “SMARTer Distribution” partners― Piloting new distribution partners, e.g. B2B retailers, e-Tailers
North AmericaSteady go-to-market model evolution― Expanded partner sales coverage― “Solutions Advantage” program expansion
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In Summary...
Xerox is well positioned to capitalize on Growth OpportunitiesXerox Advantage =
Large Enterprises
Services-Led Account ManagementOrganic & Inorganic Platform Investments
Increased Wallet Share
Graphic Communications
New Business of PrintingSegment Management Focus Market Creation
Small / Medium Businesses Expanded Distribution and Offerings Share Gain
ResultsCustomer Focus x