edit opinion Burns: Blazing a new trail Kelley Damore
E
ven before Ursula Burns stepped into the Xerox CEO role, she had big shoes to fill. She was replacing Anne Mulcahy, who turned Xerox around in the toughest hour of its 100-year history. And she became the first female African-American CEO of a Fortune 500 company. After less than two years on the job, Burns is fitting into that designer Stuart Weitzman shoes very nicely. Burns has aggressively moved Xerox beyond its copier and document management roots with the acquisition of Affiliated Computer Services in 2009. ACS brings business process management and services to the company’s roster. As a result of the acquisition, Xerox bolstered its services revenue from 23 percent to 50 percent within one year. This number is only expected to grow as Xerox shifts to a model of locking in customers with multi-year contracts and generating a steady stream of recurring revenue. Burns also has set her sights on growing the channel. Last month she introduced herself to more than 200 of Xerox’s most loyal partners at the company’s Fusion conference. This was the first time she spoke as CEO to the partner community. She told her personal story, articulated the company’s strategy and outlined its initiatives. At the show, Xerox said it would dramatically expand the number of office products that VARs can sell as well as provide them with a tool to garner recurring revenue off the supplies business. This tool, called eConcierge, will alert users when they need supplies, and with a click of a mouse they can order them. Xerox partners can sell the service to their customers as their own branded offering. Some VARs said they would use it as a way to engage more closely with existing customers by offering a service warranty for free and getting revenue through this service. Others see it as an opportunity to resurrect inactive accounts. The company is looking to recruit managed service providers who can add a managed print practice with very little investment. If a VAR is managing other back-office applications such as email hosting, security or storage, then document management and printing becomes a no-brainer. A few weeks earlier, Burns announced an alliance with Cisco. The alliance allows VARs to offer Xerox managed print services over Cisco’s own Borderless Networks. It potentially expands its footprint to Cisco’s vast channel. What’s more, Xerox will deliver its Cloud ITO services built on Cisco’s Unified Computing System and Vblock and take it through partners. It also will bring Xerox’s mobile print solution to Cisco virtual desktops and its Cius tablet, letting customers print from any email-capable device to any Xerox mobile-print enabled device. These moves open up opportunities for Xerox and position both companies nicely against rival HP. n E-mail Kelley Damore at kelley.damore@ec.ubm.com 14
Computer Reseller News
15/06/2011 www.crn.in
Dell perturbed with parallel imports
Sabse Muskhil Business
Why should consumers pay more for someone’s infrastructure expenses in India? Consumers like us have been cheated a lot by MNC brands who are much cheaper outside India, even when imported and after paying full duties to the government. And still we let many of these MNCs milk us in India and sell cheaper in their own countries. Customers will buy whatever gives them best price performance. Dell must provide warranty support on all products that carry international warranty.
The cover story in June 1, 2011 edition of CRN titled ‘Sabse Mukshil Business’, captures the essence of the wide and disparate Indian SMB sector. Most vendors despite focusing on this sector for the past several years have failed to understand its dynamics. Their strategy has been to force fit their solutions on the SMB customers has been their biggest failing. If IT companies are serious about converting the SMB potential into business they will need to think outside the box.
Chill Boy New Delhi
Rajan Vyas IT Shopee, Bareilly
Send your feedback at editor@ubmindia.com or post your views on www.crn.in
Advertiser Index Company name
Page No Web site
Sales Contact
Digilink
1-2 www.digi-link.com
Samsung
4 www.samsung.com
Sandisk
5 www.sandisk.com
Compuage
7 www.compuageindia.com
Microsoft
9
www.microsoft.com/india/visualstudio
Rashi Pheriparals
11
www.rptechindia.com
D-Link
13 www.dlink.co.in
Dell
15 www.dell.co.in
dell_enquiries@dell.com
Infortrend
17 www.infortrend.in
sales@infortrend.in
Fujitsu
19 www.fujitsu-india.com
info@fujitsu-india.com
IBM
21 www.ibm.com
Neoteric
23 www.neoteric.co.in
Seagate
25 www.seagate.com
Trend Micro Hewlett Packard
27
www.trendmicro.com
28-29 www.hp.com/in
support.india@samsung.com info@compuageindia.com scandisk@rptechindia.com
sales@neoteric.co.in sales.in@trendmicro.com in.contact@hp.com
HID Global
31
www.hidcorp.com
hidindia@hidcorp.com
Supertron Electronics
35
www.supertronindia.com
info.supercomp@supertronindia.com
Neoteric
37 www.neoteric.co.in
Symantec
46 www.symantec.com
Mega Networks
46
www.meganet1.com
Quick Heal
47
www.quickheal.com
marketing@quickheal.com
KSG Technologies
48
www.trendnet.com
sales@ksg.net.in
Biz Secure
48
www.indiaantivirus.com
sales@indiaantivirus.com
Mach Data
49
www.machsdata.com
raj@machsdata.com
EMC
53
www.emc.com
EMC
55
www.emc.com
Iomega
56 www.iomega.com/nas
sales@neoteric.co.in
indiasales@iomega.com