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Erik Cagle

Channel Insight

Flurry of Changes Doesn’t Deter Award-Winning Lexmark Platform Anyone who thinks the last 18-24 months have been uneventful for Lexmark International obviously has not been paying attention. The whirlwind of activity taking place with the manufacturer and provider of multifunction devices, supplies and accessories, MPS, solutions and professional services has been nothing short of astounding.


he Lexington, KY-based firm, a 1991 spinoff of IBM, employs 13,000 worldwide. The company endured its share of ups and downs during a memorable 2017 which, incidentally, followed a year in which Lexmark endured a number of organizational changes. Among them: • Lexmark was acquired by a consortium of Chinese investors, led by Apex Technology, Legend Capital and PAG Asia Capital. • Its president and CEO, Paul Rooke, stepped down in November of 2016 and was replaced by David Reeder, the company’s vice president and CFO. Reeder decided to step down for personal reasons in June of 2017, and was replaced in October by Rich Geruson, the former top executive of Phoenix Technologies, a firmware and optimization software specialist. • In a surprising decision, Lexmark lost its patent infringement suit against Impression Products when the U.S. Supreme Court ruled a patentee’s decision to sell a product exhausts all of its patent rights in that item. • At the time of its acquisition by the Chinese consortium, Lexmark announced its intentions to sell its Enterprise Software business. In May, the company found a suitor in private equity firm Thoma Bravo. Despite all the ups and downs, Lexmark continues to demonstrate unwavering focus on augmenting its core competencies. The company was named the industry’s Best A4 Multifunction Printer Manufacturer by The Cannata Report. Lexmark was also named a leader in 24 | January 2018

print and document security solutions in the IDC MarketScape report, and also hauled in a Buyers Lab Pacesetter award for document imaging security. Lexmark released a suite of document capture solutions for several vertical markets, along with its latest line of A3 laser color printers and multifunction devices. This only scratches the surface of the company’s achievements. ENX Magazine checked in with Greg Chavers, vice president, North America Dealer Channel Sales for Lexmark, to gain more insight into the many events that have helped shape the company, and learn how these experiences will shape its future. Tell us about your career path leading up to current position at Lexmark CHAVERS: In 1989, I started as a college intern, selling $25,000 color thermal printers that printed 11x17” pages for QMS, a color thermal printer manufacturer based in Mobile, AL. I soon accepted my first “official” corporate paying job as a marketing specialist for QMS, then moved into sales several years later and eventually joined Lexmark as a commercial sales rep while residing in Austin, TX. Later, I obtained my MBA—financed by Lexmark—and held several sales and industry management roles in Atlanta, Lexington, KY and Texas. Most of my tenure with Lexmark has been in direct Enterprise Sales. My most recent role (during the last five years) and first channel role at Lexmark was managing

Greg Chavers, Lexmark

U.S. copier sales as director of the Copier Channel. Now I’m vice president for North America Channel Sales. What factors led to Lexmark choosing Rich Geruson as its next president and CEO? CHAVERS: The Lexmark Board of Directors selected Rich after an extensive search. We believe his track record of growing established technology businesses while ensuring profitability makes him an ideal choice to lead Lexmark to its next level of success. Lexmark made headlines with the decision to sell its Enterprise Software business to Thoma Bravo. Can you talk about the impetus behind this move? CHAVERS: We felt that we needed to get back to the basics of our business, providing the best devices and solutions related to distributed output. What we found when working with our customers is that they were not looking for an end-

We Saw It In ENX Magazine

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ENX Magazine January 2018 Issue  

Connecting People, Ideas and Products in the Office Technology and Document Imaging Industry since 1994

ENX Magazine January 2018 Issue  

Connecting People, Ideas and Products in the Office Technology and Document Imaging Industry since 1994