*NEWS*LEXMARK SPYING ON CHANNEL PARTNERS

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*NEWS*LEXMARK SPYING ON CHANNEL PARTNERS

 user 2005-12-09 at 11:48:00 am Views: 82
  • #13522

    Lexmark Rolls Out Assessment Tool For Channel
     Dec. 02, 2005
    Lexmark,
    trying to drive more document and workflow consulting business, is
    offering solution providers an “assessment tool” to evaluate customers’
    production costs.
    The Lexington, Ky.-based maker of printers and
    multi-function products said its Document Needs Assessment (DNA)
    consulting tool is available to partners who complete online training
    and want a new assessment offering to their lineup.
    “It’s a
    partner-led, professional services offering,” said John Linton,
    Lexmark’s vice president of solution provider channels. “We give them
    all the tools, we provide them all the experience we have in a vertical
    market.”
    The DNA offering assesses document workflow costs in a
    variety of vertical markets. Lexmark said earlier this year it would
    work with solution providers in the lucrative and emerging space for
    document consulting, where it will compete with Hewlett-Packard, Palo
    Alto, Calif., and Xerox, Stamford, Conn.
    “The output (of the
    assessment tool) is a customer-focused document,” Linton said. “It’s a
    document for the end customer that would show the customer what their
    current (document workflow) environment is, and costs associated with
    their current output environment.”
    At the same time, the DNA tool
    will allow solution providers to show customers where costs can be
    saved by taking measures such as consolidating print devices or adding
    MFPs, Linton said. The DNA offering was rolled out earlier this year in
    a pilot program, and is now available to all authorized Lexmark
    partners who complete web-based training.
    Mike King, a sales manager
    for Dove Data, a Florence, S.C.-based Lexmark partner, said his company
    took part in the pilot program. The DNA tool, he said, worked so well
    it helped his company close one deal with an Atlanta-based health care
    provider for between 17 and 35 new units. The assessment report is
    essentially a “plug and play” data analysis tool that provides a clean,
    understandable report after clients are asked a series of questions, he
    said.
    “It was a great opportunity, and a toll that could be used by
    just about everybody,” King said. While Linton said the DNA tool is
    such that solution providers can perform an assessment and consulting
    service, and add billable hours, King said he will employ it as a means
    of winning over clients.
    “This will be more of a tool to help me close business,” King said.