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US-based Xerox will be focussing on small and medium-size business sector along with its ‘managed print service’ segment. The company will also focus on Tier-II and Tier-III markets as a growth driver in the country.
From photocopying, Xerox now is looking at a larger play in the printing segment that includes laser printing, digital printing and so on.
Market sources say, HP, Canon and Konica continue to be amongst the dominant players in the A4, A3 and production printing spaces.
According to Balaji Rajagopalan, Executive Director – Technology, Channels & International Distributor Operations, Xerox India, the company is banking on its partner network in these areas to make a mark. In fact, apart from new device sales, replacement market will be a major draw.
“For us, SMBs will be a focus. And in terms of demand, we anticipate a higher churn in B and C markets,” he told BusinessLine .
There are a lot of second-hand printing machines that are in use in these lower rung markets and Xerox will look at pushing replacement sales here.
A4 market
According to Rajagopalan, there are significant untapped opportunities. More importantly, Xerox is back in the A4 (printing) market that is going to be a big focus area in the coming year. The company has a strong presence in the A3 (printing) market.
“We have begun to see good traction on Xerox Partner Print Services (XPPS) and are confident that it will add a layer to our bottom-line this year,” he said, adding that the company has a portfolio spread across all price points and varying categories.
In fact, the company anticipates a “huge growth” in its partner connectivity in 2018-19.
For Xerox, the western markets account for 33 per cent of its India revenues while another one third comes from South India. The rest is from the North, the East and central regions put together. A majority of the company’s India revenue is contributed by its Technology & Channels business group.
Xerox makes an annual investment of $1 billion on R&D to innovate new products and service. All its products are imported.
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