Xerox channel boss on future plans following CEO's ousting

Xerox is working to become easier to do business with as it recovers from a turbulent period that saw its CEO ousted, according to channel boss Pete Peterson.

Peterson joined the company in April 2017 as SVP of global channel strategy and now holds the post of Xerox channels president.

Xerox recently appointed Mary McHugh as chief delivery officer and Steve Bandrowczak as EVP, president and COO, both in June.

New CEO John Visentin was also installed in May after the ousting of former CEO Jeff Jacobson. Peterson said these appointments have brought a number of areas into focus.

"They've come in and identified how to simplify the business; some of the things that have been challenges for Xerox for years," Peterson said of the leadership team.

"Xerox has a great brand, with very innovative products and solutions, but we're not, and haven't historically been, the easiest company to do business with.

"They're bringing to the table what I would call 'a speed of urgency' all around simplifying and driving simplification across our business, which will absolutely have a direct impact on our channel business and a direct benefit to our channel partners."

Of particular note is the channel experience that McHugh and Bandrowczak bring to the table, which, according to Peterson, aligns with the channel and SMB focus Visentin has outlined in Xerox's strategy.

"A common theme among all the new leaders is a very strong channels background and very strong services background, so those are obviously key elements of what we do and what we aspire to do," Peterson said.

Peterson expects the direct impact on partners to manifest itself "in lots of different ways", particularly in partner engagement with the vendor.

"Some of the things we've already kicked off in my 16 to 17 months at the company is a streamlined engagement with partners through our channel programme, making sure that we have them focus on the things that are important to us, but hopefully are equally important to them," Peterson said.

"We relaunched our global partner programme here in late January, and the feedback has been very positive in terms of making sure it's aligned to the strategic objectives of our company. It has also been simplified in terms of how partners engage with us so they're not having to bounce around in a myriad of different programmes just to find the financial benefits they need to drive their business."

Key for the remainder of 2018, according to Peterson, is leveraging the programmes launched earlier in the year in the continued effort to simplify the business, which "is absolutely key", while also working to accelerate revenue growth and the partner base, which the channel chief said is "absolutely critical".

Along with this is making sure partners are fully versed in Xerox's products to ensure they "understand the breadth of the offerings that we have", Peterson said, noting the vendor's 50 to 75 apps - many of which were developed by partners - in its ConnectKey devices, launched in March 2017.

"In 2018 we're on track to have a pretty solid year based on our performance, but we are also making sure we are working on the things that will make this business even more attractive to the partner community in 2019 and beyond," Peterson said. "That's our focus for the next six to 12 months."

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