Lexmark hails channel scheme success

UK SME printer market share doubled by channel scheme started last September

Lexmark claims to have doubled its share of the UK SME printer market through a channel scheme it started in September.

Following the success of its European trial, the printer firm will now adopt an indirect sales strategy for SMEs globally. Its '100 per cent Partner Programme' was launched to attack Hewlett Packard's dominance.

Lexmark claimed it has signed 1,300 UK resellers and increased its SME market share from five to 10 per cent. "The channel scheme increased awareness of our offering," said Amanda Bibbey, marketing programmes director at Lexmark.

Nick Culley, business manager at Lexmark distributor Midwich, said the vendor's market share claims were not surprising, given that it had "invested heavily in marketing and resources".

He added: "Lexmark has been strong in the corporate market. Before it had no SME focus."

Lexmark claimed its approach to printing enables resellers to build good margins by selling products as part of a business-critical system. Culley said: "Lexmark helps VARs by building services around products."