30 I COMPUTER RESELLER NEWSI JULY, 2019I crn.in

News Analysis

Sandhya Michu
[email protected]

A

fter US printer manufacturer
Lexmark was bought by a
Chinese-led group and
recent rijig at global
management, the Indian arm of
Lexmark International has renewed its
focus on the local market. The company
has partnered with 23-year-old IT
distributor house, Iris Global Services,
as a part of the value-added distribution
agreement. Under the new partnership,
Iris will be responsible for positioning
the Lexmark range of printers into SMB,
enterprise and government tendering
opportunities.
To mark this partnership, the global
team of Lexmark including Paul Merritt,
Vice President, Worldwide Velocity
Channel Sales; Sabrina Hall, Director,
Worldwide Channel Business
Development; and David Tay, General
Manager, Channels, Asia Pacific from
the US and Singapore respectively,
visited India to reaffirm their
commitment towards the channel
market in the country. The company
launched two A4 laser printers - Mono
and MFP models, as part of the GoLine
series. The company has priced these
two printers aggressively and looking to
have a decent market share in the SMB
and enterprise segments with the
support of Iris' partnership.
Speaking to CRN, Merritt said, “The
new Lexmark is all about Empowered,
Enabled and Incented. In the past, we
were more focused on enterprise led
partner fulfillment, but with new

Chinese ownership, we have been

working towards channel and

distribution go to market. We started

this indirect sales model last year in

North America, followed by Europe and

now in Asia Pacific. In North America,

we have moved back 2000 direct

accounts to our channel and we are

building channel collaborations and

tapping new markets. In India, we will

exhibit our global market leadership in

MPS and enterprise and will replicate

the expertise and solutions in India by

adding Iris on board.”

The company unveiled the Lexmark

Two Series that has been designed to

securely print, copy, fax and scan, all

within a compact and easy-to-use

device. Its rapid printing capability of 34

pages per minute (A4), option of

standard two-sided printing and

Standard Wi-Fi enhanced connectivity

supports mobile users. Its full-spectrum

security ensures protection for

enterprise-class devices. The printers

are compact, lightweight, easy to move

or tuck into tight spaces, and weigh

around 6.8 kg and 10 kg respectively. In

addition to printing, the latter also

scans up to 25 pages per minute.Hall,

further stated “Lexmark is helping

customers minimise costs by

intentionally engineering devices to be

tough workhorses, packed with power,

speed, and built to last,” he says.

In the last 10 years of Lexmark's

presence in India, the company has

largely been catering to corporates and

enterprises with selected partners. But

with the new range of printers coming

into the fold, starting under `10,000, the

LEXMARK REAFFIRMS ITS

COMMITMENT TO THE

PRINTING MARKET IN INDIA

Lexmark is partnering with Delhi based IT distributor house, Iris Global Services, for

positioning its range of printers in SMB, enterprises and the government sector

“

WE EXPECT OUR BUSINESS TO

GROW BY ANOTHER

25 TO 30 PER CENT IN SCS

MARKET IN THE FY 19-20. WE

HAVE BEEN INVESTING

SPECIALISED STANDARDS

BASED TCAPABILITIES

SIGNIFICANTLY

SANJIV KRISHEN,

CHAIRMAN, IRIS GLOBAL SERVICES