COMPUTER RESELLER NEWSI JULY, 2019I crn.inI 31Iris Global Services
company has opened its market for
SMBs, education, retail, government as
well as enterprise.
“Despite the small size and weight of
our printers, we have retained the
signature Lexmark features that our
customers know and love. Their energy
management features reduce power
consumption and is friendly both to the
environment and small business
budgets,” added Chris White, Lexmark’s
Director of Product Marketing.
Giving the perspective of local
business, Rajesh Onkar, Country
Manager, Lexmark India, who is with
Lexmark for the last seven years in
Bengaluru, informed, “Previously, we
were centered around the enterprise,
but as the printing market holds more
opportunities in SMBs. We have entered
into this price-sensitive segment with
the competitive range of single function
printer (B2236) at 6900 and MFPs (MB2236), priced at17,000. So far, we
have an installed base of 50,000 devices
and we are working with 120 existing
partners. With Iris, we will align our
existing as well add new partners into
our business. While the product after
sales service and support will be
handled by Lexmark directly.”
Operationally, Lexmark India’s
business will be part of Asia Pacific
region under David Tay in Singapore.
“The Lexmark takeover would allow
reaching the next level of growth
and innovation faster than as a
standalone company. With the
consortium’s resources, we will be able
to continue to invest in and grow the
business to more fully penetrate the
Asia-Pacific market for hardware,
software and managed print
services,” said Tay.
Since Iris is a new distributor for
Lexmark printers, it has set a target to
close revenue of over `50 crore with
Lexmark this fiscal year and is looking
to grow by 35 per cent. Sanjiv Krishen,
Chairman, Iris Global Services, stated,
“Lexmark printers technologically and
commercially are more reliable. Being a
part of IBM, it has the strength and
applicability of technology and we see
intent and seriousness from Lexmark’s
global team to grow its India business.
In the US, all major banks and industries
use Lexmark. In India, they have not
been actively present. We are well
prepared with our channel and
distribution experience to position
Lexmark printers for SMBs.”Krishen highlighted, “We are excited
to bring Lexmark printers into our
distribution network. Though they have
already been in the market for the last
decade, their special interests in the
Small Micro Workgroups makes their
potential phenomenal. Following the
recent elections and as India enters a
growth trajectory, business is looking
up and we are expecting to close
revenue of over `50 crore with Lexmark
this fiscal year.”
Kamini Talwar, Director, Iris
Computers added, “In India, we have
not seen any major technology
disruption in printing space in the last
one decade. The market for laser A4
printers has been witnessing a growth
and printing needs have been on the
rise. We will help Lexmark printers and
supplies grow in the channel business.”
Currently, Iris has a portfolio of 16 IT
and non-IT brands. The company has
made its foray into Iris Woods and is
looking to clock `1800 turnover in this
fiscal year. The Delhi based distributor
has started doing dollar billing for some
of its brands. Among all the brands, Dell
is one of the strongest brands for Iris,
with which it does `300 crore worth
business annually.