Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Print 2017     Production Inkjet Tools & Resources     Industrial Print Analysis     European Coverage     Conversations on Print Podcast

Deb Cantabene of Xerox on the importance of educating customers

Published on February 2, 2010

Interviewer:  Hi.  I'm Cary Sherburne and Senior Editor at WhatTheyThink.com and I'm here with Deb Cantabene who's the Vice President of Work Flow and Solutions for Xerox.  Welcome.

Deb Cantabene:  Thanks Cary.  Great to be here.

Interviewer:  So, we just finished up -- recently finished up Print '09 and one of the trends that I noticed here and it's been evolving over the last few shows, but a lot of heavy emphasis from many of the exhibitors on customer education and of course Xerox has kind of led the way on that.  If you go back to Drupa and now you're doing some consulting and different things.  Maybe you can just talk about how why Xerox is doing that and what the reaction has been to those kinds of services at the show.

Deb Cantabene:  The reaction at the show is excellent.  Customers are really trying to be far more educated so they can get up and running quicker.  They're also hadn't been as concerned in the past to the degree they are now anyway on productivity, especially in these tough times.  It's really important to get every page out of those printers as quickly as possible and to generate new revenue.  So they want more than just product information or software information; they really want to know how to implement and how to sell, how to go after these apps.

So we, at the show this year, did put in a lot more educational aspects.  We did have seven conversation stations; so seven different areas for based on applications that were manned with the experts that we have in those particular applications.  We also had, you might have noticed, an application hub where we had eight presentations; very quick, five minutes.  This is how you get the application accomplished and why you care: so the benefits of it.

Interviewer:  And then they could go to the conversation station for more information.

Deb Cantabene:  Exactly.  Where we staffed with the experts.

Interviewer:  Right, right.

Deb Cantabene:  And then our partners -- we had over 30 partners in the booth this time and we had an Ask The Expert area there as well.

Interviewer:  Oh, that's great.

Deb Cantabene:  So they, too, brought their most knowledgeable people to the show where customers could sit in chairs, which is always helpful at a show.

Interviewer:  Yes.

Deb Cantabene:  And talk to the people that really know the ins and outs of a particular app.

Interviewer:  And then you also had the Real Business Live event as well as within the booth. 

Deb Cantabene:  We did.  We did.  We wanted to talk about real customers with real applications.  So much of the how to do it and why it's effective came right from the customer applications not those that marketing folks like me make up, but true applications our customers are actually running. 

Interviewer:  Yeah, so it was pretty busy, the whole thing?  Were people responding pretty well to that? 

Deb Cantabene:  Oh, very well.  Very well.  There were a lot of people that came and lingered because how often do you get free consulting?

Interviewer:  Yeah, that's true.  That's true.

Deb Cantabene:  So they took full advantage, which is terrific.

Interviewer:  Oh, that's great.  Well congratulations.  I think that's a really great move on the part of Xerox.  As I said, I think you've kind of led the industry in having that kind of approach and now you see a lot the other exhibitors following.  So that's great.

Deb Cantabene:  Thanks.  Yeah, thanks.

Email Icon Email         

 

 

 

Recent Videos

 

Video preview: PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

Published: September 21, 2017

The Print and Graphics Scholarship Foundation (PGSF) has launched a new campaign that includes a poster and brochures that show students various career paths in graphic communications. Dr. Joe Webb talks with John Berthelsen, VP of Development about the campaign. Watch to learn more about how you can get involved.

 

Video preview: Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Published: September 20, 2017

Rob Daniels, President of Quality Tape and Labels, joins Senior Editor Cary Sherburne to talk about how a traditional fourth-generation flexo business got into the digital business. With zero digital business 10 years ago, the company now is producing more than 14 million impressions per month on three HP Indigo presses.

 

Video preview: Zwang on Advancements Across Toner and Inkjet Digital Printing

Zwang on Advancements Across Toner and Inkjet Digital Printing

Published: September 19, 2017

David Zwang provides his perspective on digital printing technologies from toner-based machines to production inkjet. The show marked the mainstreaming of expanded color capabilities in toner such as white inks and fluorescent inks. On the production inkjet side there are number of emerging next generation platforms to consider.

 

Video preview: Print 17:

Print 17: "best show in recent years" but "our work is not done"

Published: September 18, 2017

WhatTheyThink sat down with NPES President Thayer Long at the end of Print 17 to talk about what worked with the changes to the Print show and the evolution of graphic communication trade shows in the US.

 

Video preview: Random Automation at Print 17

Random Automation at Print 17

Published: September 15, 2017

On day 3 of Print 17 Frank Romano pitched the most random idea for a show floor tour video. Frank said, "I want to do something that has never been done before." We said sure. Next time, we'll ask more questions.

 

Video preview: Frank Visits KBA

Frank Visits KBA

Published: September 15, 2017

Eric Frank of KBA brought us up to date on KBA. The company celebrates its 200th anniversary this year. Frederick Koenig invented the first steam-driven cylinder press for the London Times and his company continues to innovate after two centuries.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2017 WhatTheyThink. All Rights Reserved