Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Hunkeler Innovationdays     Industrial Print Analysis     European Coverage     Production Inkjet Analysis

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: RPIprint Achieves Near-Touchless Order-to-Delivery Process with Workflow Automation

RPIprint Achieves Near-Touchless Order-to-Delivery Process with Workflow Automation

Published: March 29, 2017

Bryan Constable, Director of Engineering for Seattle-based RPIprint, explains the company's workflow automation strategy, incorporating RPI and partner manufacturing into a seamless, almost completely touchless, order-to-delivery process with a homegrown Order entry/workflow/MIS solution. He also talks about the future of the company's homegrown solution.

 

Video preview: Xeikon introduces their first UV Inkjet Label Production Printer

Xeikon introduces their first UV Inkjet Label Production Printer

Published: March 28, 2017

Xeikon was one of the earliest entrants into digital label printing with their electrophotographic dry toner based production systems. Since that time, others have entered the market with a variety of electrophotographic and inkjet technologies and products. Xeikon is now ready to take their expertise in label production systems to the next level with their first UV inkjet production printer offering.

 

Video preview: Guy Gecht on the State of the Inkjet Business

Guy Gecht on the State of the Inkjet Business

Published: March 27, 2017

Guy Gecht, EFI's CEO, discusses the state of the inkjet business, from signs and displays to packaging, building materials and textiles. He outlines the opportunities for printing businesses these emerging applications present. He points out that inkjet printers are opening the door to a plethora of specialty applications that can fuel business growth.

 

Video preview: Global Graphics: Working to Support Industry Efficiency

Global Graphics: Working to Support Industry Efficiency

Published: March 27, 2017

Martin Bailey, CTO of Global Graphics, shares information the initiatives the company has underway to better support manufacturers of inkjet presses during the development process, as well as the company's role in conducting interoperability events around the launch of PDF 2.0 to ease its entry into the market.

 

Video preview: CalPoly Students Create Book about Printing Pioneer Michael Bruno

CalPoly Students Create Book about Printing Pioneer Michael Bruno

Published: March 24, 2017

Frank’s class at Cal Poly produced a 300-page book on the life and work of printing pioneer Michael Bruno. Mike was one of the major researchers who made offset lithography a viable process.

 

Video preview: The Importance of a Good Web-to-Print Demo Site

The Importance of a Good Web-to-Print Demo Site

Published: March 23, 2017

Demonstrating your web-to-print solution is critical to your sales process. Use your demonstration site to configure all the bells and whistles of your solution so you never have to say, "we support that feature but its not configured on this site."

 

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