Cary Sherburne: Hi, I’m Cary Sherburne, Senior Editor at WhatTheyThink. And we’re back with Armando Zagalo de Lima, who is the President of Xerox’s technology business. Welcome.

Armando Zagalo de Lima: Thank you.

Cary Sherburne: So in the technology business do you still, you still have production or graphic arts and then you have more of the – you still have the office side of the business as well.

Armando Zagalo de Lima: Yeah, but we, you know, we have to run the business by line of business, so we have three lines of business, graphic communications that’s Jeff leads, Jeff Jacobsen, and then we have large enterprise, and then we have the SMB, the Small Medium Business.

Cary Sherburne: Okay.

Armando Zagalo de Lima: And what we have done because we have decided that our business, we have end to end continuity, we have joined the traditional, what we used to call, business groups, where we have office production and document outsourcing. So we allocated the business groups to the line of business. So Jeff is not only responsible for understanding the graphic communication market, defining the offerings roadmap, but he’s also responsible for the production business group.

Cary Sherburne: Okay. Okay.

Armando Zagalo de Lima: Which makes sense…

Cary Sherburne: Yeah, exactly.

Armando Zagalo de Lima: …taking into account that he needs to define the offering’s roadmap, and he’s also responsible for the go to market. So, he’s responsible for the sales organization that is dedicated to graphic communications…

Cary Sherburne: And that’s worldwide.

Armando Zagalo de Lima: Yeah.

Cary Sherburne: Yeah. And so, just looking forward, looking ahead, you know, the next – over the next few years, what are some of the things that we might expect to see from Xerox just in coming and going forward new?

Armando Zagalo de Lima: There are three things in a nutshell that I think you can expect. From a technology point of view, you can continue to expect innovation and state of the art. We are announcing – we have announced a new IGen…

Cary Sherburne: The 150.

Armando Zagalo de Lima: The 150, the new IGen family member and more speeds. The same excellent quality that made many printers say that they cannot distinguish any more in terms -- between an offset printer and an IGen print, the quality is the same. So you’ll see more productivity, more reliability – there was a recent study that analyzed the uptime of the production color digital presses and we were happy to be recognized as the – the IGen, in fact, was the press with the best uptime and what obviously for a printer is gold. Because, you know, a press that is stopped is not good for them…

Cary Sherburne: Right, right, right. You got to keep that paper going through there.

Armando Zagalo de Lima: And so we’re the best uptime by far compared with the competition we were happy to, in practice, be recognized by, you know, excellent technology. And you will continue to see more of that. Within technology, inkjet is going to be a big thing.

Cary Sherburne: Yes.

Armando Zagalo de Lima: We cannot forget there is a gap in run lengths between the IGen typically goes to, you know, 1,500 to 2,000 maybe, and then we have the offset that is really economically viable over 10,000, and then between the two you have kind of an area that is important for commercial printers and we believe inkjet is going to occupy that. So, as you know, we have waterless inkjet technology that you know, translated into offset press family, but this is the technology side. You can continue to count on innovation, state of the art technology coming from Xerox. We will continue investing on it. Then on the workflow, very important for commercial printers, you will continue to count on workflow updates and always be the objective to make the workshop more – as automatic as possible.

Cary Sherburne: Right.

Armando Zagalo de Lima: So, and more productivity, easy to deal with, in terms of workflow is stuff that we’ll be coming out with and newer plates and new stores.

Cary Sherburne: Storefronts.

Armando Zagalo de Lima: And last, but not least, business development. This is in many ways a new business model for the industry and we have training programs, we have, you know, tools to help the commercial printer to develop their business model into the digital world.

Cary Sherburne: Professional services. Yeah.

Armando Zagalo de Lima: Yeah. So we’ll continue to come with this kind of stuff.

Cary Sherburne: Great. Thank you very much.

Armando Zagalo de Lima: It’s a pleasure. Thank you.