LEXINGTON, Ky. , Feb 12, 2001 -- In a move designed to strengthen its focus and serve its channel partners better, Lexmark International, Inc. today restructured its channel marketing and sales organization under the leadership of Scott Dunsire, newly appointed vice president, business channel sales and marketing for Lexmark’s Business Printer Division.
Lexmark’s new Business Channels Organization is focused on three distinct areas -- distribution, solution providers and retail. These teams will work together to drive business growth in these channels by targeting distinct vertical industries in which Lexmark’s solutions are best suited, by consolidating and sharpening its sales and marketing efforts and by extending and strengthening its channel partnerships.
“Lexmark’s channel strategy will focus on the three “Ps” – people, programs and product solutions,” said Scott Dunsire, vice president, Business Channel Sales and Marketing. “The core of our strategy is the combination of focusing specifically on the unique needs of each of our target channel segments and then giving these providers the specific support they need to be successful selling Lexmark solutions to their customers.”
A critical part of Lexmark’s strategy will be conveying the strategic importance and impact of hardcopy output to its channel partners. “With hardcopy output representing up to 50 percent of the corporate information system, solution providers can no longer just sell printers,” said Dunsire. “They must sell solutions that solve specific business challenges and provide a return on investment to their customers.”
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