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BTA Hotline: News

Lexmark Launches New Global Partner Program

Tuesday, February 11, 2020  
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Lexmark has announced the launch of Lexmark Connect, a new global partner program designed to empower Lexmark partners to reach new levels of success. Lexmark Connect provides all types of partners access to innovative imaging solutions and technologies, as well as tools, resources and benefits that help them win more business opportunities and improve their bottom lines.

"To drive growth, a partner program must prioritize simplicity," said Sammy Kinlaw, vice president of global channel sales, Lexmark. "We developed Lexmark Connect with that in mind. Lexmark Connect makes it easy to tap into our deep bench of tools, resources and expertise. Partners will find it easy to enroll, easy to follow and easy to earn benefits."

In addition to regular promotions and financial benefits that motivate partner sales teams to grow and maximize profits, Lexmark Connect is structured to reward partner success.

"Through our tiered approach, the more you grow, the more you gain from the program," Kinlaw added.

Lexmark Connect provides different program tracks for a customized experience, tailored to the partner's specific business model and customer base — for Business Solutions Partners, Commercial Partners and Distribution Partners.

Business Solutions Partners can add value to their customers with insights that position them as trusted advisors, fostering higher-level conversations with customers that lead to more sales. Resources help those partners expand their in-house capabilities and increase sales performance, including direct support from a Lexmark sales representative.

Commercial partners need to move quickly so Lexmark provides tools to help them go faster and further. Distribution partners can rely on Lexmark to help them provide the best experience for the resellers they serve.

The program provides Lexmark partners unique insight and custom solutions based on the Lexmark Connect level to which the partner has committed such as:
  • In-depth education to position you as a trusted advisor to your customers
  • Convenient, one-stop access to PartnerNet, the Lexmark partner portal
  • High-quality marketing support and co-branded advertising
  • Valuable rebates and special product promotions
  • A unique combination of sales support, demand generation and vertical industry insight
  • Unique product lines tailored to your specific path to market
  • Beyond-the-box capabilities to further differentiate from competitors
"The launch of Lexmark Connect is another example of Lexmark's commitment to the success of our partners, equipping them to deliver secure, reliable devices, differentiate their capabilities and drive business growth," Kinlaw said. "Lexmark Connect enables partners with the Lexmark promise, backed by intentional engineering, industry-leading security, award-winning technology and industry expertise."

In other news, Lexmark has announced it has again been recognized as a leader by leading IT market research and advisory firm IDC in its IDC MarketScape: Worldwide Security Solutions and Services Hardcopy 2019-2020 Vendor Assessment. Lexmark was also positioned as a leader in the previous assessment, IDC MarketScape: Worldwide Security Solutions and Services Hardcopy 2017 Vendor Assessment. The study assesses the market for print and document security solutions and services among global hardcopy vendors, and identifies their strengths and challenges.

The IDC MarketScape report states, "Lexmark's holistic approach allows it to provide systematic security for the device, the fleet and across the network infrastructure."

The report highlights Lexmark's "verticalized approach to the market and its ability to develop and leverage industry-specific security solutions and services" as setting it apart from competitors.

Lexmark's cloud offering and delivery options, including cloud print infrastructure as a service, are also cited as a differentiator.

"A majority of Lexmark's security offerings can be delivered onsite or remotely through the cloud by license, subscription or SaaS-based billing models," the report states. "Lexmark continues to expand its cloud options for delivery of print and document security solutions and services, making it easier for enterprise and SMB customers to migrate to a cloud-first strategy."

The IDC MarketScape report advises organizations to consider Lexmark "when looking for a vendor with deep industry knowledge, global consistency and the ability to develop a security policy/program designed to address specific organizational goals, human factors, network content, vulnerabilities and network architecture. Lexmark should also be on the short list for those companies looking to deploy a security strategy as part of a broader IT initiative, with flexibility in pricing and service delivery models."

"Lexmark's comprehensive approach to security addresses the broad range of threats in today's environment," said Allen Waugerman, president and CEO, Lexmark. "Customers across the globe trust Lexmark with their information. Being once again named a leader in this IDC MarketScape demonstrates that trust is well placed."

In addition to print security, Lexmark has been named a leader in IDC MarketScape reports looking at managed print and document services/document workflow services in each of the six years those reports have been issued.

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