Former Lexmark channel and SMB manager, Carmel Mosser, has returned to the print vendor as its Asia-Pacific channel development manager.
Mosser took a break in April last year to spend time with family. Stephen Bell stepped into the role. She will be located in Sydney.
“I really feel like I can add some value in the emerging markets,” Mosser said. “A lot of Asia-Pacific best practice comes out of Australia.”
She will firstly focus on the structure of the channel across the Asia Pacific and the programs required for the emerging markets.
“I’m in the process of putting together programs to really help resellers look at print in a different way and to understand how they can make money out of print, presenting it as part of a solution to the customer base,” she said.
Lexmark segments its channel into value and volume partners. Value partners focus more on print, and volume partners provide a deeper reach into markets like enterprise and government.
Mosser said the vendor was keen on pushing into the SMB market and sees growth potential in that areas.
“We’re looking at recruiting the right partners and getting the right depth with the relationships with those partners,” she said.
Lexmark is also looking to expand its telesales capacity in the Asia Pacific and will update its partner portal to provide self-service options where partners can download training and demonstration modules, register deals and apply for discounts.
“We’re looking at making it much more interactive for our partner sets that sign up with us,” she said. “It’s going to be interactive and self-service.”
Lexmark is also in the process of launching a fleet management tool.
Channel and SMB manager, Stephen Bell, said the tool can be deployed in a customers’ environment and it enables partners to track the performance of the products.
“They can do things like ship toner out to customers when it is needed, it’s not dependant on the customer asking for toner before the machine runs out, it also means they don’t have to store toner onsite,” Bell said. “It also gives the partner good insight into their business and shows them what the customer is doing with the product, how often it is being used, which facilitates a consultative sale.”