People: Toning up management heat

People: Toning up management heat

Fuji Xerox Printers general manager, David Borg, has been chased out of buildings in his earlier career and encourages junior staff development. He talks to ARN's Julia Talevski about the ups and downs of managed print services and his cycling history.

What was your first job?

I was working for an international bank in 1991 and when I answered the ad it was really exciting. I was thinking 'go into central banking, the world will be really great'. I spent my first 12 months filling out forms, and figured that wasn’t for me. You think international banking is sexy, but it’s not. I then applied for a job with IBM within product marketing. I then applied for a sales cadetship with Xerox and we went into an intensive boot camp for sales training. When we came back, we were allocated territories and had to sell copiers and faxes door-to-door.

That would have been an experience…

I’ve been chased out of buildings and all sorts of things. But it’s a bit different now.

What do you like about your job in Fuji Xerox?

The key thing about my role is that my responsibility is not just with Fuji Xerox, but also with the channel. We’ve grown a group of people into a really strong team and our results reflect that. We’ve also got a really good channel and they’re loyal to us. Everything that we do is helping the channel partners make money through the programs and marketing spend. If that results in a channel partner making a sale and a good margin, then we’ve had a good day.

How big is your channel organisation in Australia?

We have about 300 customers that we have a very active relationship with. That’s grown from 200 a year ago. What we’re finding is that resellers are becoming very brand focused, so they’re not just selling everybody’s product.

What are some of the annoying things about the IT industry?

As soon as there’s an objection made by a customer, the immediate reaction is to drop the price. The channel tends to go down this path where it just keeps on discounting until it gets the sale. Our approach and what we recommend channel partners to do is how to sell value and bring margin back into your business.

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Tags managed print servicesfuji xeroxDavid Borg

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