Printer vendor, Lexmark, has appointed Les Howarth as its new country manager.
He replaces Jan Parker, who held the role for a little over a year. Howarth was formerly the country manager of application delivery company, Radware, and has 27 years experience in the IT industry.
According to Lexmark, Les will be responsible for all operations in Australia and New Zealand.
He will focus on steering local operations towards a more service and applications orientated direction.
“In the past, printers have been seen as the alternate box sale,” Howarth said. “However, Lemark doesn’t view it that way and what they are trying to do is add more value.
“This can be done through selling a managed print service (MPS) solution where it can sell per-page or applications that solve a particular business need.”
Howarth wants to help Lexmark channel partners realise the potential to bump up their margins.
“We all know there isn’t a huge amount per dollar in printer hardware,” he said. “If channel partners can understand and learn to pitch solutions, there is probably more margin in providing a whole service.
“They would be involved in the whole printing life cycle supply and create an ongoing relationship with customers rather than a one-off transaction.”