thebiginterview


Cloud services and AI Lexmark’s use of AI and cloud services presents another value proposition for channel partners in the form of the Lexmark Cloud Services suite, structured around three core elements. Firstly, Lexmark’s Cloud Fleet Management enables partners


to remotely monitor and manage devices, proactively identifying and addressing potential service issues, thereby saving time and resources. Secondly, Cloud Print Management provides partners with robust reporting functionalities and advanced capabilities, enabling them to offer sophisticated solutions to small and medium- sized businesses (SMBs) and even smaller clients with limited device counts. Lastly, the Cloud Solution Centre serves as a dynamic hub offering an array of applications designed to cultivate additional revenue streams for partners. Molhoek highlights popular features such as redaction, Optical Character Recognition (OCR), and, in particular, the contextual translation assistance. Tis translation tool, initially designed for multicultural educational environments, provides in-context translation of documents rather than literal, oſten inaccurate, word-for-word translations. Te integration of AI extends to Lexmark’s devices themselves.


Lexmark printers are equipped with a multitude of sensors, ranging from 70 to 140, depending on the device size, which monitor performance metrics, humidity levels, and other relevant environmental factors. Tis data is fed into a ‘digital twin’ in the cloud, enabling proactive maintenance. Te system can anticipate potential problems months in advance, enabling partners to liaise with customers on preventative measures rather than resorting to reactive fixes. Tis predictive capability ensures significantly higher uptime and, therefore, customer satisfaction.


Cybersecurity: a non-negotiable imperative Molhoek says that security is foundational at Lexmark, integrated by design from the initial sourcing of components through to the intricate manufacturing processes. Lexmark devices and applications undergo regular, stringent penetration testing by recognised independent third-party companies, guaranteeing adherence to strict security standards and international regulations, including comprehensive ISO certifications. Molhoek explains that Lexmark’s control over its entire product


lifecycle, from in-house manufacturing to firmware development, affords a particularly high level of security. Tis is key for vertical markets such as retail, which are frequently targeted by sophisticated cyberattacks due to the volume and sensitivity of transactional data. Lexmark also invests in training its employees, from senior


management to frontline receptionists, on critical cybersecurity best practices, including the identification of phishing attempts and other social engineering tactics. Tis extends to partners and customers, with Lexmark regularly holding events and providing information on advanced cybersecurity protocols. “In the last 12 months or so, the request for audits, cybersecurity, training, detailed information, etc., has been rising,” Molhoek notes, highlighting the increase in awareness and the escalating demand for resilient security measures among customers.


Cultivating a longer, greener future Lexmark guarantees a minimum seven-year lifespan for its products,


www.pcr-online.biz


which helps to mitigate the environmental footprint associated with frequent manufacturing cycles and premature device replacements. Te company’s cartridge collection programme ensures that supplies are remanufactured, with cartridges designed for reuse up to ten times. Te A9 series has 56% Post-Consumer Recycled (PCR) content,


with single-function devices achieving even percentages of 73%. Approximately 95% of Lexmark devices are either reusable or remanufacturable, with metal frames specifically engineered to be repurposed for a second life. Molhoek acknowledges that shiſting partners away from a


traditional ‘rip and replace’ mentality, towards embracing significantly longer device lifecycles, is an ongoing educational project within the UK market. However, he has seen some positive momentum, particularly among early adopters within UK partners.


Simplifying the path to shared success Lexmark’s commitment to its network of channel partners is evident in its revamped Business Solution Dealer (BSD) programme, and Molhoek explains that this programme, which had incrementally accumulated layers of complexity over the years, has been streamlined and simplified based on feedback from partners. Incentive structures have been standardised, making it significantly easier for partners to understand and engage with, with the multi-tier system simplified to just Silver, Gold, and Platinum. Te new A3 products have been integrated into the revitalised programme, with targeted promotions and activities specifically designed to promote their widespread adoption within the channel ecosystem. Molhoek notes the remarkably swiſt market acceptance of the new A3 products, significantly exceeding initial expectations. Lexmark also continues to support smaller partners through


initiatives like MPS Express, which supplies them with managed print services capabilities, enabling them to offer holistic solutions without the necessity for extensive in-house servicing facilities. Te company’s partner programme includes educational resources, webinars, and rebates, ensuring that partners are fully equipped with tools and support. Looking ahead, the company is expanding its product portfolio


specifically for partners, with anticipated new additions, based on the 5- and 6-Series expected in October. Tese upcoming additions will provide partners with a broader and more diversified range of products geared towards the BSD channel. Molhoek says that the integration of AI and the Internet


of Tings (IoT) is key to intelligently managing devices and facilitating proactive maintenance. Beyond the confines of traditional printing, Lexmark is actively exploring other applications, such as managing in-store signage for retailers, utilising dynamic digital screens, and essential ticket printers. With its reimagined BSD programme and forward-thinking


products, Lexmark is signalling its long-term intent to equip partners for growth. Whether through simplified engagement tiers, expanded hardware offerings, or the intelligent integration of AI and IoT, the company is shaping a channel ecosystem that’s both easier to navigate and more expansive in opportunity, reaffirming its commitment to channel-led success.


July/August 2025 | 11


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52