Interview
Life in the channel
Xerox’s
Kevin Paterson H
Xerox appointed Kevin Paterson as UK Head of SMB Channel and Xerox Business Solutions (XBS) in March 2021. Since then, Kevin has been responsible for navigating the end of the Covid-19 pandemic and the subsequent supply chain disruptions. Under his management, the convergence of technology hardware and software solutions companies provide widespread coverage across the entirety of the UK channel.
48 | September 2022
ere’s what Kevin Paterson, UK Head of SMB Channel and Xerox Business Solutions had to say.
Can you tell us more about yourself and what your role involves? I’m Kevin Paterson, UK Head of Xerox SMB Channel and Xerox Business Solutions (XBS) and I joined Xerox in 2011 when they acquired the business I led, Concept Group. I’m responsible for any product or service that moves through our SMB channels. Essentially, my team and I are problem solvers. Clients and other organisations come to us, and we say, “how can we help?” We are fortunate to have a very well established network of
Channel partners, some sell Xerox exclusively, and others carry Xerox as part of a broader range. We also enjoy strong partnerships with a number of online resellers for e-commerce and fast moving A4 and supplies products. Our Indirect Channel continues to create reliable revenue streams for us and is a core route to market for the SMB marketplace. Te XBS story is an interesting and complimentary one. We’re
always thinking about how we can add another string to our bow, and we’ve done that consistently over the last 11 years, making strategic acquisitions to work with companies where there can be a mutually beneficial relationship. It started with Concept Group, a digital document solutions provider, and in early 2020 we made three further acquisitions, in Arena Group, Altodigital and ITEC Connect, all leading technology and soſtware solutions providers in their own right. Tese acquisitions have all been made to complement each other, to bring in additional expertise and to drive our overall SMB Channel Model forward.
What work is Xerox currently undertaking within the channel? Everything we do is underpinned and enabled by coverage. Since the start of 2020 we have added an additional 400 service heads. All of a sudden, from the North of Scotland, right down to the Southeast, we’re able to provide the same level of service to our
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