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Xerox and Cisco Team Up to Increase Managed Print Services

31 May, 2011 By: Editorial Staff

Xerox and Cisco Team Up to Increase Managed Print Services

(May 2011) - Xerox and Cisco aim to bring more managed print services, mobile
print services and cloud IT outsourcing to solution providers, particularly to
Cisco partners who haven’t delved into managed print, said executives.

“Xerox and Cisco think networking and print managed services are [a great
combination]. They’re like peanut butter and jelly,” said Rick Dastin, president
of Xerox Enterprise Business Group. “And it tastes good too.”

Specifically, the new alliance lets VARs offer Xerox managed print services
over Cisco Borderless Networks, a term Cisco coined relating to its networking
architecture that promises to deliver a workplace experience anywhere, at any
time, using any device to any resource. With Xerox, VARs can consolidate IT and
print management leveraging Cisco’s embedded security, WAN optimization, and
Internetwork Operating System software to reduce operating costs and protect
data from any location. The alliance also brings Xerox’s cloud IT outsourcing
services and its mobile print solution to a range of Cisco offerings.

As to how this competes with Hewlett-Packard’s offerings, Dastin said: “The
thing we bring here is integrating [both companies] together. Cisco owns most of
the wiring closets and networking. That fact that we can come with integration,
full transparency of networking including print, which [customers] couldn’t get
before, particularly for SMB customers, fully automated, and now it’s offered
through the channel, is unique. This is a captive solution that the channel can
sell. It is reseller-ready and we are enabling them to be ready.”

In fact, Cisco and Xerox have an opportunity to be more aggressive than HP in
print services because their print install base is much smaller than HP’s, said
Rob Whiteley, vice president and research director at Forrester. “Cisco and
Xerox can go after individual branch lines of business and say, ‘Get our service
as a way of getting up and running quickly.’ It very much uses that cloud model
of pay-as-you-go and being able to target the departmental level,” Whiteley

Xerox and Cisco executives recently told Scott Campbell and team at CRN media
firm that the alliance is their first step toward “building a document highway
together” and will include more offerings down the road. “Today’s print is not
really part of the IT infrastructure. We want to remove print as an impediment,”
Dastin said.

Wenceslao Lada, vice president of Borderless Network architecture at Cisco,
expects Cisco’s VARs to look to add print managed services. “They’re bringing a
different perspective to the customer. You’re going to bring the integration and
also manage another service that typically hasn’t been part of the network. With
that, you’re going to deliver better opportunities in terms of provisioning,
mobility, security, how you manage printing devices,” Lada said. “You’re going
to expand into a mobile printing environment that is secure because it’s being
provided by the network environment.”

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