The following appears on CRN.com
By Alec Shirkey – Xerox CEO Jeff Jacobson said that the company, which has historically relied on direct sales, intends to streamline its enterprise dealings and rely more on partners in SMB sales.
“For years, there’ve been a number of customers we’ve called on directly, that quite candidly we shouldn’t,” Jacobson said. “We’re going to work with our resellers to have them call on them and do it more through telesales as we change our model, so that logo-hunters can focus on largest enterprise customers in the industry.”
The Xerox CEO highlighted the company’s channel expansion moves during its second quarter earnings call today. The document services company reported lower than expected revenues, but a quarterly profit of $166 million.
