ONE-TO-ONE
Danny Molhoek, President Enterprise Sales, Western Europe , Xerox Industry insight
Q: What’s one strategic decision your business made recently that you believe will pay off long-term? A: One of the biggest strategic decisions we’ve made is around our path to market and how we best serve our customers going forward. We’re looking across both our enterprise and channel businesses at the right route for each customer, whether that’s working with them directly or through one of our channel partners. Making sure we have the right model in place to serve customers in the way that works best for them is a significant strategic move for us, and one that we believe will pay off over the long-term. Q: What role do partnerships and collaboration play in driving innovation and growth in your sector? A: They’re central to how we grow. We’re strengthening the relationships we already have and bringing new partners into the business. We’re also working with large systems integrators, bringing our print expertise into much broader workplace management environments. That gives us greater reach and opens up new ground in production and workflow. Collaboration will be a big part of how we move the business forward. Q: What do you see as the key challenges or pain points businesses are facing in today’s hybrid working model and how can you help your partners/customers to address these? A: Hybrid working has added complexity. People need to work securely and effectively wherever they are, while organisations deal with legacy systems, fragmented technology environments and growing requirements around security, compliance and resilience. The answer isn’t simply to keep adding more technology. It’s about looking at how work flows across print, documents and digital processes, and simplifying that environment. That’s where we can help, through our expertise in managed print, workflow and automation,
alongside our broader IT and digital capabilities. Q: How do you see the print and IT reseller sector evolving over the next five years – any disruptors or opportunities on your radar? A: Print and IT resellers have traditionally operated differently, but print resellers increasingly need to broaden their scope. There’s a chance to expand into areas like security and managed services and offer a much wider proposition. Customers want solutions that address the whole workplace rather than individual pieces of technology, so resellers that can bring those capabilities together will be well placed. Q: What advice would you give a young person starting a career in the industry? A: It’s a great industry in which to learn, particularly if you want to build a career in sales. Xerox has always been known for its sales training, and the skills you develop – understanding customers, building relationships and spotting needs – can take you in many different directions. It’s a challenging job market for young people at the moment. My advice would be to keep going, think laterally about where the openings might be, and don’t give up. There are many routes into this industry, and a lot you can learn once you’re here. Q: What excites you most about the future? A: What excites me is seeing our strategy come together and the opportunities this creates across enterprise, channel and our broader partner ecosystem. We have a broader portfolio and more ways to support customers, whether that’s through print, workflow, services, or working with partners to address wider workplace requirements. There’s a lot of change happening across the industry, but that creates opportunities for us to evolve what we offer customers and where we can take the business next.
Danny Molhoek
Q: What’s currently having the greatest impact on your business? A: The way customers want to consume technology and services is continuing to change. We’re seeing some very large international organisations move towards broader workplace management and outsourcing models, where print is one part of a much bigger environment. That means we need to think beyond print and look at how we bring our expertise into those wider workplace solutions, whether that’s through workflow, production or additional services. It’s also why working with systems integrators and other partners is becoming increasingly important.
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