Oct 28, 2014
I think the most interesting moments at any end-user event come when the attendees talk about their success stories. At the Xerox Premier Partner Forum in Madrid (October 20-21) three success stories stood out:
- Collaboration across the Atlantic – Two CEOs found each other through Premier Partners in an effort to better serve a U.S. client. Mike Peterson of Gabriel Group in St. Louis, Missouri was looking for a European partner who could provide output and other services to an existing client. He started his search by reaching out to European Premier Partners. Jeroen van Druenen of Jubels in the Netherlands responded to Mike’s request and showed that his company had the capabilities that Gabriel needed, and so they formed a partnership that has turned out to be essential in serving this $1 million account.
Note: Premier Partners are leading-edge Xerox customers who are part of a global network of print service providers.
- A 48% response rate – Michael Banaszczyk of Emerson Direct Communications, a Polish lettershop founded in 1992, described a cross-media campaign targeted at marketing directors. The campaign involved an e-mail sent out two days in advance of the arrival of an eye-catching mail piece that directed recipients to a personalized video (created via Xerox XMPie software). Building on a strategy of Attention, Interest, Desire, and Action (AIDA), Emerson learned that 578 out of 1,211 recipients logged onto the personalized URL. More importantly, the campaign led to five signed contracts and many more leads.
- A virtual document repository for funeral homes – Ken Shriber of Ditto Document Solutions showed how his company used XMPie StoreFlow to create a virtual document repository for documents produced by a national chain of funeral homes. Ditto hosts forty active print-on-demand web sites for 20,000 users. This community submits orders for 500 jobs a day.
Here’s a short selection of other notable happenings at the Xerox Forum Premier Partner event:
- Nirva announced an international multi-channel hybrid mail service called the Xerox Global ePost Service, leveraging the cloud for e-mail or print delivery of documents such as invoices. The printing is handled by third parties, including a number of Premier Partners.
- Antalis (which last year had purchased Xerox’s European paper business) produced two marvelous print sample books cataloguing available papers for digital print. Copies were provided to each Premier Partner.
- Xerox showed print samples highlighting silver and gold printed on the Color 1000. (This capability was announced and shown at Graph Expo.)
- Live on-stage demos from Blippar, Documobi, and GTxcel highlighted topics such as print-to-mobile publishing
- Xerox executives said that that the company would have a production color cut-sheet inkjet printer in the future, but did not specify a timeframe.
- Xerox announced an iGen technical user group for Premier Partners. The group has access to a web portal that can be used to pose questions and receive responses either from other Premier Partners or from Xerox specialists.
- One of the exhibitors was Creads, a French company that provides access to a network of 50,000 creative talents on demand. Creads was invited to participate because they were already working closely with three Premier Partners. Other Premier Partners can offer the Creads design service for a special offer monthly fee of 120 Euros for one to ten users.
- An impressive list of Xerox finishing partners participated in the event: Duplo, GBC, Hunkeler, Kama, Plockmatic, Rollem, and Watkiss. Software partners were also well represented: Avanti, Caldera, CGS, CMI, EFI, GMC, GTxcel, Nirva, and Solimar, as well as Xerox’s own XMPie.
- Sophie Vandebroek, Xerox’s Chief Innovation Officer, included two memorable quotes in her presentation on innovation: “The best way to predict the future is to invent it” (Alan Kay) and “What people say, what people do, and what people say they do are entirely different things” (Margaret Mead)
- Xerox and InfoTrends announced five business development workshop offerings to Premier Partners to be delivered by native European presenters. Topics include:
- Building a Strategic Marketing Plan
- Selling Variable Data/Cross Media Communications
- Transforming Your Business Into a Marketing Services Provider
- Selling Digital Printing: Targeting Vertical Markets for Growth
- Developing a Sales Management Plan
Note: Click here for more on InfoTrends’ Business Development Services.
As you can see, a lot was happening at this annual gathering of European Premier Partners. Attendees, some from as far away as the Americas and Australia, heard from fellow Premier Partners, industry analysts, Xerox partners, and Xerox executives. They saw new Xerox products including the Versant 2100 and the IJP 2000 (with the Fotoba cutter). They could explore the offerings of dozens of design & marketing, software, and finishing exhibitors. They had the opportunity to network with fellow Premier Partners and other attendees. It’s these personal touches that make such events educational and worth the time of busy print service providers.
More blogs from Jim Hamilton