Balaji Rajagopalan, Executive Director, Technology, Channels & International Distributor Operations, Xerox India talks to Pupul Dutta about the company’s latest product launch and strategies for capturing the market.
What is the USP of your latest launch – ConnectKey? How is it different from other MFPs available in the market?
ConnectKey is the new operating system and controller in Xerox multifunction printers (MFPs) and a set of solutions that respond to an increasingly mobile workforce and the need for more advanced IT security across connected devices. ConnectKey was designed for one purpose: to simplify how work gets done in a secure, ‘always on’ world.
We launched ConnectKey enabled MFPs late last year and since then have received an overwhelming/ positive feedback on these machines from our customers. With ConnectKey, these devices are capable of performing multiple actions and provide true value to the customer.
Features like scanning in editable format, cost control by managing power consumption and user’s permission for printing and single touch scanning and enhanced and simpler user interface are some of the features very unique to the product.
Other features that customers have benefited from ConnectKey enabled MFPs include, any device printing from anywhere, direct scanning of documents to cloud services like Google Drive, Evernote, Office 365 for storage and collaboration, easy development of applications and embedding on the MFP with no additional software requirements by sales channel partners, systems integrators and resellers via open API system.
How secure is the ConnectKey environment, given multiple devices can log on and give prints at the same time?
ConnectKey has been one of our marquee product innovations and we have taken utmost care to ensure high security in the ConnectKey enabled devices. The ConnectKey powered MFPs come enabled with industry first embedded security protection from McAfee, giving IT managers more control and peace of mind in “bring your own device” (BYOD) workplaces. These devices also have an extra layer of security with Cisco’s TrustSec that protects data paths to and from the devices.
McAfee ePO is one of the most advanced, extensible, and scalable centralised security management software in the industry. It unifies security management through an open platform and makes risk and compliance management simpler and more successful.
Cisco TrustSec is an intelligent access control solution. With minimal effort, it mitigates security risks by providing comprehensive visibility into who and what is connecting across the entire network infrastructure, as well as exceptional control over what and where they can go.
What would be your go-to-market strategy for this product?
We had this initiative in place for the past two years where we have identified the top 200 Tier II & III cities and we have extended our reach to these cities. This year what we are planning to do is consolidate with these channel partners and train them well enough to make sure that they are well equipped to meet the customer demands and queries.
In the Indian scenario, our one-to-one relationship with the customers has worked for us. Our entire team, including myself is easily accessible to them. We feel that when a printer is investing some number of crores, he should feel good about the fact that service and support is available to him just a call away and that there is someone who respects his investment.
Given digitisation is the way forward and companies are promoting greener work environment, how do you plan to stay in the market with such big launches and also make profits?
In the digitisation process information is getting converted into ‘Bits and Bytes’ as against paper files and paper stacks and here is how they are becoming paperless. Printing and document management vendors like us therefore are heavily investing and introducing innovative technologies to help organisations walk the paperless path. Going paperless not only improves efficiencies and brings transparency but it also helps in creating a truly “green” work environment by nearly eliminating paper, printing, shipping and other document handling costs.
Digitisation is the process which will take us to a more connected, greener and secure world. The future is archiving, managing, synchronising and systematic sorting of the data that is created on a daily basis as well as transferring existing documents that are handwritten, typed in analog formats into digital formats and moving to ‘paperless office’. This is where ConnectKey has the edge to be a device that is ready for the future.
Is compatibility with multiple OS a problem? If yes, how do you intend to solve this problem? If no, then how did you achieve it?
Xerox offers Connect-Key apps. Users can download free apps from Xerox website directly on MFPs just like we do on our business phones. This makes it compatible to available OS in the organisation ecosystem.