By McNall Mason|n – As a Xerox channel partner, you’re well aware that printers and copiers are no longer just office equipment; they’re tools for realizing business outcomes and an integral part of most organization’s IT network. You’re also aware that today’s customers are looking for more than equipment. They want suppliers like you to help grow their business alongside them and act as a long-term trusted advisor and expert on their unique situation.

For these reasons, it may make sense to focus on vertical markets in order to better know and help grow their businesses and yours.

Why Target Vertical Markets

The needs of each vertical are unique. For example, the educational market is different from that of legal, medical, real estate and other sectors. By developing strategies by vertical and learning specifics of that vertical, you can more easily take on the expert consultant role and develop a reputation for offering customized solutions for a particular industry


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