Nice Xerox story about Biz Development

The value of the globals is their networks of smart. As boxes get better and better, the competition drives margins lower and lower. The defensible value is the network that surrounds the box. More smart is much nicer than less smart.

Found this one by Gina Testa at Output Links

Progressive Communications, based in Florida, had its light production Xerox DocuColor 242 Digital Color Printer/Copier just six months when it recognized a larger opportunity. . .

According to Xerox Business Development Consultant Mickey Call, they also needed to do the necessary planning and training to make the investment pay off.

..Call began helping them prepare well in advance of the Igen3’s installation.

He met with the Progressive Communications sales team for three months preparing them to use the more consultative approach that’s required for selling personalized communications programs.

Their business is doing so well that they are adding a second iGen press.