Services and SMB. Jim Firestone

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1 Services and SMB Jim Firestone 1

2 Today s Discussion Services and SMB Growth Markets Customer Segment Dynamics Leading with Services in Large Enterprises Expanded Distribution for Small / Medium Business Customers 2

3 Growth Markets by Geography $117B Large Enterprises $48B North America $57B Europe $45B DMO $15B Graphic Communications $25B Small / Medium Businesses $44B Large Enterprises 45% SMB 30% Graphic Comm. 25% Large Enterprises 38% Graphic Comm. 20% SMB 42% Large Enterprises 33% SMB 54% Graphic Comm. 13% 2005 Data Source: Xerox Internal Analysis 3

4 Customer Segment Dynamics Growth Opportunity Key Drivers Xerox Approach Large Enterprises Services $21B Infrastructure Cost Reduction Business Process Improvement Global Leverage Services-Led Account Management Integrated Global Expert Digital Print Ready Graphic Eligible Offset Communications $17B New Business of Printing New Digital Workflows New Business Models Dedicated Segment Management Right Solution Small / Medium Businesses Share Gain $44B Color Simple, Easy, Low Cost Broad Distribution Expanding Products & Services Expanding Touch Points 4

5 Leading with Services in Large Enterprises Integrated global sales and delivery operations Well-defined offerings Business Process Services Digital imaging and repository Global delivery network Business process re-engineering Office Services Outsourcing of output management devices Enterprise-wide, global approach Integrated to core business processes Document Outsourcing and Communication Services Outsourcing across highvolume production environments Communications engineering & consulting 5

6 Xerox Global Services Dashboard Strategic Focus Areas Dashboard Metric 3Q YTD 2006 Drive mega deals & enable total signings % YOY Signings Growth # Mega Deals 16% 16 Mega Penetrate major accounts Services % of Total 57% Build a profitable portfolio of annuity services Annuity Revenue YOY Growth $2.3B 5% Scale the business through acquisitions Acquisitions Completed 1 6

7 Investments in Growth - Organic Platforms Imaging Hardware Onsite, Offsite, Near-Site, Hosted Services Software Office Services Imaging Software FreeFlow Process Lean Six Sigma Lean Document Production Hot Springs, AK Mitcheldean, UK Sao Paulo, Brazil Venray, The Netherlands Madrid, Spain Integrated Global Network Singapore Tokyo, Japan Ebina, Japan 7

8 Investments in Growth - Inorganic Litigation Support Services Unique combination of scalable and highperformance discovery management technology Experienced discovery consultants and professionals Serves Fortune 500 & leading global law firms Xerox Litigation Services Discovery Management Pre-Discovery Core Discovery Management Services Post-Discovery Xerox Litigation Services Summons & complaint Discovery begins Data collection Data preparation Data conversion/ filter Content review Data production Witness preparation & disposition Discovery ends/pre-trial Trial Consulting Pre- Discovery Process Records Management Forensics * (Litigation) Paper Discovery Electronic Discovery Subjective/ Bibliographic Coding Filtering & e- conversion Filtering & e- conversion XLS Hosted Repository Review Tool Document Production (Blowback/ Data Load) XLS Outlining Tool Testimony Testimony Archive/ Database * In collaboration with strategic partners 8

9 Xerox Litigation Services Video 9

10 Growth from SMB Customers Building out product range in offerings Products offered by indirect channels 31* Color MFPs Color Printers Mono Printers Entry Mono MFPs increasing product line availability * Products in N.America. Products vary by region. 10

11 Affordable Color for SMB Customers Just announced: Product launches < $1000 Phaser 3124 Mono Laser Printer Phaser 6110 Color Laser Printer Phaser 6110 Color Laser MFP Phaser 3428 Mono Laser Printer expanding products at the low end 11

12 Bringing Solutions to the SMB Opportunity Value-added document solutions available through channels Xerox Office Productivity Assessment (XOPA) DocuShare Print management solutions for resellers True cost per print Predictable costs, greater choice, easy to manage Launched in Europe in 2003; U.S. in 2006 Pre-packaged services for agents and certified channel partners Office services SMB fleet management Imaging express Turnkey production centers Launched in U.S. in

13 Growing Install Base in SMB Developing Markets Aggressive go-to-market model changes Significant YOY growth in installs 78% of total equipment sale revenue through indirect channels Europe Balanced go-to-market model changes Pan-European SMARTer Distribution partners Piloting new distribution partners, e.g. B2B retailers, e-tailers North America Steady go-to-market model evolution Expanded partner sales coverage Solutions Advantage program expansion 13

14 In Summary... Xerox is well positioned to capitalize on Growth Opportunities Customer Focus x Xerox Advantage = Results Large Enterprises Graphic Communications Small / Medium Businesses Services-Led Account Management Organic & Inorganic Platform Investments New Business of Printing Segment Management Focus Expanded Distribution and Offerings Increased Wallet Share Market Creation Share Gain 14

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