Xerox Reorganizes Sales Force for Digital Growth

ROCHESTER, NY—Xerox recently revealed a company-wide strategy to mobilize its global direct-sales force behind an initiative that, over a 10-year period, will grow to represent as much as 50 percent of its overall business.

Xerox has refocused its direct-sales efforts by industry, rather than by products or geography. Six segments teams—each with its own P&L responsibilities and customer councils—are being established, focusing on publishing, creative professionals, prepress, commer- cial printing, franchises/ quick printing and service bureaus.