Digital Readiness Assessment

HousekeepingTh d 18th S t bThursday 18th September

For those extending their stay, please check out of the hotels by 12:00 on your day of departureFire Exits  ‐ Green SignsAll coffee breaks and lunches will be served in the Exhibition Hall on the 0 Floor – same as yesterdayNo smoking inside of the congress centrePlease switch off your mobile phones or turn them to silent during the meetingFrom 16:00 today  ‐ coach service taking delegates to Barcelona Airport.  Please make your way to the entrance of the congress centre. Alternatively please speak to the hotel concierge and they can assist in arranging a taxi for you.Don’t forget to collect your luggage!Please fill out the feedback form in your delegate pack before departing and hand it in on your way out.Please follow main agenda boards. Your session choices are the same however the times are different

Simultaneous TranslationSimultaneous Translation

Headsets and Receivers next to the Registration Desk –gplease return end of day to avoid any charges on your credit card!LanguagesLanguages

Spanish  2French  3Italian 4Italian  4German 5

Gi T tGina TestaVP, Channel & Business Development

AgendaCustomer BusinessCustomer Business Development Commitment

P fi A lProfitAccelerator ‐Digital Business Resources

New Business of Printing® ‐Business Development ServicesServices

Digital Readiness A t O iAssessment Overview

Questions & Answers

What is Customer Business Development?

The Programs, Tools and Services Xerox offers to customers that assist th i i th ithem in growing their digital businesses.

We look for growth in financial results and/or page volume.

Global breadth and depth of C t B i D l tCustomer Business Development programs is unique and a competitive strength at Xerox.

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Cirtical Customer Business Development Initiatives

Profit Accelerator

Marketing & Sales KitsApplications ToolsFinancial ProgramsCreative Tools

CAN DOBooksTrans PromoDirect MailColleterals by Request

Industry Marketing

Central & Local GovernmentBanking, Insurance, SecuritiesManu, TeleCo, Pharma, UtilitiesHealthcare & Retails

New Businessof PrintingServices

Healthcare & Retails

Professional and Training Services

… Growing page volume and profitable revenues for our customersour customers

Initiatives Support the “Value Chain”

Marketers Print ProvidersAgencies & Designers

Your Targets – Your Role –Your Work –What’s Your Targets –from print buyerstomarketing executives

Your Role from craftsman to partner and

strategic consultant

Your Work –from print jobs

to communications programs

What sChanging

Value ChainRequirements

New sources of revenue and profit

Increase value add for customersRevenue Growth

Higher response ratesQuick turnaroundIncreased ROI

MarketDevelopment

BusinessDevelopment

profitRevenue GrowthPersonalization

Strategy

Two programs we will discuss today

Collection of tools and resources to assist our customersto assist our customers

“do it yourself”

Fee‐based services offered through X d l lXerox and external consultants

“we’ll do it for you”

Enabling our customers success!

ProfitAcceleratorProfitAcceleratorDigital Business Resources

Long Standing Commitment to 2007 & 2008L h f NBOP S i

Business and Market Development2006Continued 

Launch of NBOP Services, Continued worldwide expansion of bus dev programs, ProfitAccelerator translations and tool localization

2004

2005ProfitAccelerator™reaches more customers

expansion of collection and new tools to reach agency & designers

localization

2003ProfitAcceleratorBranding announced

2004ProfitAccelerator™announced at drupa2001

Launched a Dedicated focus

customersand prospects

at On DemandDedicated focusBus. Dev. Initiative began

What is ProfitAccelerator?

A collection of over 80 tools, kits, programs, and resources that assist our customers in growing their digital g g gbusinesses.

Applicable for ALL product families ‐monochrome or color

Applicable for ALL environments –h lGraphic Communication or InPlant

Resources supporting the whole New Business of Printing “Value Chain”Business of Printing  Value Chain  (demand generators, specifiers, fulfillers)

ProfitAccelerator Resources www.xerox.com/driveprofit

FinancialResources

Sales & MarketingResources

Agency and Design 

Resources

Application DevelopmentResources

Paper & Media 

Resources

Business Development & Training Resources

Professional Support Resources

Financial Resources

H l i tiHelping executives determine how – and how fast – they can achieve afast  they can achieve a digital printing bottom line‐ ProfitQuick‐ Digital Readiness Assessment‐ Value‐Based Pricing GuideValue Based Pricing Guide

Financial ResourcesValue Based Pricing GuideValue-Based Pricing Guide

Shares the knowledge methodologyShares the knowledge, methodology and techniques for a value‐based pricing approach

You can utilize value‐based pricing worksheets to understand how this approach can work for your business

Develop a rational and consistentDevelop a rational and consistent value‐based pricing policy that canbe easily implemented.

Sales & Marketing Resources

Provides the necessary plans, t l d idtools, and ideas to generate new business increasedbusiness, increased print volumes, and profit.

‐ Marketing Accelerator Kit‐ Open House / PR KitDigital Sales Mgmt‐ Digital Sales Mgmt.

‐ Vertical Market Binders‐ Audio Training Course‐ Application Sample CD’s

and more!

Sales & Marketing ResourcesProfitAccelerator Essentials Kit

New bundle of the foundational l f P fi A l

ProfitAccelerator Essentials Kit

elements from ProfitAccelerator:Marketing Accelerator Kit

Sales Management Kit

Open House / PR Kit

PrePress for Digital Book

Job Preparation Guide BookJob Preparation Guide Book

Design for Black & White Book

Brochures on ProfitQuick and Digital Readiness Assessment

Kit has been translated into:French, Italian, German, 

Spanish, Portuguese, Dutchp , g ,

Sales & Marketing ResourcesThe Print Council “Why Print” Kit

Kit contents:

The Print Council Why Print Kit

Brochure that communicates the value and effectiveness of print

Sample brochures printed on bothSample brochures printed on both offset and digital

“Why Print” Post Cards

Source files to be used with customers and prospects (French Italian German(French, Italian, German, Spanish, and Portuguese)

“Why Print” Post Cards www.theprintcouncil.org

Sales & Marketing ResourcesWide Format Made Easy Kit

“Wide Format Prospecting Guide” 

y

‐ Designed for your sales reps to identify opportunities

Color Sample File CDs‐ Print your own samplesy p

Color Media Sample Kit‐Wide variety of substrates

Application Development Resources

Provides educational and practical kits andand practical kits and information so you can advantage of high‐g gvalue and high‐volume applications such as:

‐ Digital Books‐ Photo Specialty‐ Personalization / VDPPersonalization / VDP‐ Relevant Direct Mail

Application Development ResourcesPicture Me Profitable Kit

Digital Big PictureColorful, easy to use, photo book basics

Digital Photo Applications Sample Book Window decals, business cards, labels, book pages, calendars, greeting cards,book pages, calendars, greeting cards, invitations, menus, signage and much more

Digital Photo Books Business Marketing Plan

Get, Print, Finish and Grow Your PhotoSpecialty Business With Xerox (White Paper)

Photo Industry Articles and Reports

Source File CDA il bl i F i It li D t hAvailable in Francais, Italiano, Deutsch, 

Espanol, Portugues, Nederlands

Agency & Design Resources

Tools and resources to help you reach a very    p y yinfluential graphic communications audience.

Improves your ability and desire to design forand desire to design for and promote digital

:‐ Design books & guides‐ Targeting Agencies & Designers‐ Urban Legends of Digital Printing‐ Open New OpportunitiesOpen New Opportunities

‐ Print Kits for on‐site seminars

Paper & Media Resources

Optimum performance on Xerox equipment 

Custom‐made to order

Wide range of stocks meet lsolution requirements

Supplies Executive provides discount certificate atdiscount certificate at installation

l b k‐ Counter sample books     ‐ Media Sample packs‐ ID Card Directory

‐ Guide to Paper & Digital Print‐ Guide to Paper & Digital Print

Professional Support Resources

Remote diagnosticRemote diagnostic capability

Industry‐leading 24 x 7 supportsupport

Ensuring an efficientEnsuring an efficient print operation and maximum uptime!p

Business Development & Training Resources

Enabling consultative services

Assistance for graphic communication and in‐plant customers that need trusted partner

NBOP ‐ Business Development ServicesNBOP   Business Development Services include:

Sales & Marketing ServicesWorkflow ServicesWorkflow ServicesApplication Services

…Services are delivered by a network of professional consultantsof professional consultants

ProfitAcceleratorDigital Readiness Assessment

What is the Digital Readiness Assessment

Uncover new opportunities digital can bring to your business

Benchmark your business against industry leaders and yourindustry leaders and your competition

Discover tools and resources toDiscover tools and resources to help grow your digital business

Y R d t P fit bilit St tYour Road to Profitability Starts Here

> > > Are You Ready?y

What is the Digital Readiness AssessmentA breakthrough assessment that analyzes your business 

Leverages the critical 17 factorsidentified by a Xerox Lean Six Sigma team, that are critical to success in ,digital printing

Embodies four decades of Xerox experience in the digital print marketplace

D li d fDelivers a roadmap for your success in the world of digital print

Worldwide Translation & Localization

A Xerox proprietary DRA Information System is utilized to yanalyze your specific information

This information system is currentlyThis information system is currently being updated to support geographies around the world

Languages available: UK EnglishFrancais

Recommendations in your customized report will be 

FrancaisItalianoDeutsch

lgeographically relevant EspanolPortuguesNederlands

The Assessment Process

Steps To Digital Readiness

Xerox will conduct a series of consultative interviews with you to help us better understand your business.AWe produce a customized report that identifies critical areas your business needs to focus on to maximize your digital print opportunity.B g p pp y

We use the report to guide you to appropriate resources and industry best practices including Xerox C p gProfitAccelerator™ resourcesC

The Seven Essentials of Success

Build your print volume by developing high‐margin applications1

Know competitive applications

Recognize expansion applications

B f i l k i iBe aware of vertical market opportunities

Be ready, willing, and able to change2

Be willing to adapt to change

Foster a culture that enables change

Embrace the “early‐adopter” attitude

The Seven Essentials of Success

The importance of buy‐in and support from management can’t be overstated

3

Set realistic expectations for the digital business

Show support throughout the steps toward digital

D i h i i d i l di i lDrive the actions required to implement digital

Your new services need serious sales and marketing support4 Your new services need serious sales and marketing support

Dedicated sales professionals

Make training a priority

4

g p y

ProfitAccelerator™ tools can help

The Seven Essentials of Success

Creatives can be valuable partners

C ti i t ifi d b

5

Creatives are print specifiers and buyers

Creatives benefit from designing for digital knowledge

You can benefit from Creatives marketing knowledge

You can (almost) always increase your shop efficiencyWorkflow software can streamline most processes

6Workflow software can streamline most processes

Increased efficiency lowers cost which lowers price

Profit Quick Tools are available to help you analyze 

shop processes

The Seven Essentials of Success

What your customer knows can help you

Ed ti t k h ffi i t

7

Educating your customers can make your shop more efficient

Explaining the value of digital to customers enables higher prices

Understanding digital image quality leads to volume growth

Only the Xerox Digital ReadinessOnly the Xerox Digital Readiness 

Assessment probes these seven 

areas to deliver a path to continuousareas to deliver a path to continuous 

business improvement and growth

Summary

In Partnering with Xerox you’ll have access to a variety of businessaccess to a variety of business development tools, resources, and services to help you grow your digital business quicklydigital business, quickly.

Contact your Xerox representative today - to get started with a Digital Readiness Assessment!

www.xerox.com/driveprofit

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