Ready. Set. Innovate to GrowUnlock new profit opportunities with higher value solutions.

Tom GallDirector of Channel MarketingUS Channels Group

thomas.gall@Xerox.com 503-781-3669

North America and Western European MarketsSmall and Medium Size Businesses with 1000 or fewer employees Source: Internal Market size Analysis

Huge Opportunity in Document Technology &Management

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1 TrillionPages to be printed

$40 BillionSpent on printing &technology services

8 MillionPrinters & MFPs will bepurchased

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At Xerox, we believe that the next frontier of progress will come from improving the work itself.

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Work thatFlows.

Work that’sHuman.

Work that’s in the right place.

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Work Can Work Better…extensions

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Improving the Flow of work for SMB Customers

Partners are fundamental to delivering this promise

SMB Can Work Better

Unlock hidden potential through customized apps andworkflows to manage information more effectively

Improving the Flow of work for SMB Customers

Partners are fundamental to delivering this promise

SMB Can Work Better

Unlock hidden potential through customized apps andworkflows to manage information more effectively

Focus on core competencies to grow the business by outsourcing back office (non core) functions

Innovate to GrowUnlock new profit opportunities with higher value solutions.

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November 19, 2015Xerox Internal Use Only

Market Challenges•••••

Print is not top of mind More competition Perceived commoditization Margin pressureCustomers buying differently

Partner Growth Priorities••

Monthly recurring revenue Net new business

Did You Know?New statistics validate the need for print products & services.

Current Challenges Trending Opportunities

40% hardcopyBusiness processes that still require hardcopy.

80% in paperBusiness information that still exists in hardcopy.

90% security breachesOf companies had a print related security breach last year.

40-60% of IT callsIT help desk calls are print related.

30% can’t printMobile workers that need to print but can’t.

90% in the cloudBusinesses operating in the cloud.

70% predict more salesPercentage of salespeople that believe mobile technology can grow revenue.

62% predict more revenueAmount of business leaders that say improving document processes would improve revenue.

90% more customersVolume of SMBs that say color prints help attract new customers and improve their image..

25% cost savingsPotential expense reduction with efficient print supplies management.

Partner Opportunities••••

Profit margins Recurring revenues Market share Account protection

Help Your Customers Innovate to Grow

Practical solutions to achieve their business priorities.

Digital Files Integrated Apps Cloud Resources Worry Free Security Mobile Printing Predictable Budgeting

Paper DocumentsCopy/Print Centric

On Premise Unprotected

Network PrintingUncontrolled Expense

Are You Ready to Grow?

Plus Exclusive Xerox Partner

SupportIntegrated Co-Marketing

Sales Enablers

Reliable, Predictable, Profitable

MPS for SMB

Innovate the Way Work Gets Done

ConnectKey

Unique and Personal for Their Business

Personalized ApplicationsFinancialIncentives

SMBs Can Work Better With MPSReliable, predictable, profitable.

Create monthly recurring revenues you can count on

66%of SMB MPSrevenue comes from the channel –IDC

72%of SMBs have no MPS program- Photizo Group

10%Industry Growth For MPS

The World Is Changing

… of printing revenue projected to be under anMPS contract by 201754%

Connect Devices to a Print ServiceC

usto

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eeds

Value

Toner Replenishment

Xerox® PartnerPrint Services

Xerox®

PageConnect ServicesXerox

eConcierge®

Basic Print Services(BPS)

Managed Print Services(MPS)

Remote Monitoring

Xerox®

PrintAssist®

SMBs Can Work Better WithConnectKey®Innovate the way work gets done.Expand the value of your A4 and A3 conversations

“2015 Document Imaging Solutions Line of the Year”– BLI

90%of companies had a hardcopy security breach in the last year

83%of mobile workers want mobile print, but only 14% have it

20%5 year growth in cloud spending

Customer Benefits

• Connect to the cloud• Support mobile workers• Stay productive, save time with fewer steps• Reduce IT burden with remote control panel• Protect confidential information

SMBs Can Work Better With ConnectKeyInnovate the way work gets done. Award winning line of A3 and A4 products

Partner Payoff

• Introduce high value solutions beyond copy/print• Gateway to workflow revenues• Competitive differentiation• Improve contested win rates• Designed for managed print

SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.

Be a trusted advisor with high value, personalized solutions for your customer’s business challenges.

25% 90%

Shorter sales cycle Conversion from app trial to paying customer

3 WEEKS

1 DAY

Reduced a customer form filing workflow from 3 weeks to 1 day

Rate your capability to add software & apps to improve efficiency and customer stickiness

Poll Question A. Software? Apps? What’s that?B. We sell hardware are not interested

in apps and software.C. I see the value but we need help

getting started;D. We’re all in. We can lock out

competitors with personalizedapplications.

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What is a Smartphone without Apps?

Just a phone! Apps Add Value• Check email• Travel Directions• Social• Hotel Advice• Fantasy Football• Etc………

SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.

Customer Benefits

• Personalize the device to the way work gets done

• Reduce the amount of time spent onrepetitive work processes

• One-touch scanning reduces workflow steps and prevents mistakes

Customized Workflow Services

Xerox AppStudioPersonalized Application

Builder Authorized Developer Program

SMBs Can Work Better With Personalized ApplicationsUnique and personal for their business.

Customized Workflow Services

Xerox AppStudioPersonalized Application

Builder Authorized Developer Program

Partner Payoff

• Be unique: exact fit and customer stickiness

• New revenue streams• Natural entrée for IT services

Customer Benefits

• Personalize the device• Reduce the amount of time spent

on repetitive work processes• One-touch scanning reduces

workflowsteps and prevents mistakes

Xerox® App StudioA Web-based ‘Application’ Creation Tool

Simple, yet extremely powerful.• No need for external hardware / software

• No or very limited IT ‘know how’ needed• Low cost introduction to automate

everyday tasks

Get more personalandadd value.

• Create customizable digital billboards for your customer

• Add value by using the MFP to find new ways of reaching their audience.

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Customer Support Contact Info

Everyday CustomerWorkflow Apps

Information App Scan to Email App

View the Demo Apps at: www.office.xerox.com/connectkey/apps

•Create an account and log into Xerox®

App Studio •Deploy to customers•Select App type

and customize in Xerox® App Studio

Create an App with simple steps.1 2 3

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PARTNER SOLUTIONS PLAYBOOK @

REAL ESTATE ON T l lE CO NEW EMPLOYEE O NllOARDINC TRANSPORTATION PROOFOF DELIVERY REMOTE TEAM COUABORATION

xerox

Hardware

Managed Print

Software and AppsTom GallDirector of Channel Marketing US Channels Group

thomas.gall@Xerox.com 503-781-3669

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