The OEM is keen to make new mergers and acquisitions in the UK as part of its channel expansion.
Xerox is on the lookout for new channel acquisitions, with its focus being specifically turned onto resellers in the United Kingdom, reports CRN.
The OEM said in February it had $100 million (€85 million) set aside for mergers and acquisitions internationally, as well as in the United States. Now Carlo Longhi, Xerox’s Director and General Manager, Indirect Channels UK and Ireland, has specified it is targeting multi-branded resellers in the UK.
Longhi described channel acquisition as “a key part of our channel expansion programme. We will look at the market in Europe and locally in the UK. There is a separate team who make recommendations in terms of potential targets, who then deal with the global M&A team. There is then a process of due diligence. There will always be a number of targets in play either in the UK or Europe, but we do not comment on specific targets as we need to get to a conclusion around the due diligence, but absolutely there will be targets in the UK and Europe that will be considered. This is a constant process that is refreshed.”
Xerox does acquire on the direct side, Longhi added, but says that its current strategy is based on the fact that “today, the channel is seen as the great growth engine.” Speaking of the OEM’s targeting process, he described it as “very much based on where we have gaps in terms of coverage, and if there are specific segments of capabilities we want to acquire.” But Longhi stressed that Xerox would expand organically, as well, saying “Our channel strategy is about growth. It is about driving growth through our channel partners and recruiting more channel partners into the Xerox programme. Alongside this we are supporting our existing partners to grow their businesses and evolve in the SMB space.”