Following on from its acquisition of Lexmark last year, Xerox has now announced a significantly revamped go-to-market structure to unify its sales engagement, sharpen its regional focus, reclaim market share and drive growth. The new structure will come into effect in the second quarter of 2026.
Jacques-Edouard Gueden, Xerox Chief Revenue Officer, says: “Unifying the Xerox-Lexmark sales model allows us to eliminate redundancies, improve efficiency, and increase our ability to deliver value as we sharpen our focus on sustained revenue, profitability, and long-term performance.
“With a go-to-market model aligned to each region and supported by strong partners and experienced teams, we are building a sales engine that is more focused, more efficient, and better positioned to compete.”
The updated print go-to-market framework is organised into three new regional models: North America, Western Europe, and the rest of the world; supported by a dedicated global production print services division and two specialised teams focused on distribution and inside sales. The rest of the world area will further be organised into two distinct operating units, including:
- a dedicated Asia Pacific organisation that is focused on accelerating growth in priority markets through targeted share-gain initiatives and stronger partner orchestration; and
- an international operations organisation covering the remaining geographies, which will operate under a cost-efficient hybrid model 'designed to protect profitability while maintaining selective growth focus'.
Meanwhile, the introduction of a global go-to-market framework for graphic communications is designed to fully leverage the company’s refreshed production print portfolio.
Xerox explains that ‘the entire model is built around a streamlined, integrated sales system that enables stronger client outcomes, reduced service costs, and increased sales efficiency while tapping into high-value opportunities in print, IT solutions and digital services, and graphic communications’.
No significant impact is expected on current Xerox resellers, as the company’s focus continues to be on strong partner engagement. To support the new structure, Xerox has appointed the following leaders: Mandeep Saini, APAC, OEM, and alliances; David Dyas, international operations; Yolanda Camberos, distribution operations; Terry Antinora, global production print services; Clay Mooring, North America managed accounts; Karl Boissonneault, North America channels; Thomas Valjak, Western Europe channels and partners; Danny Molhoek, Western Europe managed accounts, and Cindy Arbeau, Xerox digital sales.
