Xerox 2007 Annual Report Download - page 49

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Xerox Annual Report 2007 47
In large enterprises, we follow a services led approach that allows us to address two
basic challenges facing large enterprises:
1) How to optimize their infrastructure to be both cost effective and globally consistent.
2) How to improve their value proposition and communication with their customers.
In response to these needs, we bring a go-to-market approach that leads with the largest
direct sales and service delivery force in the industry available on a globally consistent
manner. This can range from hardware, software or services in whatever combination is
necessary to meet the needs of that customer.
In 2007 we substantially increased our distribution capabilities to the SMB market in
the U.S. through our acquisition of GIS. GIS has a proven track record of delivering value
to customers in the SMB market through a decentralized management structure that
emphasizes local customer connections and empowerments. We have maintained that
operating structure and approach. GIS, which had previously not distributed Xerox
products, now brings Xerox product options to a segment of the market where we were
previously underrepresented. GIS was built up over the years through acquisitions and
now operates in 32 states in the U.S. In 2007 GIS acquired six additional companies,
four after our acquisition of GIS, and going forward we will continue to support GIS in
expanding its footprint.