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Xerox has announced a major redesign of its global print go‑to‑market structure, introducing a unified sales model and new regional framework intended to streamline operations and support renewed market share ambitions. The changes take effect in the second quarter of 2026.
According to the company, the revised structure consolidates sales engagement, reduces overlap across regions, and strengthens partner‑led coverage. Chief revenue officer Jacques‑Edouard Gueden said the unified Xerox–Lexmark sales approach is expected to improve efficiency and support a sharper focus on revenue, profitability, and long‑term performance.
The model centres on an integrated sales system spanning print, IT solutions and digital services, and graphic communications. Xerox says the approach is designed to improve client outcomes, lower service costs, and increase sales productivity.
The new structure establishes three regional operating models, North America, Western Europe, and the rest of the world, supported by a Global Production Print Services division and dedicated Distribution and Inside Sales teams.
Key elements include:
- North America and Western Europe: Both regions will adopt a unified segmentation model. Direct sales teams will focus on Enterprise and Corporate accounts, while partners will take on expanded hardware fulfilment and SMB coverage, supported by Inside Sales.
- Graphic Communications: A global go‑to‑market framework will be introduced to align with the company’s updated production print portfolio.
To support the transition, Xerox has named Thomas Valjak as leading Western Europe Channels and Partners and Danny Molhoek as leading Western Europe Managed Accounts.
