News in the Channel - issue #38

CIRCULAR ECONOMY

technology industry more sustainable while providing a significant value-added service for the end user customer.” Wendi says Xerox equips partners with data-rich tools, turnkey services, training and go-to-market support so they can lead credible sustainability-focused conversations, deliver measurable outcomes and report progress with confidence. “This ensures that partners can help their clients meet their sustainability goals, which in turn supports partner growth through enhanced total customer value and new revenue streams. “When it comes to training and marketing materials, our structured e-learning and certifications help partners speak credibly about sustainability and tie outcomes to customer CSR goals. The new Xerox Sustainability Solutions Specialisation was created for partners that want to better align their offerings to help meet the sustainability needs of their clients. Partner Portal assets, campaign kits, and Email Engine provide co- brandable collateral, landing pages and social content focused on sustainability. “Xerox® MPS Advanced Analytics provides real-time insights and a dedicated Sustainability View to track progress against key environmental KPIs, with its Carbon Lifecycle Emissions dashboard offering clients the carbon footprint related to device manufacturing, transport to installation site, usage, service, and end of life recycling. This is enhanced by the Lexmark CO2mpute Carbon Calculator, which also provides life cycle-based carbon footprint reporting on a device level.” Dan says resellers are in a powerful position as advisors. “They can guide customers toward technologies designed for longevity and lower intervention, while helping to implement strategies that prioritise optimisation and environmental impact over unnecessary upgrades. “Practical steps include championing products built to last, recommending

extended service options, supporting return-and-recycle programmes and exploring refurbished or remanufactured

solutions where appropriate. “They can also recommend

technologies such as Epson’s PaperLab, which allows organisations to recycle used paper on-site using dry fibre technology. This same technology is now being also being explored outside of office environments, including in the fashion industry to support more sustainable textile production. A demonstration of how circular thinking can influence multiple sectors. “Most importantly, resellers can help translate sustainability ambitions into practical operational decisions. Many customers understand the concept of circularity but need help applying it to their infrastructure in a way that balances performance, cost and environmental responsibility.” Opportunities The circular economy presents a range of opportunities for resellers. “Circularity opens the door to more consultative, value-led conversations,” Dan says. “Instead of competing solely on upfront price, resellers can focus on lifecycle cost, energy savings and ESG alignment. “It also creates opportunities for recurring revenue through managed services, maintenance agreements, device refresh planning and optimisation reporting – all of which support customers in embedding circular principles into their operations. By helping customers implement and maintain these strategies, resellers can strengthen long-term partnerships and differentiate themselves in an increasingly competitive market.” Chris says that used devices can have a significant value and by trading them in with TD SYNNEX, customers can achieve best-in-class return rates. “Being able to provide an assurance that equipment will go back into the circular economy

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Everyone benefits from a trade-in – the customer can be sure their old hardware is being fed back into the circular economy, which will help them with their own sustainability goals. They will also realise some end-of- life value from those products, which they can offset against the purchase of new equipment.

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