Tom Gall is the director of value channel marketing at Xerox and is focused on driving the success of the Xerox channel business through programs, promotions, support and tools.

What is your current state of mind?

Services, services, services—and how to help our partners provide services to their customers. Did I mention services?

What is the greatest challenge you face today?

Second to perfecting my golf swing, my greatest challenge is convincing partners that now is the time to make the leap to managed print services. To be successful, many partners need to make changes to their business moving away from a business model that relies on transactional activity and into one of trusted advisor.

What do you see as your biggest opportunity?

There’s an $8 billion market opportunity in managed print services that’s just waiting for resellers to attack. Xerox’s opportunity is to help resellers unlock this potential with the right tools and training.

What is the quality you like most in a sales manager?

To find and retain talented sales people.

What would you consider your greatest achievement?

Raising 11-year-old twin boys.

If your customers were to describe your company in three words, what would they be?

My customers are my partners. “Partner or Perish”—it’s a mantra issued by our former CEO Anne Mulcahy several years ago and one that we continue to live by.

Managed print services or managed services?

YES!! Naturally, today we have to be specific and say MPS. That said, MPS is just one more service an MSP can provide. Infrastructure such as billing processes and rep compensation allow an MSP to quickly add MPS to their services portfolio.

Where are you investing the most within your company this year?

Xerox is investing in partner mentoring and training as well as field support. We’re working hard to provide our partners the tools and support to establish a managed print services business in as little as 90 days.

What is your greatest concern for this industry?

More than 50 percent of small and mid-sized customers are buying some type of managed services, but less than 5 percent are buying managed print services. The imaging market is going to move to a managed model in a big way and we want to be sure that our partners do not miss out on this opportunity. This is why Xerox has placed such a strong emphasis on MPS; we don’t want our partners to wait too long to start the migration.

How would your employees and co-workers describe you?

Action-oriented, thoughtful, energetic, social, collaborative, interested… and a little demanding. On second thought, maybe driven is a better description.

Who are your favorite writers?

Gary Paulson (great for adventurous kids), Malcolm Gladwell, John Feinstein, Larry Colton.

Which words or phrases do you most overuse?

Services and solutions; easy to say but hard to do.

Why do you hold your current business position today?

I LOVE coming to work every day and working with partners to improve their businesses. When they succeed, I succeed. I also feel that I’m a strong communicator; I enjoy the relationship building that comes with my job!

Do trends exist in this industry?

Absolutely. Customer needs change and to remain successful partners must be nimble and adapt. The market is moving from black-and-white to color and from single-function to multifunction.

Today’s hot trend?

Have I told you about managed print services?

Who is your next hire?

Now that Dunder Mifflin is selling printers, I have my eye on Jim Halpert. I think he would be awesome selling managed print services!

What is your favorite quote?

“The world is changing very fast. Big will not beat small anymore. It will be the fast beating the slow.”—Rupert Murdoch

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