Xerox Corp is realigning its document processing business into four units, a move the company says will allow it to capitalize on the growing market for digital office equipment. The new business units will be: Industry Solutions Operations, General Markets Operations, Developing Markets Operations and Business Group Operations. The move comes as the company looks to shift more toward an industry-oriented focus rather than one based on geography. The migration will evolve over the next couple of years, the company said, with no significant changes to sales force territories or compensation set for this year. Industry Solutions will provide an industry focus for global customers, offering complete packages including hardware, software and document services. The initial focus will be on four industry segments: financial services, manufacturing, graphic arts and the public sector. ISO will also have responsibility for the direct sales and service organizations in the US, Europe and Canada. The unit will be headed by executive vice president William Buehler. General Markets is designed to build on Xerox’ success in retail and reseller channels, and the investments the company has made in product development and distribution – with an eye toward greater penetration of the general market space, including small office systems, products for networked work group environments and personal/home office products. It will be headed by EVP Anne Mulcahy. Developing Markets looks to take advantage of growth opportunities in emerging markets and countries around the world, covering Latin America, the Middle East, Africa, the Eurasian countries, China, Hong Kong, India and Russia. Senior VP Patrick Martin will head the unit. Business Group, meanwhile, will continue to have responsibility for worldwide manufacturing and supply chain, product development and supplies and will be headed by EVP Allan Dugan. The new structure is designed to hasten the company’s shift toward digital products – which account for about half of its sales – through a sharper focus on specific markets. Xerox insists that the move will have no material financial impact and says there will be no lay-offs.
