{"id":71290,"date":"2026-10-22T11:33:00","date_gmt":"2026-10-22T18:33:00","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=71290"},"modified":"2026-10-22T11:34:16","modified_gmt":"2026-10-22T18:34:16","slug":"xerox-global-partner-summit-a-conversation-with-product-mogul-chris-white","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2026\/10\/xerox-global-partner-summit-a-conversation-with-product-mogul-chris-white\/","title":{"rendered":"Xerox Global Partner Summit: A Conversation with Product Mogul Chris White"},"content":{"rendered":"\n
\"\"
Chris White, Xerox<\/figcaption><\/figure><\/div>\n\n\n\n

Last week\u2019s 2026 Xerox Global Partner Summit saw 500-plus dealers and channel friends from more than 70 countries pile into the Grand Hyatt Nashville in the heart of Tennessee\u2019s Music City. The venerable manufacturer rolled out a plethora of speakers during the full-day presentation on Thursday, including Chris White, the senior vice president, office products and print services.<\/p>\n\n\n\n

Prior to the July 2025 acquisition, White had spent his entire imaging technologies career at Lexmark, thus, he had a bird\u2019s-eye view of the integration process. He bears an uncanny resemblance to actor Tony Goldwyn, who plays DA Baxter on Law & Order<\/em>. Thus, it\u2019s only appropriate, as White did justice to Xerox\u2019s product line during his afternoon presentation on Oct. 15 (insert groan).<\/p>\n\n\n\n

As a primer to his talk, White took a break during lunch for a casual conversation with ENX Magazine<\/em>, touching on the Xerox-Lexmark merger and the melding of products and processes that has marked the union.<\/p>\n\n\n\n

ENX: What did you learn about Xerox during the integration process?<\/em><\/p>\n\n\n\n

White:<\/strong> After we announced the acquisition, we started integrating the teams immediately. We were now one team, with one mission and one leader. We knew we had to integrate product plans and technologies. We put it in the hands of the teams. I’ve been impressed by how they came together and started asking each other questions. We didn’t just get an integration; we’re getting innovation out of it. So when you take people who are used to doing the same thing they did for the last decade, and suddenly, you have a peer across the table who’s asking, “Why do you do this? Why do you do it that way?” But it was turning into better answers.<\/p>\n\n\n\n

We gave the teams a mission of “best of” but I thought it was going to be “let’s pick either this one or that one.” But it wasn’t that way at all; it was a combination. That holds all the way down to things like toner particles. I would have expected, coming into this, that we would pick either Lexmark or Xerox formulations. But our going-forward toner formulation is a combination of the two. There were a lot of surprises as we worked through it. But our people speak the same language, and we’ve done business with each other for years. So that was easy. The biggest complexity we’re working through is IT systems and architecture integration. That’s always the tough part. The people, the processes, the stuff we’re doing, I don’t worry about that at all. It’s how quickly can we get the IT part put together.<\/p>\n\n\n\n

ENX: Earlier, it was announced that Xerox has released 35 new products this year, with nine more to come in the fourth quarter. That sounds like a robust schedule!<\/em><\/p>\n\n\n\n

White:<\/strong> It\u2019s been busy, to say the least. When we first looked at the list and started telling everybody what we were releasing, even I was a little overwhelmed. But teams have stood behind it. They’ve executed. But this is going to go on for a while. I’ve been pretty vocal about a 2030 timeline to get all of the product lines and technology integrated. That’s the direction I’ve been giving people since day one. You’re going to see us make incremental progress in bringing all of these things together. We’ve got a four-year journey here to continue.<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

At the time of the merger, <\/em>there were certain projects that were in process or had just been released, like the Lexmark 9 Series. How were they that impacted?<\/em><\/p>\n\n\n\n

White:<\/strong> I was part of the 9 Series from the day-one concept. We needed more access to color pages and revenue. This was the COVID period when a lot of the page pressure was hitting and people were losing revenue. Lexmark mostly lost mono pages, and we had the opportunity to quickly recover that financially by capturing color pages. And A3 was a place where we had never participated in a significant manner. So we made the strategic decision to take technology we thought we could simplify the industry with, and create something way less complex than what our competitors had done, and go after color pages. From day one, the charts sitting in front of the CEO had Xerox’s logo and name on them. We had a vision that, eventually, we could crack the Xerox business with the 9 Series as an OEM partner. Then the acquisition happened. We announced the A3 in 2024, so maybe a year into shipping the 9 Series, we quickly learned about all of the advantages regarding why we needed to start that transition even faster inside Xerox. It is the basis of our future A3 platform. It’s where our investment is going. It lets us de-risk our reliance on others for technology. If you look at it from the outside, it looks like the timing worked up magically, quite frankly.<\/p>\n\n\n\n

ENX: Initially, was there a part of you that felt, oh no, we\u2019ve working on this and that for so long, what\u2019s going to become of it now?<\/em><\/p>\n\n\n\n

White:<\/strong> This is the part I love. We’re pushing forward and putting everybody behind one common objective. We have been rapidly transitioning our sales organization around selling the and the integration of the 9 Series. There are segments of the market where Xerox is strong, like SMB. Lexmark had significant enterprise strength. Adding all of the customer insights has let us make it so much better. We’ve already made well over 100 changes to the 9 Series since the acquisition happened, things we learned from the Xerox presence. It can be minor software setting changes, firmware things or product design items\u2014we\u2019re rolling them all in as engineering changes. It’s actually been helpful to get a better line of sight into the broader market.<\/p>\n\n\n\n

Next time:<\/em><\/strong> White discusses PRINTING United, the magic of Clark Bugg and new customer acquisition.<\/p>\n","protected":false},"excerpt":{"rendered":"

Last week\u2019s 2026 Xerox Global Partner Summit saw 500-plus dealers and channel friends from more than 70 countries pile into the Grand Hyatt Nashville in the heart of Tennessee\u2019s Music City. The venerable manufacturer rolled out a plethora of speakers during the full-day presentation on Thursday, including Chris White, the senior vice president, office products and print services. Prior to the July 2025 acquisition, White had spent his entire imaging technologies career at Lexmark, thus, he had a bird\u2019s-eye view of the integration process. He bears an uncanny resemblance to actor Tony Goldwyn, who plays DA Baxter on Law & Order. Thus, it\u2019s only appropriate, as White did justice to Xerox\u2019s product line during his afternoon presentation on Oct. 15 (insert groan). As a primer to his talk, White took a break during lunch for a casual conversation with ENX Magazine, touching on the Xerox-Lexmark merger and the melding of products and processes that has marked the union. ENX: What did you learn about Xerox during the integration process? White: After we announced the acquisition, we started integrating the teams immediately. We were now one team, with one mission and one leader. We knew we had to integrate product plans and technologies. We put it in the hands of the teams. I’ve been impressed by how they came together and started asking each other questions. We didn’t just get an integration; we’re getting innovation out of it. So when you take people who are used to doing the same thing they did for the last decade, and suddenly, you have a peer across the table who’s asking, “Why do you do this? Why do you do it that way?” But it was turning into better answers. We gave the teams a mission of “best of” but I thought it was going to be “let’s pick either this one or that one.” But it wasn’t that way at all; it was a combination. That holds all the way down to things like toner particles. I would have expected, coming into this, that we would pick either Lexmark or Xerox formulations. But our going-forward toner formulation is a combination of the two. There were a lot of surprises as we worked through it. But our people speak the same language, and we’ve done business with each other for years. So that was easy. The biggest complexity we’re working through is IT systems and architecture integration. That’s always the tough part. The people, the processes, the stuff we’re doing, I don’t worry about that at all. It’s how quickly can we get the IT part put together. ENX: Earlier, it was announced that Xerox has released 35 new products this year, with nine more to come in the fourth quarter. That sounds like a robust schedule! White: It\u2019s been busy, to say the least. When we first looked at the list and started telling everybody what we were releasing, even I was a little overwhelmed. But teams have stood behind it. They’ve executed. But this is going to go on for a while. I’ve been pretty vocal about a 2030 timeline to get all of the product lines and technology integrated. That’s the direction I’ve been giving people since day one. You’re going to see us make incremental progress in bringing all of these things together. We’ve got a four-year journey here to continue. At the time of the merger, there were certain projects that were in process or had just been released, like the Lexmark 9 Series. How were they that impacted? White: I was part of the 9 Series from the day-one concept. We needed more access to color pages and revenue. This was the COVID period when a lot of the page pressure was hitting and people were losing revenue. Lexmark mostly lost mono pages, and we had the opportunity to quickly recover that financially by capturing color pages. And A3 was a place where we had never participated in a significant manner. So we made the strategic decision to take technology we thought we could simplify the industry with, and create something way less complex than what our competitors had done, and go after color pages. From day one, the charts sitting in front of the CEO had Xerox’s logo and name on them. We had a vision that, eventually, we could crack the Xerox business with the 9 Series as an OEM partner. Then the acquisition happened. We announced the A3 in 2024, so maybe a year into shipping the 9 Series, we quickly learned about all of the advantages regarding why we needed to start that transition even faster inside Xerox. It is the basis of our future A3 platform. It’s where our investment is going. It lets us de-risk our reliance on others for technology. If you look at it from the outside, it looks like the timing worked up magically, quite frankly. ENX: Initially, was there a part of you that felt, oh no, we\u2019ve working on this and that for so long, what\u2019s going to become of it now? White: This is the part I love. We’re pushing forward and putting everybody behind one common objective. We have been rapidly transitioning our sales organization around selling the and the integration of the 9 Series. There are segments of the market where Xerox is strong, like SMB. Lexmark had significant enterprise strength. Adding all of the customer insights has let us make it so much better. We’ve already made well over 100 changes to the 9 Series since the acquisition happened, things we learned from the Xerox presence. It can be minor software setting changes, firmware things or product design items\u2014we\u2019re rolling them all in as engineering changes. It’s actually been helpful to get a better line of sight into the broader market. Next time: White discusses PRINTING United, the magic of Clark Bugg and new customer acquisition.<\/p>\n","protected":false},"author":166,"featured_media":71294,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,3187,1638],"tags":[228,362],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/71290"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=71290"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/71290\/revisions"}],"predecessor-version":[{"id":71293,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/71290\/revisions\/71293"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/71294"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=71290"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=71290"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=71290"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}