Our Brief

We were appointed by the channel division of Xerox, to engage their team in developing a partnership with the corporate reseller - Specialist Computer Centres (SCC).

Where We Started

At the time of joining - Xerox was an ad-hoc supplier to SCC and had done only small amounts of business with them.

Our Challenge

Although this division of Xerox had excellent products, they were considered a commodity supplier, and not a partner that SCC was interested in engaging with.

We Inspired Breakthrough thinking

JTIC was the catalyst for new thinking. We encouraged and supported the Xerox team to think beyond their current position within SCC, and of what seemed impossible to achieve. We were so excited by the possibilities we imagined!

We Created a NEW Vision & Turned it Into ACTION

W e focused upon bringing Xerox together as one organisation and we aligned it to the business goals of SCC. We created a plan which would take Xerox from ad-hoc supplier - to strategic partner and we shared that with other Xerox Business units, as we inspired and gathered their support. It is difficult to capture within a few words the energy, belief and inspiration of the people involved. Without that, it would have been easy to give up at the many obstacles we faced. It was because we were a united team, with a single vision, that we created the energy to keep pushing forward to reach our goal.

Result

Xerox was appointed strategic print solution partner to SCC and this not only resulted in a win-win business relationship, it astounded major competitors because Xerox had achieved this from such an outside position. This was a breakthrough achievement within Xerox and was used as a template for future partnership solutions.

Conclusion

This case study demonstrates the power of people when they are inspired to go beyond limitations. Vision is nothing, without the desire to turn it into action. The success was ultimately achieved by Xerox Business Units collaborating towards a common goal.

Our Approach "Be creative but don't complicate it, people
have to relate to the
context, to be inspired by it"