Challenge
Xerox North American Solutions Group provides enterprise document production and management solutions. Products span the gamut from small-office printers to high-volume production equipment. Services include outsourced print-center management and on-site installations and repairs. With such expertise, Xerox sought to expand its market presence locally and O’Neill and Associates was well-positioned to help. Xerox retained O’Neill and Associates to create a relationship marketing plan to reintroduce the company to high-level executives throughout Massachusetts thereby expanding its reach and supporting its business development efforts.

Solution
O’Neill and Associates helped Xerox revitalize its relationships with Massachusetts’ larger corporations and develop new business opportunities in the region. Working along side Xerox’s sales management team, O'Neill and Associates identified targets and then leveraged our network of contacts to coordinate introductory meetings with specific prospects. O'Neill and Associates also provided event planning services to help Xerox cultivate relationships with key decision-makers and renew Xerox brand awareness in the region.

Results
O'Neill and Associates worked quickly to facilitate several high-level meetings with executives of prominent companies during Xerox North America President James Firestone’s visit to the Boston region soon after the project began. Additionally, O’Neill and Associates identified key individuals and secured their attendance at a Boston Chamber of Commerce event featuring Xerox Chairman and CEO Anne Mulcahy. Following the event, O’Neill and Associates coordinated a private “VIP” reception in which O’Neill and Associates secured a group of 35 high-level executives within Xerox’s client base and prospect list to meet with Ms. Mulcahy.

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