Xerox Picks Clayton-Hine to Lead Marketing

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After serving as head of global channel marketing at CA Technologies for more than two years, Toni Clayton-Hine is moving on to Xerox to oversee channel marketing and value proposition. Her appointment is part of a wider initiative to strengthen Xerox’s channel operations.

toni_clayton_hineToni Clayton-Hine, one of the more recognizable and dynamic marketing executives in the channel, is pulling up stakes at CA Technologies Inc. to assume a new role as head global marketing and value proposition at Xerox Corp.’s Channel Partner Operations.

Sources tell Channelnomics that Clayton-Hine reported to Xerox early this week. No official announcement has been made, but Clayton-Hine has updated her LinkedIn profile.

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In her new role, Clayton-Hine will be responsible for identifying and fulfilling Xerox partner needs for expanding market share, increasing Xerox brand awareness and value in the channel and growing channel market share. She will also oversee channel communications. She will report directly to Douraid Zaghouani, president of channel partner operations at Xerox.

Clayton-Hine’s arrival at Xerox comes at the company best known for its photocopiers, document workstations and printers is transforming into a cloud computing and professional services vendor. Over the last five years, Xerox has acquired or developed an impressive array of enterprise IT capabilities and cloud resources that put it in position to compete with the likes of IBM Corp., Hewlett-Packard Co. and Dell Inc. Nearly two-thirds of Xerox’s revenue comes from non-printer products and services.

While Xerox has done a tremendous job transforming its products and services, as well as its revenue mix, those changes haven’t fully translated out to its channel. Xerox is pushing managed print services to its SMB and enterprise partners, but the IT services haven’t fully translated into the channel network.

Since 2010, Clayton-Hine has served in various capacities at CA Technologies. She started as vice president of worldwide marketing for the data management and recovery business unit. Most recently, she’s been the vice president of global partner marketing, in which she oversaw indirect channel programs, partner experiences, communications and demand generation activities.

Clayton-Hine is widely known for her time at UBM’s channel unit, where she was instrumental in the creation and development of the Institute for Partner Education and Development (IPED). She developed the “Channel Masters” program, which has trained scores of channel chiefs and managers.

No word on who will succeed Clayton-Hine at CA. CA Technologies is also undergoing significant changes under the direction of new CEO Michael Gregoire. While many are expecting organizational and leadership changes at CA, it’s unlikely Clayton-Hine’s departure is part of the restructuring.

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