Xerox and IBM
Strengthen Document
Management in the
Networked Enterprise
Xerox Document Centre 
family to Link with IBM’s
Lotus Domino Software
In his remarks at the opening of
the Xerox Knowledge Sharing Centre at 
245 Park Ave., Xerox President and 
Chief Operating Officer, 
G. Richard Thoman
announced a major new 
initiative between Xerox 
and IBM that will strengthen
document management in
the enterprise.
The announcement
builds on a rich history of collaboration
between the two companies. It expands 
the value customers have come to expect
from two of the industry’s flagship solutions, 
the Xerox Document Centre family
and Lotus Domino webserver software,
which is developed by IBM subsidiary Lotus 
Development Corp.
“When I came to Xerox 15 months ago
from IBM, it didn’t take long to see how 
the complementary strengths of our two 
companies could be applied to address 
the problem of sharing knowledge in the 
mainstream office,” said Thoman. “I am
delighted to announce that Xerox, IBM and
Lotus are teaming to help customers more
effectively manage information in the networked 
world.”
“As we began to network our Document
Centre products, we saw coming to life the
promise of the intelligent digital office 
product,” he continued. “It’s grown into a
document portal -- easily moving between,
and serving, both the paper and digital
worlds.” 
Under the new relationship, the companies 
will enable Document Centre devices 
to link with the Lotus Domino infrastructure
and the Lotus Domino.Doc document 
management and workflow product. This
will provide customers with an integrated
solution that bridges the paper and 
electronic worlds, enabling office users --
whether on-site or remote -- to quickly 
and easily access any documents they need
from anywhere, at any time. 
The solution, which will be available 
initially to customers in North America 
and Europe, will include support of the
Salutation Consortium’s Salutation
Architecture. The Salutation Architecture –
industry standard middleware for enabling
computers and office devices to communicate 
– is supported by both IBM and Xerox.
The companies are also planning collaborative 
marketing programs based on the new
solution.
Since the beginning of September, New
York was wondering what was happening at
245 Park Ave. China silks with a large red X
were hung in all the windows, but no one
could see inside. 
On the 10th of September, the China
silks dropped. The doors opened. New York
dignitaries along with the chief executive
officer of Xerox Corporation addressed
those who arrived for the event. And when
they all went inside, they found most of 
the first floor had been transformed into a
working, interactive exhibit on knowledge
sharing. 
Xerox Chairman and CEO Paul A. Allaire
christened the high-tech
showcase the Xerox
Knowledge Sharing Centre,
and traced its roots back to
the invention of xerography
by Chester Carlson, nearly 
60 years ago. 
“Over the past 30 years
of my career, I’ve been a part of Chester
Carlson’s legacy, and I’ve had the opportunity 
to be a steward of one of the world’s
most inventive companies, with one of the
world’s most powerful brand names,” said
Allaire.
“Today Xerox is committing to a strategy
that transforms its core business, completes
the transition to digital, and leads our industry 
in a new direction – rediscovering and
reinventing the way people share what they
know,” he continued. 
Allaire promised attendees that throughout 
the day Xerox would outline its vision 
of sharing knowledge through documents 
in a digital and connected age that will 
characterize the 21st Century.
Inside the building, guides ushered
guests into a series of talks and dramatizations 
that illustrated and elaborated on a full
range of knowledge-sharing solutions for
various kinds of enterprises. It was a twoday 
event entirely devoted to a new way of
working, where the sharing of knowledge
becomes the key to economic growth. 
Showcasing a new strategy.
For this event, Xerox invited analysts,
customers, CEOs, reporters, and consultants
into what was essentially a showcase for
how to create new and faster traffic patterns
for the flow of knowledge throughout an
enterprise. Xerox conducted demonstrations, 
put on performances, and gave
speeches – organizing a highly structured
and purposeful event to help people visualize 
new business solutions. The products
Xerox demonstrated were impressive –
everything from new Document Centre 
multifunction devices to software for managing 
the portal between paper and digital
documentation. For people who wanted to
work on immediate solutions to immediate
problems, the show was a feast. 
Yet no single, new product alone was as
remarkable as the company’s total vision of
a new way of doing work.
Xerox believes knowledge
sharing drives business. 
If you stand back and take in the whole
picture of what these new products represent, 
you can anticipate a new horizon in
knowledge-sharing systems from Xerox.
These systems integrate seamlessly into a
standard suite of information technology – a
company’s existing mainframe systems and
client-server networks and desktop 
PCs and intranet firewalls and World Wide
Web sites. That horizon is visible in the
knowledge-sharing solutions Xerox has put
in place for many of its customers: which,
essentially, enables them to gain far greater
value from knowledge at a lower and lower
cost. 
The company’s recent results prove it’s
exactly the right thing to do: to anticipate
and help drive the shift toward a new way of
putting documents to work. It’s a comprehensive 
change, a crucial turning point – 
for both Xerox and its customers.
With the same products that enable
Xerox to help customers take care of 
business now – doing copying and printing
in their traditional workflow patterns – the
company is laying the groundwork to help
these customers take advantage of new
opportunities in the not-so-distant future.
For Xerox, and for its customers, the future
is an opportunity to enter a new world of
knowledge-sharing which Xerox, and
others,are now in the process of re-inventing. 
Xerox Showcases More
Than 20 New Products 
at Park Avenue Event
While the big message focused on new
ways for organizations to share knowledge,
including a new strategic alliance with
Lotus, Xerox supported that message with
a wide array of new products.
Together with new software solutions
that facilitate the sharing, distribution and
production of documents in all forms –
digital, paper, black and white, and color –
plus Xerox professional services, consulting
and outsourcing, the company is poised
with an impressive portfolio of knowledgesharing 
offerings that span the enterprise.
From networked color inkjet and blackand-white 
laser printers to new Document
Centre systems, Xerox signaled their intent
to intensify the battle with Hewlett-Packard
in the office. (see p. 6)
New DocuPrint color laser printers and
DocuColor copier-printers fill strategic gaps
in the Xerox color solutions spectrum –
offering customers the widest array of 
choices in price point, capabilities, and 
distribution. (see p. 4)
In the production environment, Xerox
unveiled two new solutions, the DocuPrint
65 and DocuTech 65, designed to bring the
power of digital printing – the ability to
personalize and customize printed materials
and print them on demand – to customers
with lower-volume requirements, and/or
space and budget constraints. (see p. 8) 
Of course, the goal isn’t necessarily to
have the biggest product portfolio.
According to Mr. Thoman, “More and more
organizations are looking for a vendor that
functions as a strategic partner. One that can
assess, advise and then implement cohesive,
integrated solutions across the enterprise.
When it comes to sharing knowledge in
the form of documents, no one can provide
more expertise, technology, service and
support than Xerox.” 
Through Documents
The Knowledge
Age Has Arrived
Knowledge – The New 
Business Imperative. . . . . . . . . . . . p. 2
Inventing the Future – 
Xerox New Enterprises . . . . . . . . . . p. 3
Color Means Business . . . . . . . . . . p. 4
Digital Solutions for SOHO . . . . . . p. 5
Xerox in the 
Networked Office . . . . . . . . . . . . . . pp. 6-7
Marketing One-to-One with 
Digital Production Printing. . . . . . pp. 8-9
Industry-Focused Document 
Services and Solutions . . . . . . . . . . p. 10
The Brand of Choice for Supplies . p. 11
The Document Solutions Gallery. . pp. 12-15
What’s
Inside
SPECIAL EVENT EDITION
G. Richard Thoman
Xerox President and COO
Paul A. Allaire
Xerox Chairman and CEO
©1998 Xerox Corporation. XEROX®, The Document Company®, the stylized X, and all Xerox product
names and numbers mentioned in this publication are trademarks of XEROX CORPORATION.
Trademarks of other companies mentioned in this publication are hereby recognized and acknowledged.
Most businesses have spent the 1990s
getting themselves in shape for a new style
of competition -- one that’s played across a
global field, where the players, the opponents, 
the equipment, the information, even
the rules, move and change at breathtaking
speed.
These companies have adopted quality.
They’ve re-engineered. They’ve downsized.
They’ve increased their time to market and
lowered their costs of producing, distributing 
and selling their products and services.
They’ve become lean and mean.
Success in the 21st century will be built
upon these achievements, but the companies 
that stand out will do so on the
strength of something else: knowledge.
The Strategic Importance of
Knowledge
At Xerox, we’ve been observing and
investing in knowledge, especially knowledge 
sharing, seeing beyond its current
hype as a fashionable management trend
and into its major strategic importance. In
fact, we see knowledge sharing as a business
imperative for the new century.
We’ve made long-term investments in
knowledge-sharing tools, technologies,
processes and services based on decades of
experience as a company in the information
sharing and distribution business -- one that
has always stressed the marriage of innovative 
technology to an understanding of
work practices and work cultures. 
Why? Because creating systematic ways
to share existing knowledge will make the
biggest initial contribution to knowledgeworker 
productivity, competitiveness and
growth. Much of companies’ existing knowledge 
is ripe for sharing and a good portion
of the technological infrastructure is in
place for people to share it – if they have the
proper environment and tools to do so. 
A study conducted by Delphi Consulting Group indicated
that only 12 percent of the organizational knowledge in
any one company is in some sort of knowledge base where
it can be accessed by others who need it. And 42% is 
experience and knowhow trapped inside the minds of 
the employees. Yet another 46 percent lies in paper and 
electronic documents, which can and should be made
available for sharing. 
Documents: the DNA of
Knowledge
Documents are the most pervasive vehicle 
that people use to share knowledge with
each other. The strategic importance of documents 
is so high, that we have staked our
company’s strategy on them.
The knowledge that’s embedded in documents 
represents what a company knows
but, to date, has had difficulty sharing,
growing or putting into action. Capturing
this knowledge and making it widely 
accessible is the low-hanging fruit in the
knowledge-management process.
Using today’s technology and networks,
we can make this knowledge shareable, 
but doing it properly requires a unique
approach that couples technology with a
cultural or sociological awareness – and
puts the ultimate importance on the value
and contribution of people. Thus, managing 
for knowledge requires a different
approach than that used for managing information; 
it needs a strong human dimension.
We’ve recognized that the gulfs and barriers 
between paper and digital documents
represent serious inhibitors to knowledge
sharing. So, too, does a natural human
resistance to sharing valuable knowledge in
traditional business environments – where
knowledge is power and hoarding is common 
practice.
For these reasons, we’ve invested in
products that bridge the paper and digital
worlds of documents; in software that
makes it easy for people to view, find and
share knowledge in digital form; and in services 
that help clients address both the technological 
and cultural aspects of knowledge
sharing.
We’ve tested our ideas and new products 
on ourselves, and have been steadily
engaging the market with them.
Knowledge Sharing at Xerox
Within Xerox, we’ve established 
two very successful knowledge-sharing 
environments. One involves DocuShare,
which evolved from a grass-roots 
collaborative work space into a software
product that we now offer customers.
DocuShare uses the intranet to store and
share electronic files; more than 25,000
Xerox people currently use it and it’s the
heart of knowledge-sharing environments
for many Xerox customers.
Another successful knowledge-sharing
system at Xerox, called Eureka, was developed 
in partnership with our technologists
and anthropologists at the Xerox Palo Alto
Research Center (PARC) in California. It
leverages social systems and community
computing to give Xerox service technicians
the ability – along with an incentive and a
process – to share machine-repair tips with
each other. In France, where we began the
project, technicians now use Eureka to
access 5,000 tips a month. Eureka has contributed 
to a five-percent drop in parts
usage and labor costs in Xerox France since
the system was installed in 1995.
Meanwhile, Xerox has added new
knowledge-sharing initiatives to our R&D
agenda. Knowledge is one of five main
research themes at PARC, for example, 
crossing several technological, scientific 
and sociological disciplines under the name
Knowledge Ecologies.
Knowledge sharing is the focus of the
Xerox European Research Centre in
Grenoble, France. There, researchers are
developing tools that help organizations
exploit and mine existing knowledge bases,
map communities of experts, and share
knowledge and best practices. Pilot versions
of Grenoble-developed software to support
“push” and “pull” methods of sharing
knowledge are in some customer sites in
Europe; they’ll reach the general market
soon. 
Some technologies developed at PARC,
Grenoble and in other Xerox laboratories
are available today from the Xerox New
Enterprise Companies.
Xerox and Knowledge: 
A Long-Term Commitment
To stay in touch with the knowledgemanagement 
movement as it evolves, Xerox
has assembled a panel of more than 100
knowledge managers in large organizations
in eight countries. We survey them several
times a year to understand their needs, to
track their successes and failures, and to
help them be more effective in their work.
And to remain at the forefront of academic 
thinking on the subject, Xerox and Fuji
Xerox recently created a first-of-its-kind 
professorship in knowledge at the
University of California in Berkeley.
Our commitment to knowledge is a
deep one and covers many fronts. But
what’s common to all of our efforts is that
they are designed to help our customers, as
well as ourselves, use technology and workplace 
understanding to generate and share
knowledge, and compete more effectively
in the century to come.
DocuShare
and
Document
Centre 
Bring Paper
and Digital
Worlds
Together
Anyone who has tried to work on a 
distributed team with remote contributors
knows how difficult it is to share information 
and build knowledge. The team often
works with numerous documents in both
paper and electronic formats and relies on a
variety of technologies such as email, physical 
mail, faxes and file drawers to distribute
them among the group. Invariably, someone 
doesn’t get the message: they didn’t get
the email, they have the wrong version,
they can’t read the fax, they don’t have
access to the file drawer. The Document
Company, Xerox now offers a way to easily
share knowledge, from both digital and
paper sources, across an entire organization
with a product called DocuShare.
DocuShare is a web-based software tool
for sharing knowledge. It is unique in that it
is specifically designed for the web rather
than adapted to it, and in that most of its
capabilities do not need to be centrally
administered. Its web-based design allows
people to easily use their existing web
browsers to store, organize, protect, access
and manage their documents with no client
software distribution and minimal training.
Its ability to be community maintained gives
teams tremendous flexibility and agility in
how they organize and control access to
knowledge collections. Not only can all 
team members share documents, they can
also add new members to the team by simply 
adding them to a group list and sending
them a URL. All this can be done immediately
; without waiting for a system 
administrator, without shipping and
installing client software, and without
lengthy learning curves.
The newest version, DocuShare 1.5SE,
now links with the scanning capabilities of
the Document Centre multifunction
machines to let groups share paper as well
as electronic documents. Now all the documents 
a team needs to use can be shared
across the web, in the same folder, with the
appropriate access permissions, and with
version control. Perhaps now, everyone
really will be on the same page.
46%       42%
12%
Corporate Knowledge: Untapped Reservoirs 
2 
You Need to Know What you
Paper & Electronic 
Documents
Electronic Knowledge Base
Employee Experience & 
Knowhow
Knowledge Sharing: 
Business Imperative 
for a New Century
Exciting things happen when visionary
solutions combine with technological and
financial resources. 
That’s essentially the driving force
behind Xerox New Enterprises (XNE), a
group of start-up technology firms who
operate independently of Xerox Corporation, 
even though Xerox owns a controlling
share of stock in each of the companies. 
These independent companies have
privileged access to Xerox Corporate
research, engineering, professional services
and support, brand equity, and global 
marketing as well as ready access to muchneeded 
capital, through Xerox’ purchase 
of stock — resources unavailable to most 
software start-ups. 
Tapping into the Knowledge
Base: Inxight Software
Software from Inxight provides millions
of Internet users improved access to knowledge 
on the World Wide Web. Inxight’s
LinguistX™ Platform relies on a class of
information it calls “meta data” to enable
the software to find, summarize and deliver
precise types of information in global
searches of large databases, such as the
World Wide Web. 
In essence, software that identifies and
displays “meta data” can offer a thumbnail
profile, a mini-picture of any document
located by a search engine, speeding up the
process of getting and using the most pertinent 
information in a data search. 
Inxight licenses the use of its software
components to application developers and
Internet services providers such as:
Infoseek, Microsoft, VIT, Excite, Inktomi and
Verity. Yet the software is also being used
within corporations that want to get the
most from their existing digital knowledge
base through data mining. Online news
providers also use the software to display,
for customers, instant summaries of selected 
news reports. 
Compaq’s Alta Vista Discovery, an
Internet and desktop search product, uses
Inxight software to deliver web-page 
documents, as well as documents on a 
computer desktop, with summaries
attached to each document. 
Because it can find and assess the 
relevance of information in an organization’s 
digital document library, it’s easy 
to see how Inxight Software plays an 
integral role supporting Xerox’ move into
knowledge sharing. 
Integrating Business
Processes, Sharing
Knowledge: InConcert
Before deregulation, telecommunications 
companies concentrated their efforts
on the technical side of their product offerings, 
making certain that the network that
provides the “dial tone” to customers was
capable of handling any and all requests for
service. However, in the new, deregulated
and highly competitive marketplace, the
greatest concern is now customer acquisition 
and retention. Unfortunately, the IT 
systems of this highly complex and technical
industry were not aligned with these new
corporate objectives. Instead of having the
ability to share information across departmental 
boundaries, each department acted
as an “island of information.”
Teoss™, from InConcert, Inc™, an XNE
company, integrates these islands of information 
by linking and streamlining the 
business processes that cross departmental
boundaries. The ability to have an integrated 
IT infrastructure helps telecommunications 
companies communicate throughout
the entire organization, run their business
more competitively, bring products to 
market faster and increase customer 
satisfaction.
Ignited by the company’s transition in
1996 from a division of the Xerox Corporation 
to an independent, Xerox New
Enterprise company, InConcert has dedicated 
itself to solving the complex, high-value,
mission-critical processes that support the
knowledge worker. “Our customers are
growth-oriented, Fortune 500 companies
that demand excellence in the processes
that are critical to meeting their business
goals and objectives. We provide them with
a means to achieve their goals with a solution 
that is robust, adaptable, and scalable,”
said Jeremy Davis, President and CEO,
InConcert, Inc. 
Keys to the Vault: 
Chrystal Software
Chrystal Software, 
formerly XSoft, specializes
in content management, 
enabling organizations to leverage the 
content within high-value documents for
real business benefits. The company offers
two primary products: Astoria, a flexible,
extensible, industrial-strength component
system for mixed-format environments,
including XML, SGML, and other graphic
and text files; and Canterbury, the ideal
solution for managing Adobe®
FrameMaker® documents.
Astoria is content management
client/server software for companies that
produce technical documentation and other
types of business-critical publications.
Unlike conventional document management 
systems, Astoria can deconstruct 
document files into their component parts
(paragraphs, footnotes, captions, part numbers, 
etc.) and manage these independently.
Documents that have a predictable structure, 
such as user documentation, training
materials, and technical specifications, 
easily can be turned into a library of
reusable pieces. For high-value, long-lived
documents with a potential for reuse,
Astoria can add significant value.
Canterbury is an out-of-the-box product
that manages Adobe FrameMaker documents 
at the component level. FrameMaker
users need only to import existing 
documents into the repository to immediately 
transform their work group to a 
collaborative authoring enterprise. This
new, advanced technology extends
FrameMaker’s functionality, allowing 
publishing organizations to better store and
manage the components of information that
comprise FrameMaker documents.
DocuShare
Changes the Way
Businesses Work
The flexibility and affordability of the
DocuShare web-based knowledge-sharing
product enables a wide range of businesses
to utilize its capabilities in a number of 
creative and innovative ways.
Xerox was its first user. DocuShare was
initially developed at the Xerox Wilson
Center for Research as an internal solution
for the need to share critical and timesensitive 
information. It has been quickly
adopted by other workgroups including
marketing, sales, research and development.
Today there are over 25,000 enthusiastic
internal Xerox users.
The Wayne-Finger Lakes BOCES, an 
education cooperative in upstate New York,
is deploying DocuShare throughout the
organization for a variety of uses.
“DocuShare represents a breakthrough 
technology for us and the 47 school districts
and 80,000 students we serve throughout
our educational technology division.” says
John McCabe, Assistant Superintendent for
Curriculum and Technology. “ The beauty of
DocuShare is in its simplicity and the
amount of control and creativity it puts in
the hands of the user. This combination is
making technology users of staff members
who before have not been able to find purpose 
in other more glitzy, buy unwieldy
technologies.”
Canada Communication Group, Inc., an
integrated communications company from
Hull, Quebec is using DocuShare to share
knowledge between their 70 locations and
numerous home offices throughout Canada.
“Having bulletins across the country weekly,
sharing on a daily basis and being on-line
five minutes after you have authored a document,” 
says Michael Monette, Vice
President of Strategic Planning and
Development, “has a major impact on the
company.”
Government agencies, universities and
others have also found unique and valuable
uses for this technology which allows all
forms of documents to be shared quickly,
and easily over the web.
The Best of Both
Worlds: Xerox New
Enterprises (XNE)
3