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23 Mar 2009
Fujitsu Siemens Computers’ (FSC) new UK channel head has reassured partners that they will notice no difference when the company changes its name to Fujitsu next month.
Last year, Fujitsu bought FSC outright from its German partner Siemens for about €450m. The company is set to be rebranded to Fujitsu on 1 April.
Gary Fowle, who took the channel reins from Ian Newall last month, poured scorn on rumours that the vendor was switching its focus to higher-end products.
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“There has been a lot of speculation about what the new Fujitsu will do, but most of that has been the competition using the name change to make mischief,” he said.
“We have written to our channel partners informing them that our portfolio will not change and we will still be a manufacturer of IT products. Our portfolio goes from mobile, through to storage and right up to x86 server infrastructure.”
He said that part of his remit will be to move partners higher up Fujitsu’s product stack, while not losing focus on the firm’s mobility and desktop offerings. In addition part of his plans include growing reseller numbers by between 30 and 40 per cent over the coming year.
Fowle is also planning to double the size of the partner account management team. At the same time he intends to strengthen channel pre- and post-sales support.
He added that FSC is also keen to get partners more involved in its Dymanic Infrastructures framework, which is split into four units: infrastructure products, infrastructure solutions, managed infrastructure and infrastructure-as-a-service.
FSC currently partners with five UK distributors, Computer 2000, ETC, Ingram Micro, Micro Peripherals and Northamber, but Fowle was reluctant to discuss whether or not this is under review.
Partners welcomed more communication from the vendor. Stuart Fenton, EMEA president of Insight, said: “We would welcome a stronger channel focus from FSC and a product line up that addresses all segments in a competitive fashion.”
Stewart Hayward, commercial director of WStore, said: “There has been a lot of uncertainty over the past six months about the direction in which FSC was headed.
“There has been a lack of formal statements from the vendor, which has been frustrating for partners and has probably cost it a few customers. However, FSC is still a very strong partner for us.”
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