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14 Dec 2009
Fujitsu is ploughing more resources into its channel-facing team as it looks to double its share of the UK server market through partners and steal a march on rivals such as Dell.
The vendor is in the process of recruiting a new direct-touch sales team and also a further three staff for its channel-focused business development team.
Darren Neath, who took over as channel director from Gary Fowle earlier this year, said Fujitsu is also looking to double the size of its UK reseller base to achieve its growth plans, primarily in the SME and mid-market sectors.
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"It has been a big change for us in the UK since we became Fujitsu, and we have waited for the dust to settle and for Fujitsu to put in the investment," he said.
"Fujitsu is positive about its channel business in the UK. We are investing heavily in customer delivery, but also in making it financially beneficial for our resellers."
The vendor works with 80 UK partners under its Select channel programme and
is planning a range of initiatives to tempt new VARs, including telemarketing
campaigns, extra rebates for resellers selling both Fujitsu servers and storage,
and also an eight-hour SLA pledge to deliver special bids.
"Fujitsu is a real alternative vendor in this space and we can help resellers differentiate themselves and grow their business despite the economic background," Neath said.
Adele Wilkinson, partner manager at VAR Probrand, said it had enjoyed a successful partnership with Fujitsu.
"Fujitsu is always willing to engage with us, not just at an account manager level, but at senior level," she said. "It is good at getting messaging out to end users. If it increases its engagement with the channel and end users, it is good for everyone."
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