Fujitsu Siemens Computers (FSC) is throwing down the gauntlet to its rivals by injecting £1m into its server channel between February and April.
The vendor is hoping the investment – unveiled at its annual partner summit held recently in Basingstoke – will spark a 60 per cent growth in its VAR base within three months, as it takes the fight to Dell, Hewlett-Packard (HP) and IBM. It currently has 1,400 active UK server VARs.
About half of the investment will be ploughed into channel initiatives, including margin incentive schemes, marketing development funds, consultancy support and managed business plans for top partners, according to Joe Duran, server product marketing manager at FSC. A roadshow is also planned for April or May.
“This is a great opportunity for VARs to stem the flow of migration to direct business by other vendors,” Duran said. “This is about increasing the breadth of platforms available to the channel where others are excluding them. We’re really acting as the channel champion here.”
Huw Parry, FSC business development manager at distributor Zycko, said: “This shows FCS’s commitment to the channel at a time when other vendors’ strategies are unclear. Some sell direct and this upsets the channel.”
Probal Sil, business development director at VAR Elyzium, said: “We’re seeing a growth in our server business, in conjunction with IBM. As well as creating leads ourselves, IBM is bringing leads to us. It has also made announcements around additional discounts for the channel.
“2006 was a good year for the server market, so all the vendors are aggressively targeting it.”
Bob Tarzey service director at Quocirca, said: “If it’s going after SMEs resellers, I don’t think FSC will find any lack of focus from IBM or HP.”
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