Fujitsu scans the road ahead

Capobianco: the scanner market continues to show steady growth

Fujitsu has boosted its imaging channel programme for EMEA partners, adding enhancements around the market development fund budget, sales and technical support, incentives, and discounted demo units.

Partners can be certified as Authorised Imaging Distributors, Selected Imaging Enablers, Selected Imaging Bureaus or Qualified Imaging Resellers based on
their reliability, financial stability and vertical expertise.

Enzo Capobianco, channel marketing manager at Fujitsu, indicated the additional investment was about driving scanner sales.

“The scanner market is relatively young, certainly unsaturated, and continues to show steady growth,” he said. “Partners can benefit from flexibility of product, breadth of marketing support, and total commitment to the channel.”

Capobianco said existing partners had seen increased demand. “By sharing expertise and encouraging an ongoing dialogue within the partner community, we believe that members of our channel programme can open up a rich seam of business opportunities as well as boosting long-term customer retention,” he said.

Fujitsu promises to pass on pre-qualified sales leads to partners to help build new customer relationships.

Capobianco said that members may take part in advisory forums and conferences to evaluate new products, discuss market tactics, and consider how to further drive customer confidences.

Fujitsu Imaging Channel Partners will get exclusive access to Fujitsu’s state-of-the-art Collaboration Centre.

Interested resellers can apply at www.imaging-channel-program.com/web/portal/home.

Ron Glaz, digital imaging solutions and services programme director at IDC, said: “As demand for capturing document continues to shift to the point of creation, vendors offering distributed scanning solutions have experienced significant growth in 2008.”

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