Fujitsu streamlines channel

Fujitsu-Siemens is to rationalise its distribution and reseller channel in an attempt to boost flagging sales in the UK.

Fujitsu-Siemens is to rationalise its distribution and reseller channel in an attempt to boost flagging sales in the UK. The vendor will also launch a £1m advertising blitz in the UK and France to increase awareness of its brand among resellers and end-users.

Computer 2000 (C2000) and Logitek have been tipped to lose their distribution rights in the reshuffle, while Ideal Hardware, Northamber, Midwich and Micro P are expected to be retained.

Tony Reilly, head of customer focused marketing at Fujitsu-Siemens, said the vendor will axe distributors. "We will cut the number of distributors to four because we want commitment on both sides," he said.

The company could not say exactly when the changes would be implemented.

The vendor's revised formal reseller accreditation programme should be in place in 18 months. He said Fujitsu-Siemens has begun re-accrediting its current partners. This process should be completed by October, after which the vendor will recruit other VARs.

The company will target three levels of reseller: centre of excellence, systems centre and certified resellers. Centre of excellence partners will be the vendor's authorised service providers. Systems centre partners will have to submit their business plans to Fujitsu-Siemens and reach turnover targets.

Certified resellers will be smaller VARs that sell to SMEs. They will receive quarterly updates and have to attend some seminars.

Reilly said Fujitsu-Siemens is expected to certify only 50 VARs, down from the 200 resellers it has at present, because it wants to ensure they provide a quality service. "We want it to mean something," he said.

Reilly added that the vendor is also looking to rationalise the number of direct agreements it has with resellers. Logitek said it was unaware of the move. C2000 was unavailable for comment.