Fujitsu hails surge in server sales

Several quarters of successive sales growth prompt additional channel investment from vendor

Darren Neath: Sales growth has been driven by increased channel focus

Fujitsu has credited its channel with fuelling growth of its Primergy server range.

The vendor claims its preliminary first-quarter results suggest its server sales will be up by 16 per cent on the same period last year.

This follows on from the publication of figures by the IDC that revealed Fujitsu’s server sales in Q3 and Q4 2009 grew by 17 and 20 per cent, respectively, year-on-year.

Darren Neath, channel director of Fujitsu, said the growth could be attributed to the rise in uptake of its Primergy product range in the enterprise and mid-market, as well as its growing proximity to its channel partners.

He said: “The growth over the last three quarters is a result of the increased focus we have placed on driving sales through resellers during this time.”

To ensure the sales momentum continues, Fujitsu has announced that it plans to increase the amount it invests in sales and marketing initiatives for resellers and increase its channel-focused workforce.

In addition, Neath said the firm has been fielding increasing numbers of enquiries from resellers interested in joining its 120-strong partner network.

This follows on from announcements made by Fujitsu earlier this year that it was looking for more partners to drive sales of its CentricStor 800 back up product.

Neath added: “We have been getting more enquiries of late from resellers who have either caught on to the success we are having or are looking for solutions that will deliver a better value proposition for their customers."