Fujitsu throws margin behind VAR hotspots

Extra discounts available for resellers who bone up on vendor's desktop virtualisation, mobility and workstation portfolio

Fujitsu will reward partners who become "Experts" on its desktop virtualisation, mobility or workstation kit with an extra four per cent margin and personalised account management resource.

More than 100 UK resellers have qualified as server and storage Expert partners since the accreditation was introduced as part of the firm's Select Partner programme last summer.

Three new Expert categories have now been created, based on where Fujitsu expects market growth to be strongest.

"We have identified desktop virtualisation, mobility and workstations as areas of significant potential," said Craig Parker, head of product marketing at Fujitsu UK and Ireland's Technology Product Group.

"We are putting these additional Select Expert accreditations in place to give our partners a distinct focus and edge in these markets."

The trio of new designations will be supported by partner support programmes, while Fujitsu has already put in place dedicated business development managers for each product area. An extra four per cent margin is also tied to each badge.

Fujitsu is running a series of free workshops in Bracknell and Warrington between now and June to help resellers get up to speed.