Fujitsu boss: Channel "waking up" to merits of our proposition

Ambitious vendor climbs up the UK market share standings

Fujitsu's UK product boss claims the UK channel is finally falling for its charms, pointing to a range of market share stats that signal its progress in the PC and server space.

The vendor says its channel business has almost doubled since it launched its Channel Acceleration Programme last December. As of April, it traded with more than 1,000 resellers.

Uptake of its Primergy servers and Lifebook mobiles has been particularly strong, said Michael Keegan, executive director of Fujitsu UK and Ireland's Technology Product Group.

According to preliminary IDC figures, Fujitsu is now the fifth-largest commercial PC outfit in the UK after its market share more than doubled from 3.3 to 7.3 per cent in Q1 on an annual comparison. Its share of the UK commercial portable sector has risen from 1.5 to seven per cent in the same timeframe.

Meanwhile, sales of its Primergy servers more than doubled in the first three months of the year.

Fujitsu now has more than 60 dedicated channel heads in the UK and has recently introduced a formal deal registration system, free training for SELECT Expert partners and its SmartQuote special bid tool.

Keegan (pictured) said the vendor has either hit or surpassed all its targets for the Channel Acceleration plan.

"The channel has started to wake up to the fact that the Fujitsu value proposition is genuinely different, that it offers them better long-term RoI and more profitable business potential," he added.