Fujitsu hails triple-digit growth as it eyes rivals' VARs

UK channel business rockets in Q1 as it claims HP, Dell and IBM partners are defecting to Fujitsu

Fujitsu has hailed up to triple-digit year-on-year growth in some of its UK channel divisions as it claims to have pinched market share from larger rivals.

For the three months to 31 June, Fujitsu's ultrabook and workstation businesses grew the most, rocketing 100 per cent and 180 per cent respectively, followed by its tablet business, which swelled annually by a half. Sales of notebooks and storage at the vendor were up 34 per cent and 35 per cent year on year, with its server arm jumping by a quarter over the same period.

Michael Keegan (pictured), executive director of Fujitsu's Technology Product Group in the UK and Ireland, said the firm's channel is on the up.

"The message from us to resellers is that the channel business continues to grow," he said. "We are a much smaller player than the traditional big American brands but our channel programme is gaining momentum. We are very happy with the increasing list of big resellers we're doing business with, it is helping to propel our growth."

The ratio between the size of Fuitsu's UK channel business and its direct arm is two to one, but Keegan said he is always looking to grow the channel business and that the "sky is the limit" on how much business the firm can transact with the channel in the future.

The ailing PC market experienced its worst quarter ever earlier this year, but Keegan added that the industry giants bear the brunt of the declines.

"We have between two and five per cent market share, and we are successfully growing [that]," he said. "When you report [PC market] figures which are declining overall, the ones who are hurt the most are those with the biggest market share.

"Our growth is at the expense of other brands as people look for other choices. In the UK market, if you go back three years, Fujitsu was not showing up to channel fights.

"Now we are showing up and have something to say - we have good technology and channel incentive programmes [and] we are winning more business. In a market which is very tough, we continue to exhibit good growth."