Fujitsu targets 80% revenue from revamped partner program

Fujitsu has announced the revamping of its SELECT partner program, marking five years of its global channel program. The rejig aims to meet the evolving needs of its channel partners and to support the company’s targets for profitable growth.

Taking changing market dynamics into account and based on a close collaboration with its channel partners, Fujitsu is updating the structure, training offering, and benefits of the SELECT Partner Program. The company is targeting to achieve 80% of product revenue through the channel on global basis.

According to Veerle Limbos, VP, Global Channel Business, Fujitsu: “The Fujitsu SELECT Partner Program is one of the most sophisticated channel partner programs in the industry, as it consistently delivers value based on three key cornerstones: reliable innovation, individual support and commitment to growth. Our new and improved SELECT Partner program is at the core of Fujitsu’s strategy to help channel partners grow their business through a closer relationship with the company, by providing exclusive access to people, resources and training. Mutual growth through the channel is a strategic priority for Fujitsu.”

The SELECT Partner Program now offers two levels of partnership: SELECT Registered and SELECT Expert. Reflecting the stage of an early relationship and investment in building knowledge about Fujitsu offerings, SELECT Registered Partners sell Fujitsu standard products, such as Lifebook and Stylistic client computing devices, etc. Their relationship with Fujitsu will be a basic one, facilitated though Fujitsu distributors. These partners nevertheless have access to the Fujitsu Channel Partner portal, a comprehensive channel tool-kit supporting sales, as well as presales-related information.

By certifying, Fujitsu channel partners can acquire a number of SELECT Expert specializations to achieve added benefits. Fujitsu channel partners may focus on any of the new Expert specializations that range from Mobility Solutions, up to Advanced Server Solutions, or Data Protection. These specializations enable channel partners to differentiate themselves and act as a true trusted advisor to their customers.

Based on the new SELECT Expert specializations, Fujitsu has developed an enhanced training curriculum focused on Sales, Presales and Installation courses for each topic. Offering a unique end-to-end training experience via its SELECT Academy, the company trains its channel partners as it does its own employees.

The Fujitsu training curriculum also recognizes third-party competencies that channel partners have already acquired from technology partners, such as VMWare or Microsoft and even competing vendors. This enables SELECT Registered Partners to fast track to their desired SELECT Expert status.