Fujitsu unveils new channel programs to help partners bolster profitability 2 March, 2009 By Vanessa Ho

PromoPipeline Exclusive Channel Promotions Find Out How You Can Make Money Today! ENROLL FREE! >> SaaS Trumps Social Media Mike Dubrall - Gilwell Group How to Evaluate Training William Vanderbilt - Innovative Learning Channels Please join me at the Vendor Channel Management Summit in San Francisco Robert M. Cohen - Integrated mar.com Discount or Payment for Services? William Vanderbilt - Innovative Learning Channels Goal Setting William Vanderbilt - Innovative Learning Channels

"Fujitsu made significant upgrades to the Accelerator Program that appeal to our partners, providing them with the best set of tools and packages in the market to increase their business performance and help raise profitability," stated Matt McManus, vice-president of channel sales at Fujitsu

The new Fujitsu channel programs have been designed to help customers unify resources, reduce ordering complexity, increase their bottom line and minimize risk in this challenging economic climate.

One of the new enhancements include the newly launched Fujitsu Infinity Portal that offers instant access to list (MAP) pricing. The portal features channel program and promotions, deal registration capability and the opportunity to configure Fujitsu mobile and storage products (CTO) for specific needs. The Infinity Portal also grants partners direct access to product presentations and images, Fujitsu logos and guidelines and sales tools such as marketing collateral, training and authorization information.

According to McManus, the Infinity Portal is a combination of three disparate websites that Fujitsu had. One was for deal registration, another for configuration of products and the third for marketing support.

"We combined all those into one portal &one stop shop to improve the efficiency of our VARs," he added.

In addition to the Infinity portal, Fujitsu also launched a MDF program online. McManus explained that prior to launching this program online, partners had to fax and submit things manually from a proof of performance standpoint. The enhanced program offers greater guidance and structure when submitting a proposal for marketing initiatives.

"It basically is streamlining that & and improving efficiency," said McManus.

Fujitsu has also refreshed its ExpressBuy program, providing pre-configured Fujitsu mobile products at a lower price. In addition, Fujitsu now offers a three-year international limited warranty with all current ExpressBuys. The ExpressBuy program streamlines the ordering process by having the most popular configured products in stock and ready for next-day shipment.

As well, Fujitsu announced a new program with GE Capital Solutions where the company will be giving significant financing for VARs through its distribution partners like Tech Data and SYNNEX.

"In this economy, our VARs' end users are slower to paying out so they are taking more time to get dollars back and their cash flow is becoming a challenge so we launched this program with distributors to provide [partners] with 60-day financing terms if they are qualified with GE Capital Solutions," McManus noted.

In addition, the new Demo and Evaluation program offers up to 60 per cent off select storage (SAN and NAS) solutions for first time buys. The program provides partners more efficient access, distribution and management capabilities for improved lead-generation.

"It's helping [VARs] close the window on the time it takes to close sales on storage," said McManus.

Also, Fujitsu has enhanced its lead generation program that was launched on the company's storage products. Fujitsu has outsourced the outbound telemarketing that will provide leads out for partners.

As well, in 2008, Fujitsu grew its partner base by approximately 23 per cent, adding 300 new partners for a total of 1600. In addition, Fujitsu increased its channel influence in targeted verticals, specifically in education, where sales grew more than 80 per cent year over year, and in health care, where sales grew more than 20 per cent year over year.