Channel investments drive successful channel partnerships

Since relaunching our channel SELECT Partner Program in April last year, Fujitsu has invested consistently in its partners. As our current financial year draws to a close, I’d like to share with you some of the highlights.

The SELECT Partner Program now offers a simplified two-level partnership: SELECT Registered and SELECT Expert. Partners can focus on any of the new Expert specializations that range from Mobility Solutions, up to Advanced Server Solutions, or Data Protection. This enables Fujitsu’s partners to differentiate themselves and act as a true trusted advisor to their customers, which is much appreciated by our partners. At a time of ongoing technology industry uncertainty, vendor reliability and trustworthiness becomes ever more important.

Just as important, we established new ways to celebrate the outstanding contributions of our SELECT Partner Program participants from around the EMEIA (Europe, Middle East, India and Africa) region. The Fujitsu Global SELECT Innovation Awards showcased the great work done by our partners to put Fujitsu Human Centric Innovation in Action. To learn more about two of the finalists, take a look at my blog posts on Gruppomega and CSW. This is in addition to the annual Fujitsu SELECT Awards made at Fujitsu Forum in Munich each November.

To make it as quick and easy as possible for customers to find channel partners nearby with just the right expertise to meet their needs, in January 2016 we improved our Reseller Locator. Known end-customer challenges are reflected in Fujitsu’s Expert specializations and – as Fujitsu trains its channel partners in the same way that it trains its employees – Fujitsu is confident that the Reseller Locator matches these customer needs to the best-placed channel partner with the right skillset. This demand-generation tool enables partners to grow their business, and is just one of a wide range of benefits enjoyed by members of Fujitsu’s SELECT Partner program.

Another is the new interactive platform called Fujitsu SELECT Connect. Built into Fujitsu’s Customer Relationship Management (CRM) software, the new platform enables faster, easier and more transparent interaction on a range of deal-winning topics for Fujitsu’s most committed partners and is a major step towards digitalizing the SELECT Partner Program.

For example, partners can now register their deals directly on the CRM platform used by Fujitsu’s own sales people, track the status of the registered deals, and give feedback on the status of approved deals. With the deal registration functionality, Fujitsu is supporting its partners to submit more competitive bids to end customers. Partners also benefit from faster processing of new deals – as the database is held on a single, integrated CRM platform – while processes have been simplified and made more transparent for even greater ease of doing business.

Last but not least, Fujitsu hosted its fifth annual SELECT Circle Symposium in Barcelona on January 20-21, welcoming CEOs and sales leaders from around Europe, Middle East, India and Africa. The program addresses enterprise resellers, value resellers and systems integrators in particular, enabling them to capitalize on data center infrastructure, solutions and cloud opportunities, particularly in the upper midmarket and large enterprise segment.

Fujitsu’s clear and consistent digitalization strategy is a perfect fit for these SELECT Circle partners, enabling them to implement high-end solutions for their customers from a broad and well-differentiated portfolio of products, solutions and services. As ‘partners of choice’ in specific specialist areas, SELECT Circle members can receive co-financing from Fujitsu for targeted lead-generation campaigns – helping both parties to establish and strengthen relationships with customers. The SELECT Circle Symposium is another advantage of membership, where participants are invited to make their views heard in interactive workshops, as well as individual talks with Fujitsu senior management.

With around 80 percent of sales of all Fujitsu products and solutions going through the company’s EMEIA network of channel partners, certified and registered members of the SELECT Partner program are a true extension of the company’s own salesforce. Recognized as one of the best channel partner programs in the industry, the SELECT Partner program consistently delivers value based on three key cornerstones: reliable innovation, individual support, and commitment to growth.

We will shortly take to the road again with the popular Fujitsu World Tour roadshow. With more than 11,000 attendees expected at 22 venues in 18 countries across 6 continents from spring 2016, Fujitsu World Tour gives our channel partners and their customers the unique opportunity to experience Human Centric Innovation at a local city. We look forward to catching up with many of our partners there, and continuing a long and fruitful partnership for mutual growth in the coming financial year!

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