Fujitsu is enhancing its SELECT channel program and investing more than 1 million Euros to empower partners to better address end customers’ evolving digitalization needs. The changes give channel partners access to new areas of the Fujitsu portfolio centered on the company’s key strategic focus area of integrated systems and solutions around the Internet of Things (IoT), Artificial Intelligence/Big Data Analytics, Cloud, and Cybersecurity. Combined with a dedicated training and certification program, this move is designed to open up new business opportunities for Fujitsu’s channel partners and help them support their customers on their journey into the digital future.
Enhancements to the SELECT partner program include an improved rebate structure for SELECT Experts and SELECT Circle members, to better recognize partners who have particular expertise in, and a particular focus on, strategic areas of digitalization and digital transformation. In line with this, the set of new training courses and certifications encourages partners to become SELECT Experts in specialist, customer-centric areas such as integrated systems, high performance computing, virtual client computing, mobility solutions, and data protection. Partners will also be assisted by increased numbers of integrated solutions specialists offering one-to-one business support to help them win customer opportunities.
Fujitsu is investing more than 1 million Euros in new online tools for the channel, as part of the drive to simplify access to the partner program, resources and benefits, including special price requests, deal registration, and lead handling. These tools will be available from April 2017.
Dave Hazard, VP Sales Operations and Channel at Fujitsu EMEIA, says: “As a channel-centric organization, we have listened to our channel partner’s needs. As a result, we are making a significant investment to enhance our SELECT program, so our partners are better able to succeed as they adapt to the challenges of digitalization. Clearly, IT is becoming more complex and we’d like to help our partners bridge the gap in the development of necessary skills.”
Hazard adds: “Many customers are migrating to integrated systems, which combine server, network, storage and software resources in a single solution. Understanding new technologies including hybrid IT, hyper-converged systems and the cloud, and having the right competencies in areas such as Security, Big Data analytics and IoT are therefore essential for channel partners in being a trusted advisor to the customer. This is why we put such a focus on skills and training in line with the key digitalization topics. A solution-led approach backed by a solid understanding of new technologies will help our partners become more relevant to their customers, and ultimately drive better business and profitability for them.”
