Fujitsu concedes services conflict at the high-end


Fujitsu concedes services conflict at the high-end

Microscope contributor

The new Fujitsu may be on a collision course with corporate enterprise partners that are building services businesses but has insisted the "vast majority" of resellers will not compete with its integration arm.

On 1 April, the Japanese firm bought Siemens' 50% stake in the joint venture to create Fujitsu Technology Solutions (FTS) and the plan is to align the business with Fujitsu Services to go to market under one banner. 

Gary Fowle, channel sales and marketing director at Fujitsu, agreed there could be instances in the corporate space where it competed with large partners but believed this would not concern resellers in the SME market.

"If we are talking about enterprise managed services then yes if a partner is actively trying to build sales in that space we could compete with them but the vast majority of our resellers do not operate there," he told MicroScope.

Fujitsu Siemens, now FTS, has already caused some upset among larger partners when it acquired Siemens Business Services in 2006 which sells professional services and has found itself in competition with Computacenter and SCC.

Mike Norris chief executive at Computacenter, said Fujitsu Services was a "good competitor" and closer alignment between businesses could be a concern, "not a big concern but a concern".

FTS remains "determined" to have a partner led product business with the majority of sales going through the channel said Fowle - save for some enterprise server business - and would continue to resell professional services with partners.

"Some services are sold direct in the large enterprise but we will still provide services through our channel partners, typically at SME level," said Fowle.

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