Fujitsu TS ploughs more cash into channel


Fujitsu TS ploughs more cash into channel

Alex Scroxton

Fujitsu TS boss Michael Keegan has pledged to ramp up the firm's investment in its Channel Acceleration Programme in the coming months, to capitalise on a solid sales performance in recent months, and some lingering uncertainty over the future of rival PC vendors.

The resurgent vendor says it has seen its server sales up by 18 during the second calendar quarter, in a market that declined by 3%. On the PC side, sales were up 28% in a market down 0.6% year-on-year.

It has also launched a business tablet device that it is pitching as a means for the channel to take back control of the BYOD trend.

Speaking to MicroScope, Keegan said that the channel team in the UK had doubled in size, and the number of top level Select partners was up to 60 from 10 at the start of 2011.

"We're starting to see the results coming back from the investment we've already made," he said. "In 2012 we're predicting significant continued growth."

Back in September, Fujitsu TS was one of a number of vendors manoeuvring to take advantage of the uncertainty created by HP around its PSG business, and looking back on the crisis, Keegan said: "Even though the future [of PSG] has been clarified there are still question marks for many partners."

Among the enhancements to be made include a series of upgrades to its online partner portal, and its Fujitsu SmartQuote service, which provides a fast turnaround on special bid requests.

Earlier in the autumn it also appointed Belkin and Ingram Micro veteran Craig Waters to run its own distribution programme, which currently comprises Arrow, C2000, Ingram Micro, Micro-P and Northamber.


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