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We are pleased to be Champions …

EMEA Leadership Matrix

Yesterday, leading channel analyst firm Canalys published its latest EMEA Leadership Matrix, naming Fujitsu in the “Champions” category. I would like to thank all our loyal partners for their vote of confidence which places us ahead of most of the industry’s best-known IT businesses based on both momentum and in a ten-point benchmark.

This is tremendous news and a real testament to the hard work that the Fujitsu channel team has put in to ensure that our SELECT Partner Program provides the support our partners need to thrive. After all, as a channel-focused company, Fujitsu can only succeed if our partners are successful.

This is also a recognition of the transformation that our channel partners themselves have undertaken. The last few years have seen traditional channel revenues decline – but this is no time for losers: our SELECT partners have responded by reinventing themselves and transitioning to become trusted advisors to their customers. We believe that we have built the best high-value channel ecosystem in the industry.

And that’s why this accolade means so much to us – the scoring for the quadrant is based on direct feedback from partners who benchmark vendors based on ten areas of channel management1. We are immensely proud that our SELECT partners have given us this endorsement and continue to put their faith in us.

Being placed in the Champions segment is also an acknowledgement of our ongoing investment in our partners’ profitability, training, tools and engagement. And in fact, we have constructed our SELECT Partner Program to ensure that we can continue to support our channel effectively as our partners evolve, enabling them to establish new business models and ways of working.

We’ve done this by providing access to the latest products and services, supported by extensive training. We not only provide our channel with the same technical and pre-sales training we offer our staff, but we are also helping them deliver business-focused sales pitches to address their customers changing needs. In fact, the Canalys report highlighted that our Select Circle partner program has ‘proved successful in supporting its most skilled partners to develop high-value solutions, irrespective of their size’.

Another key factor in the rating we received was the fact that we are constantly reevaluating and enhancing our SELECT Program – the resulting momentum was also recognized in the matrix. With the industry moving faster than ever, we have retained a laser-like focus on ensuring that it is easy for partners to do business with us.

And we’ll keep on fighting – we are absolutely committed to maintaining this momentum. It’s clear to me that the changes we have seen are going to continue to accelerate over the next 12-24 months. At the same time, while more businesses than ever plan to implement technologies such as artificial intelligence and IoT, we are going to see an ongoing lack of relevant skills to support their implementation. Our aim at Fujitsu is to provide our partners with the portfolio and skills they need to meet their customers’ demands, as they embrace emerging technologies in the course of their digital transformation journeys. In fact, we are just putting the finishing touches to the next wave of enhancements to our SELECT program, based on the feedback we’ve received directly. We’re looking forward to working alongside our powerful ecosystem to deliver even more successful projects in the future.


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