Fujitsu Siemens has taken steps to closer align its direct enterprise salesforce with corporate resellers, claiming more business is won through tighter integration.
SME and channel sales director Ian Snadden confirmed that his responsibility for the corporate reseller channel had passed to Gary Butters, UK sales director for large enterprises, who also looked after the internal sales team.
“The success we have had in the large account space over the past year is where the triangulation between our salesforce, the targeted customer and the associated channel has been tightened,” he said.
Snadden insisted that the “majority” of leads generated by the sales team were passed on to the channel, and he expected the move to get Fujitsu Siemens and the channel deeper into accounts.
One corporate reseller stressed that forging closer links with the PC manufacturer would help improve the ability to beat direct selling giant Dell.
“For Fujitsu Siemens and resellers to be able to go into accounts and present a more unified face has got to be a good thing,” he enthused.