Fujitsu enjoys channel growth in H1

Fujitsu has reported both channel revenue and partner number growth in the first half of its fiscal year

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Fujitsu has seen its channel numbers swell in the first half of its fiscal year as it starts to benefit from uncertainty around some other vendors in the market.

The vendor has seen demand for its desktops, storage line, security and servers growth strongly in the first half and as well as gaining business in a recovering market it has also benefited from the prolonged acquisition of IBM's x86 business by Lenovo and the uncertainty caused by the recent decision by HP to split its operations in two.

Fujitsu has already enjoyed business from the channel increasing by around 33% year-on-year in H1and has seen the number of partners it is trading with on a regular basis rise by 23% in the same period.

Simon Worsfold, channel sales director at Fujitsu, said that its consistent and predictable approach to partners was now paying dividends and the door was open for more to work with the vendor.

"People are trusting the brand and the products, technology and solutions and we are seeing phenomenal growth even in the current market conditions," he said.

He added that it had planned an expansion in its trading partners and a structure of promoting breadth of the portfolio along with a team working closely with its top level resellers was encouraging more to sign up to its channel programmes and sell more with the vendor.

Fujitsu has identified a number of factors helping drive its channel growth, including a recognition of the quality of products manufactured in Germany and Japan, as well as a reaction to the moves of rivals.

"We have seen a number of HP partners coming to us and the same happened with IBM in the past when it had its changes," said Tom Roche, head of technology product group, UK and Ireland at Fujitsu.

He added that it really pushed the quality product message with both resellers and customers and that did make a difference as customers looked to choose the technology they would use to support their growth ambitions.

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