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Strong demand pushes Fujitsu MSP pilot programme live

The idea had been to start small and run a pilot but strong demand from partners meant that the vendor has gone live with its MSP programme

Fujitsu has seen such strong demand from MSPs for its dedicated channel programmes in that area it has gone live with the scheme after the pilot proved to be so successful.

The vendor's plan, outlined in May, was to launch a managed services pilot programme with around 10 partners and then build on that experience before taking it to market.

But fairly quickly the vendor found that demand was there and already there are 27 MSPs signed up and another 21 are holding discussions with Fujitsu and should join the programme shortly.

Graham Bromham, head of cloud & managed service provider sales at Fujitsu in the UK and Ireland, said that things had taken off as more MSPs wanted to get involved.

"Rapidly it started to grow and it quickly ramped into full execution," he added that the benefits of the programme included offering partners joint business planning and go-to-market support.

Bromham said that the programme had attracted some fresh partners to the vendor but it was also keen to work with its existing channel base to help them exploit the services opportunity: "We recognise that many are on a journey and we need different assets to provide different partners".

He added that although the number of MSPS in the programme would soon be nudging 50 there was no target but the ambition was to increase the engagement and activity on that side of the channel.

Fujitsu is using its virtual desktop as a service proposition as a way of encouraging some of that engagement and Leigh Schvatz, head of cloud and managed service provider offerings, Fujitsu, said that it was keen to roll out a "connected services vision" that gave the channel the opportunity to add value.

"DaaS and services is a first solution that a partner can sell and they can add additional services. The first example of more collaboration and it won't be the last," he added "it is about looking at how we leverage all of the Fujitsu technology with these partners."

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