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Fujitsu putting €3m into its channel programme

Vendor will use funds to support enhancements and increase rewards for partners that line up behind its strategic areas of focus

Fujitsu is putting €3m into its channel programme to improve the tools and support that can be accessed by partners.

The firm is investing in its Select Partner Programme to deliver more user-friendly tools, improved rebates and better access for those looking to tap into the vendor’s transformation capabilities.

Fujitsu is making these enhancements against a framework that focuses on four main areas: data-driven transformation, hybrid cloud, workplace transformation, and infrastructure for SAP environments (see ‘four pillars’ box below).

Select partners that double down on those areas will have the opportunity to become recognised as “Fujitsu Champions”. Improved rebates are also on offer for those that deliver against one or more of the strategic areas.

The vendor is also encouraging greater levels of collaboration across its partner ecosystem, with it keen to see partners working together to deliver a customer solution where that is appropriate.

Fernanda Catarino, head of channel, alliances and ecosystems at Fujitsu, said the customer landscape had changed over the past year and it needed to react to that with enhancements to the partner programme.

“No industry or individual has been left unchanged by the global pandemic. Widespread, ongoing disruption has delivered one positive trend for our partners: enterprises are accelerating digital transformations to ensure that they have the agility to deal with whatever the future holds,” he said.

“We are enhancing and investing in our Select Partner Programme to help our partners more easily take advantage of this opportunity and to make doing business with us easier and more productive than ever. The 2021 Select Partner Programme makes our entire solutions portfolio more accessible and focuses on ensuring that partners can hone the skills necessary to deliver transformation – from enhancing technical know-how to acquiring consultative sales capabilities,” he added.

“No industry or individual has been left unchanged by the global pandemic. Widespread, ongoing disruption has delivered one positive trend for our partners: enterprises are accelerating digital transformations to ensure that they have the agility to deal with whatever the future holds”
Fernanda Catarino, Fujitsu

At the same time, Fujitsu has also announced that entries are open for its 2021 Select Innovation Awards, with a $10,000 prize for the winning partner.

This will be the eighth year that the firm has run the awards, which is about identifying and rewarding the partner that comes up with an innovation that will create positive change for customers.

“Fujitsu’s aim is to make the world more sustainable by finding innovative solutions to challenges that affect us all. Ensuring that our innovation is deeply rooted in sustainability inspires us to achieve more. And as we as a company exceed expectations, we inspire others to do the same,” said Catarino.

“I’m proud to say that our channel partners have demonstrated agility, resilience and inspiration in addressing the adversity they have faced and they have adapted to continue to provide their customers with the innovative solutions they need,” he added.

Channel submissions will be reviewed by an expert panel and points will be awarded for those that showed they could help customers accelerate digital transformation with a positive impact on both customers and wider society. Partners will also be in good standing if they have shown support of the UN Sustainable Development Goals.

Shortlisted partners will get a video case study and marketing collateral relating to their project, while the winner will receive $10,000 in sales development funds to be used for a joint marketing campaign with Fujitsu.

Entries are open now and nominations can be submitted via the partner portal until 10 September 2021.

The four pillars of Fujitsu’s partner programme enhancement

 Fujitsu is encouraging and rewarding its partners if they line up behind one or more of its four strategic focuses: 

  1. Data-driven transformation solutions that help customers store, access and monetise the multiple sources of data across even complex organisations.
  2. Fujitsu hybrid cloud solutions, which ensure that the right workloads are allocated to the most appropriate clouds.
  3. Fujitsu’s workplace transformation portfolio, designed to maximise the efficiency of the “new normal” way of working.
  4. Infrastructures for SAP environments that transform datacentre operations for the intelligent enterprise.

Read more on Channel Partner Programmes

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