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Fujitsu launches distribution review

Fujitsu has started a review of its distribution as it looks to improve the focus it has on channel partners

Fujitsu has kicked off a review of its distribution partners as part of its wider drive to ensure that it is working with the right channel partners.

The vendor started the review at the start of the month along with some other changes to its channel organisation as part of plans by its UK sales director kevin Matthews to re-evaluate its engagement with partners.

Fujitsu technology Group (TGP) currently works with five distributors - Arrow, Entatech, Exertis, Ingram Micro and Tech Data - but could potentially reduce that number once its review, hyandled by distribution sales manager Andy Hooper, concludes by the end of June.

As well as reviewing distribution the other changes include the top 25 enterprise enabled partners being managed channel development manager Paul McLean.

"When I came into this role [back in November] I felt that we weren't partnering with the right partners. We were focusing in some areas where we were not that relevant and I wanted to focus on the right set of partners," said Matthews.

"We are focusing on those right partners with a proposition that gives them incremental business," he added.

Specifically on the distribution issue he said that the disties appreciated the need for a review and it was working through what the right number was to provide it with the UK coverage it needed.

Matthews said that as well as working differently with partners it was also educating the channel about what it could offer, with some unaware of its capabilities in high end storage and security spaces.

"Looking at ths assets that Fujitsu has and how we are taking them out to market means that we can do things that other vendors cannot do," he said.

The decision to try to work with those mid tier players than can add value, but perhaps have been isolated by other hardware vendors because they don't go for a volume approach, is already paying off and Matthews highlighted the partnership with CAE as an example of where it was reaching out to new partners.

Other areas where there has been success has been teaming up with CDW/Kelway to get its high-end Eternus as the storage product of choice for the reseller's cloud archiving offering.

There are also plan to allow partners to white label the Fujitsu security services to help them plug a gap that they might have in their own offerings to customers.

"People think they might know Fujitsu but don't know enough about what we do," he added "I want to work with a selection of partners where I am relevant and I can show them what I can do for their business."

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