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Entatech loses out in Fujitsu distribution review

Fujitsu has revealed the first conclusions of its ongoing distribution review process

Fujitsu has started to reveal the shape of its UK distribution partner line-up as it shares the results of a partner review process that has been running over the past few months

The vendor had been working with five distributors - Arrow, Entatech, Exertis, Ingram Micro and Tech Data - before the review kicked off.

Fujitsu started to run the rule over its partners back in April spearheaded by distribution sales manager Andy Hooper and it had promised to conclude it by the end of this month.

Slightly earlier than scheduled the details of some of the decisions have been made public with Entatech losing out.

“Entatech were unsuccessful due to two main areas. Firstly they are a UK only organisation and secondly the other selected partners offered a more mature Enterprise capability as well as trading relationships in other vertical sectors that Fujitsu  has no presence in,” said Fujistu sales director Kevin Matthews.

Exerts and Tech Data were successful and continue on as authorised distributors and there is a slight delay in concluding the process for Arrow and Ingram Micro.

“Arrow and Ingram have been given an extension due to the change of UK leadership during the selection process. A subsequent review will take place to assess their progress,” said Matthews.

The distribution review was part of a number of actions that Matthews has introduced into the channel organisation as the vendor also took a closer look at the resellers it works with.

Explaining why it had undertaken the distribution review Matthews said that the market was changing and it needed to look at its partnerships.

“Recognising the need to embrace new market dynamics such as Digital and IoT , drive increased relevancy with distribution and a desire to  leverage our new European structure we decided to undertake a comprehensive review of our distribution strategy,” he said.

“The process used was common across all  5 distributors. The review culminated in each distributor presenting to a selected Fujitsu audience that consisted of Sales, finance, product management and EMEIA personnel. Each distributor was objectively scored against a predefined set of criteria.  The subsequent scoring was used as part of the final decision making process.” he added.

Matthews said it would be working closely with Entatech to make sure there was no disruption to partners and wished it well for the future.

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