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Fujitsu revamps partner program

Fujitsu channel manager claims the new structure is stronger and simpler

Fujitsu has launched a new partner program aimed at delivering lower entry requirements and a simpler structure.

“In the past two or three years there, really hasn’t been a formal structure,” Fujitsu southern regional channel manager, Phillip Lay, said. “It wasn’t something as strong as we have today as a global program.”

The new structure consists of two tiers. The basic or Fujitsu partner level will be available to any reseller or integrator partner that has sold a Fujitsu product within the past 6-12 months and will not require any other expenditure. Partners can also undergo additional training and certification at no extra cost.

The second and highest tier, Fujitsu Select Partner, has a minimum revenue requirement of $240,000 in the first 12 months. Select partners will get access to high-level vendor staff and increased cooperation with the vendor.

“We don’t want to make it complicated. I’ve worked in the channel for so long and one of the biggest gripes I hear from channel partners is that when they are signing up for a vendor’s program, they have to jump through a lot of hoops and make a lot of commitments without making any dollars to begin with,” Lay said.

He emphasised Fujitsu Select Partners would not be forced into any exclusivity deal and would have unparalleled access to senior staff at Fujitsu.

“They’re going to be getting access to the same type of technical and sales resources that Fujitsu Australia leverages for some of our massive tier-one accounts. These are the same people managing these kinds of deals as well, which is quite unique and special,” he said.

Although there is not limit on the number of basic tier partners that can join up, Lay has a strict quota to meet for the number of top tier partners.

“We’re looking for about 20 partners nationally to begin with. The reason why we’re starting so minimally is because we do want to put them through the certification process,” he said.

Nominations for the 2012 ARN IT Industry Awards open on Tuesday, June 12.

More about: Fujitsu, Fujitsu Australia

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