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Fujitsu palms off megabuck direct PABX accounts

Fujitsu palms off megabuck direct PABX accounts

Fujitsu Australia has heralded a major change in its sales channel strategy by commissioning Sydney-based service provider North Shore Connections to manage 65 nominated government and corporate accounts previously handled by Fujitsu's direct sales force. The new partnership is expected to boost North Shore Connections' turnover by at least $15 million.

The appointment is part of a restructuring program that has seen Fujitsu make cutbacks in its direct sales force in favour of the organisation's new "premium partners", who will be taking over sales, integration and servicing of Fujitsu's PABX product range.

"In order to address our major direct accounts, we've now set up what we call a Premium Partners program under which we appointed partners in Queensland, New South Wales and Victoria, and North Shore Connections is one of them," Peter Dillon, manger of Fujitsu's PABX business unit, told ARN.

Citing the reasons behind the decision, Dillon said the organisation felt its dealers "have acquired technical skills necessary to provide good service" to Fujitsu's clients.

"Basic criteria to become a premier partner was to have technical and sales resources to sell the full range of Fujitsu products and to be able to partner with our information system side for particular accounts."

After spending the last seven years dealing with Fujitsu's products, North Shore Connections had just the expertise needed to satisfy the company's strict criteria.

Craig Neil, North Shore Connections' managing director, believes the service provider's Sydney and Melbourne offices will provide 'a higher personalised level of customer service' both to Fujitsu's existing and new customers.

"We will ensure the best possible total business network solutions are offered across account management, sales and service for the growing PABX business," Neil declared.


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