Multimedia Technology (MMT) has taken its first steps into the server and storage market, becoming the sole local distributor of Fujitsu file servers, data storage and thin clients.
General manager, John Hassall, said the vendor had previously held direct relationships with integrators and end users. MMT had been chosen as its first Australian distributor from a list of five candidates.
"Fujitsu was looking for further relationships with medium-sized and large corporate resellers, which we work closely with," he said. "We also have a solution-selling mentality, which suits the product set."
MMT purchasing manager, Mike Muscat, said the distributor was a natural choice because it didn't have relationships with HP or IBM.
"There's no conflicting products; we can just concentrate on building up the market for Fujitsu," he said.
Fujitsu general manager of products, Tom Langley, said it had decided to appoint a distributor in order to significantly grow its channel business. MMT had an established network of resellers but was also actively attempting to expand its partner base. These were key factors in Fujitsu's choice.
"It's [servers and storage] a new area for them but in turn this also means they will be very committed to our product set," he said. "The problem with the larger organisations was that they already had established brands. We wanted more commitment and focus."
MMT was granted access to Fujitsu PC's LifeBook range of notebooks at the beginning of the year but the two divisions operate independently in Australia.
The distributor will be supported by Fujitsu's regional technical support centres. MMT will also use the vendor's demonstration facility in Southbank, Victoria, to showcase products.
Hassall said it was now building up its sales engineering force to take the products to market. Several staff had already undergone an initial round of group training.
"We have to understand products and how they fit with customer requirements," he said.
Muscat said there were no plans to impose certification on potential resellers.