Fujitsu ups its storage game with ACA

Fujitsu ups its storage game with ACA

New SAN distribution deal aimed at boosting vendor's branded market share

Looking to give its branded SAN platform a major sales lift, Fujitsu has appointed ACA Pacific as its local storage distributor.

The Melbourne-based company will stock Fujitsu's range of Eternus SAN systems. These include the 4000 series (targeted at the low to mid-market) and the 8000 series (for enterprises and high-end users).

The latest deal builds on a 10-year relationship between ACA and Fujitsu covering its scanner range. Fujitsu executive general manager of platforms, Alistair Latham, said ACA's storage experience would make it a valuable partner.

"We want to generate broader awareness of our value products, such as servers and storage, via the distribution channel," he said.

Fujitsu struck its first distribution agreement for servers and storage with Multimedia Technology (MMT) last May. While the relationship had proved successful on the server side, Latham said it needed to bring on another partner with dedicated storage expertise to drive channel take-up.

The introduction of a distribution tier is part of a broader plan to gain brand market share. Fujitsu also has OEM relationships with storage and server vendors including HP, IBM and Sun.

ACA Pacific managing director, HB Tan, said the products were complementary and "synergistic" with its existing storage portfolio.

"The Fujitsu range is more of an enterprise product, which will sit at the higher end of our storage range," he said. "That's our target market - our intent is growing that side of our business."

Tan said Fujitsu's small branded footprint in Australia would make the job a challenge, but said the products offered best-of-breed capabilities.

Alongside the new distributor deal, Latham said Fujitsu was putting the final touches on a reseller program. This was due to launch next month.

"We will have accreditation programs, rewards, demo equipment and the on-hand support necessary to expand our market," he said.

The vendor plans to continue directly servicing about 150 high-end customers within vertical markets such as government, law, health and retail, as well as customers with over 750 seats. However, Latham said he wanted resellers to give it a much-needed boost in SMB and mid-market.

"Our [local] product revenue is about $200 million annually, with about $30 million of that in the channel. Not much of this is in servers or storage. We want to place an emphasis on that," he said. "And as we increase our revenue, we hope the Fujitsu branded products will represent a greater proportion in terms of overall product sales."

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