Fujitsu goes after SMB mindshare

Fujitsu goes after SMB mindshare

Aim is to provide tier-two resellers with an alternative product set

Fujitsu is on an aggressive tier-two reseller recruitment drive in a bid to improve its standing in the SME server market.

The vendor's strategic products manager, Julian Badell, said its aim was to provide smaller channel players struggling to compete against the tier-ones with an alternative product set. The success of partner programs in Europe and the Middle East in building up Fujitsu's marketshare was a catalyst for the local partner campaign.

"Our focus this year is on recruiting tier-two resellers not just in SMB but in the SME space, who are getting squeezed out of deals and not getting the attention they deserve from other vendors," Badell said. "What we're saying to partners who have gaps in their product portfolios or finding that they are one of a plethora of resellers delivering the same brand of product to customers, is that we can offer them aggressive new business."

Fujitsu has built up a well-resourced internal channel team to provide resellers with pre-sales and sales assistance, Badell said. Its newly struck Australian OEM agreement with VMware is also designed to provide resellers with alternatives while taking advantage of rising demand for virtualisation solutions.

The new deal will see Fujitsu introduce two SMB-oriented x86 server and virtualisation bundles through distributor, Multimedia Technology. These include a blade server starter back featuring the Primergy BX600 with integrated VMware Infrastructure 3 Foundation, as well as an offer based around the Primergy RX300S4 server embedded with VMware ESX 3i hypervisor.

"With the blade server offering we'll also be offering free installation, as well as a limited set of free licenses for our virtual I/O product, Systemwalker Resource Coordinator Virtual Edition," he said. "There's a lot of interest in virtual I/O - this takes the cost out of resellers taking that technology into their customers."

Badell said Fujitsu will offer product incentives schemes and rebates to resellers selling the new product bundles, followed by broader reward initiatives later this year.

"You'll see common themes around incentives and margin as we're aggressive about growing our marketshare," he said.

The vendor will also run a sales training program from next month in conjunction with VMware to help partners skill-up in server and virtualisation technology.

"We're not setting any hard and fast rules about who access the bundles, but we will be striving to provide resellers with the technical and business skills through our training initiatives," he said.

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