Fujitsu Products Group has announced that it has filled its newly created role of Australian channel development manager with Daniel Campbell.
In the role, he will be reporting to Fujitsu Australia and New Zealand sales and marketing manager, Paul Hendry.
According to Campbell, the new role was created as part of a wider set of objectives which aim to increase the vendor’s Australian market share in the server space.
"We have some ambitious targets in place, and there is certainly some ground to make up on the market leaders," he said.
In contributing to the major vendor chase, Campbell’s main responsibilities will entail anything to do with the channel. He will work with Fujitsu’s distributors, TData and Multimedia Technology, to ensure resellers are being served appropriately.
As a former TData employee, Campbell said that he is familiar with the Fujitsu product, and is confident in achieving his goals of strengthening reseller relationships and engagements in order to build “real two-way conversations” to allow the company to improve in the channel front.
“Specifically, we would like to find ways of improving how close we are to the channel and finding new ways to engage with resellers,” Campbell said. “One of the benefits that we bring is that, because we are a bit smaller in comparison to competitors, we can be more flexible and responsive.”
In commenting on his six to 12-month roadmap, he said, “There could well be something in the pipeline with the partner program. We are reviewing closely what the competition is doing and we are aware that there could be room for improvement.”
Campbell said that he will be spending the new few months interacting with a range of resellers to establish their requirements and thus approach possible future changes through that feedback.
Additionally, he will be looking for additional resellers, with a criteria that will assess value-add capabilities rather than size.
“We are looking for anyone we can see is adding value and providing a good service to the end user market. Size doesn’t matter, so anyone from a one-man organisation through to the larger resellers in the market would be suitable.”