Fujitsu revamps its SELECT PartnerProgram

Fujitsu, at the mark of five successful years of completion of its global channel program, the SELECT Partner revamped it to meet the evolving needs of its channel partners around the world and to support the company’s targets for profitable growth. Mirroring early successes in EMEIA, the company aims to achieve 80 percent of product revenue through the channel on global basis.

According to Veerle Limbos, Vice President, Global Channel Business, Fujitsu: “Our new and improved SELECT Partner program is at the core of Fujitsu’s strategy to help channel partners grow their business through a closer relationship with the company, by providing exclusive access to people, resources and training. Mutual growth through the channel is a strategic priority for Fujitsu.”

Already numbering more than 16,200 members worldwide, the SELECT Partner Program now offers two levels of partnership: SELECT Registered and SELECT Expert. Often reflecting the stage of an early relationship and investment in building knowledge about Fujitsu offerings, SELECT Registered Partners sell Fujitsu standard products, such as LIFEBOOK and STYLISTIC client computing devices, PRIMERGY servers, and ETERNUS storage systems. Their relationship with Fujitsu is a basic one, facilitated though Fujitsu distributors. These partners nevertheless already have access to the Fujitsu Channel Partner portal, a comprehensive channel tool-kit supporting sales, as well as presales-related information.

By certification, Fujitsu channel partners can acquire a number of SELECT Expert specializations to achieve added benefits. Fujitsu channel partners may focus on any of the new Expert specializations that range from Mobility Solutions, up to Advanced Server Solutions, or Data Protection. These specializations enable channel partners to differentiate themselves and act as a true trusted advisor to their customers. All SELECT Expert specializations have been reclassified to be more customer centric, and are designed to provide partners with the knowledge, resources and tools they need to best advise customers – based on an in-depth understanding of today’s IT challenges, such as Mobility, Security and Big Data and the most appropriate solutions to address them.

Based on the new SELECT Expert specializations, Fujitsu has developed an enhanced training curriculum focused on Sales, PreSales and Installation courses for each topic. Offering a unique end-to-end training experience via its SELECT Academy, the company trains its channel partners as it does its own employees.