Fujitsu Australia has added another 200 partners in the last 12 months as the IT giant continues to turning its product business into a channel operation.
After having no channel focus three years ago, Fujitsu Australia has grown its product channel by more than 315 percent in the last two years, said channel manger Daniel Campbell.
“We’ve effectively doubled our channel revenue each year for the last two years and we’re looking to do that again this year,” he told CRN. The increase follows the signing of 241 partners in the 12 months to March 2014.
Campbell told CRN that while 90 percent of Fujitsu's products were previously being sold directly into large enterprise, now about 50 percent goes via the channel.
In Germany, Fujitsu has approximately a 21 percent market share in servers, a result he said the company is trying to achieve in Australia across its product portfolio. Fujitsu supplies thin clients, laptops and desktops, through to services, enterprise class storage arrays and other hardware including Palm Secure, POS systems and ATMs.
Two and a half years ago the company appointed Dicker Data and Distribution Central as its two primary distributors, and relaunched its partner program.
The company’s services business operates directly with large enterprise. On the channel side the focus has been developing a partner base that served SMBs, though Fujitsu is now seeing some partners that service the midmarket, such as Powernet, Nexus and PSQ.
The focus is still SMB and midmarket, Campbell said, though some new partners are capable of selling to bigger customers. “Now as our channel is maturing we’re finding we’re on-boarding more partners that service larger organisations,” he said.
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