Fujitsu today launches at Canalys Channels Forum in Barcelona the Fujitsu SELECT Academy, a radical new approach to offering highly-valued yet continuous learning in sales training, while supporting product-related certification of channel partners. The SELECT Academy offers a new educational experience for for Fujitsu SELECT Partner Program members which receive access to premium training resources.
With the IT market in constant transition, 67 percent of resellers and distributors worldwide say they find sales training offered by vendors to be very important or important, according to independent research commissioned by Fujitsu. However, not all training offerings are considered equally valuable. Nearly one-quarter (24 percent) of resellers and distributors asked believe that while vendor training is somewhat important, their quality and usefulness varies.1
When asked which kinds of vendor-funded sales training courses they found most valuable, nearly one-quarter (24 percent) of respondents found each of the following most valuable: techniques to find and acquire new customers; moving from point product sales to solution sales, and best practises for annuity-managed service contracts. Of the remainder, 18 percent found learning consultative sales skills to be most valuable.2
The SELECT Academy goes well beyond just sharing information about the product portfolio, as is more often the case with other vendors. Instead, this new one-stop-shop for all Fujitsu channel-partner training delivers a continuous learning experience that covers sales skills courses including techniques to find and acquire new customers, learning consultative sales skills, how to sell complex solutions, and the optimization of account management.
Channel Partners can find further information about the Fujitsu SELECT Partner Program and Fujitsu Select Academy at: http://www.fujitsu.com/fts/about/info-center/partners/channel/program/.
Alastair Edwards,Principal Analyst, Canalys
“The IT industry is in a transition phase, driven by the consumerization of IT, enterprise mobility and data center transformation. These technology-driven changes are cascading through to purchase decision processes and IT management competencies. The newly launched Fujitsu SELECT Academy will go a long way towards helping resellers to meet new business challenges and thrive.”
1 Source: Candefero Quickpoll of 229 authorized resellers and distributors worldwide, conducted by market analysis firm Canalys during July/August 2013. http://www.canalys.com/download/pr/qp01.html
2 Source: Candefero Quickpoll of 209 authorized resellers and distributors worldwide, conducted by market analysis firm Canalys during August 2013. http://www.canalys.com/download/pr/qp02.html
Dr. Laura Bonamici
+49 89 62060 4454
VP Corporate Communications, International Business
+49 89 30 90 51629
Date: 01 October, 2013
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