Fujitsu Computer Products of America

Fujitsu Forges "One Capture Alliance" With Imaging Channel Partners

New Program Brings Together Fujitsu VARs, Service Bureaus, and ISV Channel Partner Initiatives

San Jose, CA, December 18, 2001 — Fujitsu Computer Products of America, Inc. (FCPA), a market leader in document imaging scanners, today announced a broad channel partner program designed to provide superior customer support to its document imaging customers. The "One Capture Alliance" program expands Fujitsu's existing channel partner program to include Value Added Resellers (VAR), Independent Software Vendors (ISV), and Service Bureaus.

Fujitsu's expanded channel partner program will significantly broaden the breadth and depth of the service and support it provides to its Global 1000 customers by leveraging the natural synergies that exist within these three channel partner communities.

"With FCPA's Imaging Products Group already a recognized leader among its channel partners for exceptional scanner service programs, we are confident that creating a comprehensive program such as One Capture Alliance that reaches more channel partners will become an even stronger revenue channel and competitive advantage," said Pamela Doyle, director for imaging partner programs, Fujitsu Computer Products of America.  "With an all-inclusive network of channel partners, Fujitsu will be able to leverage the strengths and needs of these channel partners to advance the support that we can bring to our customers."

Three Key Communities: ISVs, VARs and Service Bureaus

The "One Capture Alliance" program renews its focus on its premier VAR and ISV partners that drive daily business as well as recognizes the inherent value that Service Bureaus bring to its partner community.

To date, ISVs are responsible for a large percentage of FCPA's revenues. ISV support of FCPA’s products and product recommendations to the VARs lead to the end user sale, making them key contributors to FCPA's overall success. Further, a unified program is dependent on the VARs because the VAR is a key communicator between the ISV and the end user or Fujitsu and the end user.  The VAR is directly responsible for selling the end user a sound business solution comprised of hardware and software.

FCPA has acknowledged that as document imaging becomes a more integral part of the electronic age, scanning data is increasingly a simple task for the general office, non-IT professional -- and yet process mismanagement can compromise data integrity or even result in lost data.  In addition, proper data scanning and archiving may require customized software, special network infrastructure, and demand specific IT and storage resources with which the non-IT professional is unfamiliar.  

As a result, Service Bureaus have become key facilitators in the imaging service industry by reducing and sometimes eliminating the need for high-end scanning infrastructure, personnel, shipping, and courier costs through servicing customers locally.  The substantial increase in the number of Service Bureaus nationwide reflects the Service Bureaus' increasing popularity among customers that prefer a nearby document management service.

Since ISVs and VARs offer variations of service and support when channeling Fujitsu's imaging products, Service Bureaus provide service needs that not only augment the coalition but also benefit all participating partners. Together, ISVs, VARs, and Service Bureaus solve business problems that ultimately help end users cut costs, accelerate business processes, and generate a high return on investment.

"As a seasoned Fujitsu partner, we are confident that One Capture Alliance will assist us in meeting customer needs even more so than the former program," said Bill Priemer, vice president of sales and marketing for Hyland Software, Inc., the developers of OnBase integrated document management software, and a Fujitsu Premier ISV.  "Since our inception ten years ago, we have participated in FCPA's imaging partner program and benefited from the heightened exposure to Fujitsu's extensive sales force as well as inclusion in the ISV catalog and award opportunities offered by Fujitsu. Extending the program to include Service Bureaus as well as expanding co-marketing initiatives creates a highly favorable environment."

Key Benefits of the "One Capture Alliance" Program

The key benefits of the "One Capture Alliance" program include:

• Immediate access to product/technology information through dedicated account representatives.
• Sales support and co-marketing advantages including rebates, awards, a dedicated channel partner site, co-marketing campaigns, catalog listings, and eligibility to receive extensive pre-qualified end user leads carefully matched to the channel partner's target market.
• End-user benefits include optimized and comprehensive service offerings as a result of the all-inclusive network, as well as educational benefits such as case studies, which help the end user understand the ROI that imaging solutions can deliver.

"A consolidated channel partner program such as One Capture Alliance is truly win-win situation for all parties," said Shinichi Mori, vice president, imaging products, Fujitsu Computer Products of America. "One Capture Alliance renews its focus to retain existing software and reseller channel partners that drive its business while also reaching out to new groups.  Furthermore, this service-oriented and cross-marketing program promises tangible benefits to participants including sales generation, heightened exposure, and promotional support, while optimizing Fujitsu's marketing, sales, and business development resources and bandwidth."

For more information on becoming a member of the "One Capture Alliance", log on to: www.reseller.fcpa.fujitsu.com.

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About Fujitsu

Fujitsu is a leading provider of Internet-focused information technology solutions for the global marketplace. Its pace-setting technologies, best-in-class computing and telecommunications platforms, and worldwide corps of systems and services experts make it uniquely positioned to unleash the infinite possibilities of the Internet to help its customers succeed. Headquartered in Tokyo, Fujitsu Limited (TSE:6702) reported consolidated revenues of 5.48 trillion yen for the fiscal year ended March 31, 2001.
For more information, please see: http://www.fujitsu.com

About Fujitsu Computer Products of America, Inc.

Fujitsu Computer Products of America, Inc. (FCPA) conducts engineering and marketing activities in San Jose, CA and sales operations throughout the United States. FCPA's current product and service offerings include hard disk drives, tape drives, magneto-optical drives, scanners and scanner maintenance. FCPA is located at 2904 Orchard Parkway, San Jose, CA, 95134. For more information about Fujitsu products and services, call us at 800-626-4686 or 408-432-6333.
For more information, please see: http://www.fcpa.fujitsu.com

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Copyright 2001 Fujitsu Computer Products of America, Inc. All rights reserved. Fujitsu Computer Products of America, Inc. reserves the right to modify at any time without prior notice these statements.  Fujitsu and the Fujitsu logo are registered trademarks of Fujitsu Ltd. All other trademarks are the property of their respective owners.