Fujitsu Recognized as Canalys Channel Champion for Third Consecutive Year

Serving the technology needs of most mid-size and small enterprises, channel partners are a key part of the tech ecosystem. Fujitsu recognizes this through its continued commitment to the SELECT Partner Program, and these efforts are validated by the latest Canalys report.

In retaining its crown, Fujitsu demonstrated further enhancements to channel processes to drive simplicity and ease of doing business; made investments in partner profitability and business models and underlined commitment to maintaining or growing the share of revenue generated through partners. This represents the third consecutive year that Fujitsu has held a champion position – an accomplishment described by Canalys as “exceptional”, since it requires year on year improvements to already industry-leading partner scores, as well further increases in channel investments.

Achieving Champion status requires a business model that generates the majority of revenue through partners, supported by a channel-led sales approach. Canalys praised Fujitsu’s recent strategic move to a partner-led strategy in a significant number of EMEA countries, commending the quality of its communication the channel and its ongoing investment. According to Canalys, a particularly successful component is the TechCommunity deep dive technology training events. Additionally, vendors ranked Fujitsu most highly for the technical support provided to the channel and the ease of doing business.

Fernanda Catarino, Head of Channel Business Development Europe at Fujitsu comments: “As a company, Fujitsu has undergone significant change this year, as we moved to a channel-first model in many European markets. This presented our partners with a host of new business opportunities. They are stepping up to the plate, embracing new technologies and delivering new value to customers. We have worked hard to ensure that the SELECT Program continue to deliver the support and training they need to be successful as they transform their own business models. It means a great deal to us that they have scored us so highly in the key areas of ease of doing business and technical support.”

Alastair Edwards, Chief Analyst at Canalys, says: “Champions have both the highest partner scores and the strongest year on year growth in those scores, along with demonstrating continued investment in driving business through and with partners. As a Champion, Fujitsu generates the majority of revenue through partners, and is crucially supported by a channel-led, rather than a channel neutral sales approach. This approach tends to be reflected in the importance of vendor channel management functions, and internal corporate cultures that recognize the value of partners to the vendor’s success.”

Fujitsu is focused on delivering business and social value by creating solutions and services that align people, information and infrastructure and the channel plays a crucial role in delivering this vision. SELECT Partners’ valuable contributions are recognized at the annual Innovation Awards, held each November at Fujitsu Forum Munich. The awards celebrate those who embody the spirit of co-creation, bringing the Fujitsu vision to life - .for example, this year’s winner - Elbex Technologies for its Intelligent Video Monitoring Project.

Notes to editors
About the Canalys Leadership Matrix
¹The Canalys Leadership Matrix provides a graphical representation of the Channel performance of leading technology vendors over the previous 12 months. The results are based on an independent analysis of vendor channel strategy, investment, execution and planned initiatives by experienced Canalys analysts in addition to Vendor Benchmark feedback. The Vendor Benchmark collates the experiences that channel partners have when working with different vendors.

About Fujitsu’s SELECT Partner Program
Fujitsu’s SELECT Partner Program delivers unbeatable value to its growing international base of channel partners around the world, founded on three cornerstones:

• Simplification – there are no barriers to entry to the program or for progression to SELECT Expert. Fujitsu focuses on building skills and competencies, giving all partners equal opportunities to advance to the highest levels of SELECT Circle and SELECT Infinity.
• Innovation – Fujitsu creates new business opportunities in areas such as Cloud, IoT, Big Data, Security and vertical sectors and helps partners develop new sales and technical skills.
• Engagement – Fujitsu recognizes and rewards the expertise of SELECT Partners with a redesigned backend rebate structure and a reworked set of benefits and tools