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Fujitsu Supports SELECT Channel Partners during COVID-19 Pandemic

Fujitsu Europe

News facts:

  • Flexible payment offerings and deferred instalments available for end customers of channel partners
  • Fujitsu uSCALE offers service providers cash flow and business growth flexibility
  • COVID-19 contingency measures include flat-rate incentive program and relaxed compensation models
Munich, May 20, 2020 - Fujitsu today announces a range of targeted incentives and enhanced support for SELECT channel partners during the COVID-19 pandemic. Measures include cash flow solutions for end customers buying through the channel, and relaxed rebate terms for SELECT partners.

Fujitsu uSCALE is a new initiative designed to help end customers who need immediate access to IT equipment including servers and storage, on a pay-as-you-go basis, without the need for large upfront payment1. Additionally, Fujitsu is also providing enhanced presales support, expanded virtual engagement options including new online tools, free access to on-demand training, and an extensive program of webtalks.

Fujitsu offers financial solutions to help channel cashflow management
Fujitsu Financial Services has put together a set of financial solutions targeted at end customers to assist SELECT Channel partners manage cashflow1:

  • Deferred or holiday payment terms (buy now, pay later) for up to 12 months
  • Affordable stepped monthly or quarterly payments – starting low and increasing once customer liquidity improves
  • Sale and leaseback programs to help end customers with cashflow by switching from capital assets to leasing and pay-as-you-go
  • Pay-per-use charging
  • Cash optimization through sale and leaseback plans.

Fernanda Catarino, Head of Channel Europe at Fujitsu says: “Fujitsu is very well aware of the exceptional pressure that channel partners are under from the COVID-19 pandemic. In response, Fujitsu has put together a range of flexible stimulus packages to support SELECT channel partners and their customers during these turbulent times.”

Fujitsu uSCALE provides flexible access to IT equipment via a tailored pay-as-you-go model
The Fujitsu uSCALE helps service providers balance risk and cost, through cloud-like sourcing models that accommodate different risk-profile options.. Fujitsu uSCALE allows SELECT partners to offer their customers deals that:

  • Optimize the balance between cash flow and upfront capital expenditure
  • Flex costs – up and down – on a pay-per-use basis
  • Provide a ready-installed buffer allowing for sudden bursts in consumption

Extended deadlines for target sales agreements without rebate loss
Fujitsu offers a predictable and flexible back-end rebate scheme for members of its SELECT partner program. This is free to join and offers instant benefits to the ecosystem of channel partners who build business with Fujitsu. Rebates includes a flat-rate incentive program and relaxed compensation models, including qualification for reimbursement from the first Euro of revenue. Due to the unprecedented pandemic situation, Fujitsu is extending the deadlines for submission of target sales agreements without partners losing rebates.

The popular Perks&More incentive program for SELECT partners will also run a series of short-term campaigns to boost the Fujitsu ‘Perkies’ points earned by partners for hardware sales.

Fujitsu ramps up online technical and sales support for partners
Sales support for online product configuration is now quicker and easier too with Fujitsu’s new WebArchitect, a web-based tool for configuring Fujitsu’s professional product range, from high-performance notebooks through to complex enterprise systems.  WebArchitect guides partners through the equipment ordering process for enterprise customers, including wizards to ensure that key components are not overlooked, and automatic compatibility checks.

To increase agility and access to information for its partners, Fujitsu has accelerated the implementation across Europe of modern, single sign-on digital tools. Via the PartnerApp, partners can access information on their mobile phones such as: distributors’ stock availability, prices, promotions, channel news and upcoming webcasts. Selected partners can request marketing development funds (MDF) in a fast and professional way in the MDF tool, register deals and get special prices via the SELECT Connect Platform. Partners are encouraged to check the Channel Partner Portal for information regarding availability of tools in their country.

Robust virtual training and engagement platforms for Fujitsu SELECT partners
Fujitsu is adding weekly enhancements to the Fujitsu TechCommunity platform, which is addressing the technical community of the SELECT partners. These include “myFujitsu TechHour” deep-dive webtalks, and online, on-demand learning options across a variety of topics including product training, sales skills and technical education via the Fujitsu SELECT Academy. Additionally, Fujitsu has scheduled a series of webtalks, giving sales audiences access to a strong digital peer community focused on data transformation via the channel partner portal. 

Notes to editors
1 Offers vary by geography and are dependent on partner and customer eligibility and may be subject to local conditions and approval.

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About Fujitsu

Fujitsu is the leading Japanese information and communication technology (ICT) company, offering a full range of technology products, solutions, and services. Approximately 130,000 Fujitsu people support customers in more than 100 countries. We use our experience and the power of ICT to shape the future of society with our customers. Fujitsu Limited (TSE: 6702) reported consolidated revenues of 3.9 trillion yen (US$35 billion) for the fiscal year ended March 31, 2020. For more information, please see

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Date: 20 May, 2020
City: Munich