Fujitsu is Champion in 2021 Canalys EMEA Channel Leadership Matrix

News facts:
  • Fujitsu awarded Champion status in latest Channel Matrix survey by analyst firm Canalys
  • Results draw on ratings from current partners, consider the ability to demonstrate excellence in channel management and measure year-on-year improvement backed up by the coherence of vendor channel strategies
  • Partners scored Fujitsu particularly highly on partner account management, dedication to channel-led business, training, support and ongoing investments.

Munich, December 14, 2021

Fujitsu’s SELECT Partner Program has been rated a Champion in the Canalys EMEA Channel Leadership Matrix. Fujitsu’s partner account management, dedication to channel-led business, training, technical support and ongoing investment were especially highly rated in the vendor benchmark completed by current partners.

According to analyst firm Canalys, the channel's role is more critical than ever. Changing customer requirements are driving profound shifts in go-to-market models and vendor/partner relationships. In response to these challenges, Canalys notes the IT industry has recovered strongly in 2021, as businesses embrace digital technologies, address rising cybersecurity challenges and build agility into business processes.

For Fujitsu, achieving Champion status in Canalys’ matrix reflects the highest levels of excellence in channel management and underscores year-on-year improvement. The ratings incorporate scores derived from the Canalys Candefero vendor benchmark. This assesses channel partners’ views of technology vendors across 12 areas of channel management. Vendor scores are evaluated through the prism of their level of channel centricity and their consistency in supporting partners’ business.

The quality of Fujitsu’s partner account management, dedication to channel-led business, training support and investments, such as the TechCommunity training platform, and technical support are among the factors that contributed to this rating. Partners also value Fujitsu’s focus on key growth segments, including education – as well as its sustainability initiatives. Champion status also reflects how the Fujitsu SELECT Partner Program continually evolves to address changing partner needs.

Fernanda Catarino, Head of Channel, Alliances and Ecosystem Europe at Fujitsu, comments: “This year has presented some major challenges for our industry, from the pandemic to chip shortages and supply chain issues. At Fujitsu, we’ve remained focused on ensuring that our partners can continue to deliver the right combination of technologies to meet their customers’ business objectives. We’ve backed this with comprehensive support for a consultative sales approach and access to new infrastructure via our growing Partner Ecosystem – giving every Fujitsu partner access to the force multiplier effect in sharing their superpowers.”

Alastair Edwards, Chief Analyst at Canalys, comments: “A vendor’s position in the Channel Leadership Matrix is based on partner feedback combined with a detailed assessment of recent channel activities. These include investments, strategy and execution – and a vendor’s future outlook. For a vendor to reach Champion status is an impressive achievement. It reflects the highest levels of excellence in channel management combined with a year-on-year improvement. For Fujitsu, recognition as a Champion also validates the sustained effort required to achieve and maintain momentum with and for its partners.”

Throughout 2021, Fujitsu has evolved its SELECT Program to focus more on helping partners address current challenges. Its Ecosystem Platform connects partners to complementary IP while encouraging and facilitating the co-creation of solutions between partners. Creating a forum that supports partner to partner collaboration also opens participation in projects beyond the scope of individual partners. Furthermore, uSCALE is a flexible, pay-as-you-go hardware licensing program that enables partners to effectively manage their cash flow with flexible purchasing options, attractive payment plans and consumption-based pricing.

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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 126,000 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 3.6 trillion yen (US$34 billion) for the fiscal year ended March 31, 2021. For more information, please see

Fujitsu’s Commitment to the Sustainable Development Goals
The Sustainable Development Goals (SDGs) adopted by the United Nations in 2015 represent a set of common goals to be achieved worldwide by 2030. Fujitsu’s purpose – “to make the world more sustainable by building trust in society through innovation” – is a promise to contribute to the vision of a better future empowered by the SDGs.

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Date: December 14, 2021
City: Munich