Fujitsu Earns Champion Status in Latest Canalys Channel Leadership Matrix

News facts:
  • Fujitsu is again named a Champion in the 2022 EMEA Channel Leadership Matrix - reflecting the highest levels of excellence in channel management and year-on-year improvement.
  • Results draw heavily on direct feedback from participating partners who rated Fujitsu particularly highly for its technical support, account management, and channel dedication
  • Fujitsu’s partner ethos is “power to empower”, supporting and encouraging partners to engage in the Ecosystem and share their respective superpowers

Munich, December 20, 2022

Leading global IT analysts have named Fujitsu as a Channel Champion in the Canalys 2022 EMEA Channel Leadership Matrix. This accolade requires an ongoing commitment to the partner program, year-on-year improvement, and strong feedback from partners. This is the third time that Fujitsu has received this classification. Fujitsu was particularly highly rated by partners in technical support, account management, and its dedication to the needs of the technology distribution and reseller channel.

The accolade underlines Fujitsu’s commitment to its two-tier channel in EMEA. With more than 80% of the region’s sales already delivered via partners, Fujitsu plans to grow this to 90% over the next three years as it shifts direct strategic accounts to the channel. This effort is focused on driving joint opportunities in four strategic areas: Data-Driven Transformations, SAP solutions, Hybrid Cloud and Workplace.

Fernanda Catarino, Head of Channel, Alliances and Ecosystem Europe at Fujitsu, comments: “We constantly strive to deliver a program enabling valued partners to lean into their superpowers and embrace emerging opportunities – and it’s gratifying to receive recognition again this year from Canalys. We believe it underlines that Canalys has recognized that Fujitsu is constantly adapting, tuned in to our channel’s needs, and focused on delivering the right support, at the right time, in simple and transparent ways. We’re constantly expanding the depth of our Ecosystem, adding technology champions and Independent Software Vendors – and we’re ensuring that everyone’s contribution is properly and fairly compensated.”

Technology vendors like Fujitsu are adjusting to changing industry dynamics

According to Canalys, IT industry dynamics are changing rapidly, driven by economic and geopolitical pressures and longer-term transformational technological shifts. These and other factors increase the pressure on vendors to innovate go-to-market strategies, partner engagement, and balance multiple, often competing, channels.

Alastair Edwards, chief analyst at Canalys adds: “The need for a resilient, highly-skilled and diverse channel ecosystem is greater than ever, as customers demand help with IT complexity, rising cybersecurity threats, and skills constraints, while IT budgets are tightening. Today more than ever there’s an imperative for vendors like Fujitsu to prioritize partner satisfaction, build sophisticated programs, tools, and platforms, reward expertise, and manage conflict, all while simplifying processes and reducing admin costs. These challenges have set the bar even higher for Champions this year.”

For its latest report, Canalys assessed over 30 technology vendors across hardware, software, cloud, and cybersecurity with significant channel businesses in EMEA. A vendor’s position in the Canalys Leadership Matrix is derived from partner feedback to its Vendor Benchmark and a detailed assessment of their recent channel activities and prospects. Reaching Champion status means that a vendor has demonstrated the highest levels of excellence in channel management over the year compared with their industry peers, as rated by channel partners and Canalys analysts. They have also achieved the difficult task of improving year-on-year performance.

Fujitsu continues to invest in its SELECT Partner Program so that partners can navigate constantly shifting challenges – including stock availability, ongoing talent shortages, and financial pressure. The program’s ethos is “power to empower”, focused on enabling Fujitsu’s partner community to engage in multiple ways to create and drive new revenue streams. The core of this philosophy is embodied in the Fujitsu Ecosystem Platform – which supports and encourages partner-to-partner collaboration to deliver complex customer projects.

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About Fujitsu

Fujitsu’s purpose is to make the world more sustainable by building trust in society through innovation. As the digital transformation partner of choice for customers in over 100 countries, our 124,000 employees work to resolve some of the greatest challenges facing humanity. Our range of services and solutions draw on five key technologies: Computing, Networks, AI, Data & Security, and Converging Technologies, which we bring together to deliver sustainability transformation. Fujitsu Limited (TSE:6702) reported consolidated revenues of 3.6 trillion yen (US$32 billion) for the fiscal year ended March 31, 2022, and remains the top digital services company in Japan by market share. Find out more:

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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.

All other company or product names mentioned herein are trademarks or registered trademarks of their respective owners. Information provided in this press release is accurate at time of publication and is subject to change without advance notice.

Date: December 20, 2022
City: Munich

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