Fujitsu Imaging targets channel growth

Even under challenging economic conditions in 2008, the Imaging Group of Fujitsu Europe achieved solid growth in the EMEA (Europe/Middle East/Africa) imaging market.

Fujitsu General Manager Sales Operations EMEA, Mike Nelson, attributes the companys success to Fujitsus cooperation and engagement with its imaging channel partners throughout EMEA. Fujitsu demonstrates its continued mission of cross cultural partner community enhancement and support, reconfirmed by its success-focused EMEA Imaging Channel Conference held in Marrakech, Morocco mid-February. The annual Fujitsu Imaging Channel convention serves as a leading platform for new product- and solution provisions in both hardware and software sectors.

Focus and Trends

This years 3-day Channel Conference in Marrakech offered vital impulses for energising the imaging markets in EMEA with 340 Fujitsu channel partner attendees from 42 countries including all regions of Europe, the CIS States, the Middle East and Africa as well as representation from the USA. The focus was on community development of key EMEA image market players and partners, sound business practice and viewing latest technology advancements among the visiting companies, which included imaging manufacturers, distributors, enablers, reseller and key end-users. It supported effective cross networking and empowered many new business relationships.

Contributing partners to the Imaging Channel Conference included:

ABBYY, Abletech, BSI, Dell EqualLogic, Drivve, ELO Digital Office, Eurodelta, Hyland Software/OnBase, IRIS, Isis Papyrus, Kofax, NVSSoft and SmartDoc.

Five Words For Success

Fujitsu Keynote-Speaker, Mike Nelson, encouraged the partners to intensify investments especially during tough business conditions and consolidated the essence of Fujitsus success and business approach into five key formulas:

         Leadership through innovative business approaches and close ties to the imaging channel.

         Value by supplying the imaging channel with the widest range of high-quality document management products and through unequalled reach in the business community.

         Community by interconnecting and cooperating with resellers, ISVs, distribution and enabling partners, sharing expertise and know-how for maximum customer retention.

         Opportunity by developing and generating market growth through offering excellent sales tools, new product innovations and applications.

         Communication by listening and responding to customer needs and channel requirements, and by supporting the exchange between suppliers.

Reorganisation For Regional Consolidation

Another focus was the reorganisation of Fujitsus imaging sales division. The new strategy stimulates regional channels and assists all Fujitsu partners through customised sales support for individual business environments. The companys reorganisation optimises Fujitsu sales activities throughout EMEA and applies its sources efficiently to increase business opportunities and revenues for its channel partners.

Fujitsu Partner Awards
At a special dinner ceremony, Fujitsu honoured 15 of its channel partners for their outstanding achievements in the imaging field. The distinguished categories and award winners included:

Best Performing Partner
CompServis UAB (Lithuania), Qatar Computer Services (Qatar), ETB (Turkey) and Bechtle Spain S.I. (Spain)

Biggest Single Project
Kofax (Germany), Spigraph (France), Sizwe (South Africa), Data Serve & Turnkey Solutions (Kingdom of Saudi Arabia), BSI S.A. (Greece), Indra S.A. (Spain) and Trial Electronics (Russia)

Most Innovative Partner - Indra S.A. (Spain)

Best Specialist Partner
I.T.H.A. SRL (Italy) and ISB / Integrated Solutions for Business - KSA (Kingdom of Saudi Arabia)

Special Recognition - Fiducia (Germany)


About Fujitsu

Fujitsu is a leading provider of IT-based business solutions for the global marketplace. With approximately 160,000 employees supporting customers in 70 countries, Fujitsu combines a worldwide corps of systems and services experts with highly reliable computing and communications products and advanced microelectronics to deliver added value to customers. Headquartered in Tokyo, Fujitsu Limited (TSE:6702) reported consolidated revenues of 5.3 trillion yen (US$53 billion) for the fiscal year ended March 31, 2008.  

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