Fujitsu has launched a reseller recruitment drive for its Cloud solutions and is looking to work with partners able to address the mid-market and vertical sectors with its Global Cloud Platform services. The company has appointed a dedicated sales manager for Cloud and is developing a specific SELECT Expert accreditation that will enable resellers to demonstrate their competency in advising customers on cloud services and deployments.
The Fujitsu Global Cloud Platform is a stack of pre-defined and configured infrastructure services that can be tailored to customer needs and deployed without further integration, quickly and easily, through a web portal. Resellers can offer our services as part of their own cloud portfolio, using their own pricing and billing systems. Alternatively, Fujitsu can provide the service, paying the reseller commission on fees.
Simon Worsfold, channel and enterprise sales director at Fujitsu UK & Ireland's Technology Product Group, says: "We have made significant investment in developing cloud-based services to meet the specific needs of our customers, in support of their business goals and objectives.
"The fact that the services can be tailored to meet customer needs and come pre-configured and ready to be deployed without any advanced configuration of existing systems, is important. It means that we can provide a complete, end-to-end service, without any additional integration work, which would additional complexity and expense for both the reseller and the end-user customer."
Initially, Fujitsu will be seeing resellers that have a specific focus on key vertical markets, such as education and retail, or on the mid-market. "Having a clear focus will help both us and the reseller to develop specific services and value propositions and drive growth more rapidly for them", says Worsfold.
The Fujitsu Global Cloud Platform is designed to give partners the opportunity to offer cloud services to customers and an opportunity to change their business model, without making any major up-front investment. Using the Fujitsu Global Cloud Platform as a foundation, Fujitsu Partners will be able to build a cloud value proposition and open up further value-added potential.
To help resellers gain the knowledge and capabilities they need to deliver cloud services, Fujitsu is developing a specialist SELECT Expert accreditation for Cloud Services. Details of training courses and workshops for the new accreditation will be announced shortly.
Fujitsu is also investing in resources to support resellers in developing their cloud business. It recently appointed Paul Dobbs to the new role of channel sales manager for Hosting and Network Services. Dobbs has more than a decade of experience working in senior enterprise sales and account management roles with SAP, Sage and Orange. He will be working with the Fujitsu channel sales team to identify, recruit, educate and enable partners to take Fujitsu's cloud propositions to market.
"This is the right time for resellers to start moving into the cloud sector," says Worsfold. "Many customers have already made a start and are migrating non-critical services to the Cloud. The momentum is certain to continue and accelerate, so resellers need to get on board as quickly as possible now."
For further details, resellers can contact: Paul Dobbs, Channel Sales Manager- Global Cloud Platform at paul.dobbs@uk.fujitsu.com or 07867 839373.
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