Fujitsu to introduce Select Expert program

P Raghuraman, the newly appointed GM of Channel and Volume Business in
Fujitsu India, has got the ball rolling on channel plans and enhancing the
company's reach in the country. One of the first things on his agenda is to
identify select partners to push their products and solutions. The subsequent
month will see the launch of Fujitsu's Select Partner Program.

“This is the same brand we use in Europe as well, and it is aimed to enable
and empower the channel,” explained Raghuraman. While the ground work has
already started, plans are on full-swing to have a universe of 150-170 partners.

“Out of this number, about 100 partners will be taken on as Fujitsu Partners.
They will be those who are focused on Fujitsu products. The remaining 50-70 will
be Select Partners, who will be focused on office solutions, enterprise
computing and services. Out of these two categories we will find out the ones
who are more specialized or niche and then we will make them Select Experts. The
last category will contain partners who are specialized in technologies such as
Enterprise Resource Planing (ERP) or Customer Relationship Management (CRM).
They will add value over and above the implementation,” elaborated Raghuraman.

The other initiative Fujitsu is looking to roll out in a month or two is an
exclusive channel portal, which will contain case studies, prices and other
information. “The idea is to make them technically competent and make it easy
for them to work in the market. We will not only offer our channel sales support
to help build their community, we will also be offering them commercial
benefits, training, specialization and certification to help them graduate to
Select Experts,” he shared.