Fujitsu’s SELECT Partner program – already numbering more than 16,200 members worldwide– is at the core of our channel strategy of helping channel partners to grow their business through a closer relationship with Fujitsu, providing exclusive access to people, resources and training.
Mutual growth through the channel is a strategic priority. Taking changing market dynamics into account and based on a close collaboration with its channel partners, we have updated the structure, training offering, and benefits of the SELECT Partner Program in line with our vision of a Human Centric Intelligent Society.
The SELECT Partner Program now offers two levels of partnership: SELECT Registered and SELECT Expert. Often reflecting the stage of an early relationship and investment in building knowledge about Fujitsu offerings, SELECT Registered Partners sell Fujitsu standard products, such as LIFEBOOK and STYLISTIC client computing devices, PRIMERGY servers, and ETERNUS storage systems. Their relationship with Fujitsu is a basic one, facilitated though Fujitsu distributors. These partners nevertheless already have access to the Fujitsu Channel Partner portal, a comprehensive channel tool-kit supporting sales, as well as presales-related information.
By certifying, Fujitsu channel partners can acquire a number of SELECT Expert specializations to achieve added benefits. Fujitsu channel partners may specialize in any of the new Expert specializations that range from Mobility Solutions, up to Advanced Server Solutions, or Data Protection. These specializations enable channel partners to differentiate themselves and act as a true trusted advisor to their customers. All SELECT Expert specializations have been reclassified to be more customer centric, and are designed to provide partners with the knowledge, resources and tools they need to best advise customers – based on an in-depth understanding of today’s IT challenges, such as Mobility, Security and Big Data and according to Fujitsu Human Centric Innovation vision.
Based on the new SELECT Expert specializations, Fujitsu has developed an enhanced training curriculum focused on Sales, PreSales and Installation courses for each topic. Offering a unique end-to-end training experience via its SELECT Academy, the company trains its channel partners as it does its own employees.
The Fujitsu training curriculum also recognizes third-party competencies that channel partners have already acquired from technology partners, such as VMWare or Microsoft and even competing vendors. This enables SELECT Registered Partners to fast track to their desired SELECT Expert status.
Fujitsu puts no extra hurdles between channel partners and achieving the benefits of a certified SELECT Expert, such as intermediate levels, revenue thresholds, or strict guidelines. Fujitsu rewards its channel partners based on their knowledge, to assure the highest levels of quality, and aims to offer each partner a one-to-one approach through individual business planning. An enhanced bonus scheme is also being put in place. For example, signing an individual SELECT Target Agreement could increase the current SELECT Expert profitability by as much as 30 percent.
Already launched in EMEA, India, Asia, Oceania and North America, the SELECT Partner Program will soon roll out to South America. Mirroring early successes in EMEA and India, the company aims to achieve 80 percent of product revenue through the channel on global basis.
As the world becomes increasingly digitalized, it has an ever bigger influence on our daily lives. In order to tackle the coming challenges head on, it is necessary for people to change their mindsets, said Chiseki Sagawa, Senior Vice President, Head of Platform Strategic Planning Unit, Fujitsu. Mr. Sagawa underscored the key role Fujitsu plays in this process.
For Fujitsu, it’s not enough to tell others about it. Fujitsu itself is digitalizing its own competencies. We are standardizing the digital experience on tablets, smartphone and notebooks with our products, services and solutions. Additionally, we are automating our knowledge and thus achieving considerable savings, both financial and in terms of effort. The result is a higher performance.
The key to success is the management of a hybrid environment. Fujitsu offers a business platform for a hyperconnected future and removing the barriers to a digital world.
In fact, a part of this digital world is already with us. Jay Kidd, Senior Vice President and Chief Technology Officer, NetApp, reminded listeners how the invention of the PC changed the world and how it freed businesses and people alike.
Due to the ever increasing data avalanche, we are faced with the challenge of controlling and organizing it. While the devices used may be interchangeable, the data is not. The solution lies in the cloud.
We need architectures which help us to control these vast amounts of data. The widely available free of charge tools do not offer enough security. Moving data from one cloud to the next is also difficult. Help can be found in a mix of clouds which can be flexibly adapted and controlled, such as NetApp’s “DataFabric”. It offers consistent data services and platforms, a robust virtualization software and safe data transport.
Though the way to a hyperconnected world will be a challenging one, one thing is sure: Fujitsu will continue to shape the future — together with NetApp as partner.
Watch the keynote.
PRIMERGY servers have set standards in quality, efficiency and agility. In 1994, Fujitsu launched the first PRIMERGY server based on x86 architecture using PC-like economics and flexibility. Back then, not many vendors believed in industry standards — Fujitsu did. Today, we have the industry’s most complete x86 portfolio comprising tower, rack, blade and cloud servers, say Uwe Romppel Senior Director, Global Server Development Group & Ayman Abouseif, Vice President Product Marketing, both Fujitsu.
VMware was founded in 1998, and back then Fujitsu released the industry’s first scale-up 8-way server and were VMware’s 2nd OEM partner. Today, with the PRIMEQUEST family, we offer UNIX functionality with x86 efficiency. PRIMEQUEST systems support up to 12TB RAM, making them ideal for SAP.
2002: PCI-Express was introduced; Fujitsu brought the first blade server to the market, the PRIMERGY BX300. Today, we’re able to disaggregate servers and re-aggregate them dynamically using PCI-Express.
2004: Fujitsu was a very early player in the energy efficiency world, making our customers’ infrastructure greener. Today, our Augsburg factory is a very green factory. In 2013, the factory won the award for reducing our CO2 emissions by 5%, and a year later, we have reduced emissions by 15%. Our servers have improved server energy efficiency by a factor of 30 since 2008. Being good for the community and for the environment is a key principle for Fujitsu.
2008: Facebook started. We introduced scale-out computing platform for hosters and telcos delivering extreme performance and highly energy efficient server architecture. Today, we offer the PRIMERGY CX400M1 system which stands for new economics for density, energy & TCO. It is ideal for HPC clusters in industry.
2010: OpenStack came to the market and open source started to play a bigger role. In 2010, Fujitsu introduced the PRIMERGY BX400 server. Today, Fujitsu offers OpenStack reference architectures for server, storage and cloud.
2012: Felix Baumgartner jumped from the edge of space. Fujitsu was the first vendor worldwide to achieve Windows Server 2012 certification. We were also the first to offer a ‘Cluster-in-a-box’ solution which takes away complexity and can be setup in just 35 minutes. Today, we offer FUJITSU Integrated System PRIMEFLEX for VMware EVO:RAIL; it is pre-integrated and ready to work in minutes with flexible service options.
To our 20 years’ experience we add our customers’ experience. The result is a user inspired design that does more than simply improve and upgrade the processor and features, e.g. long-lifecycle servers, DynamicLOM Technology, ServerView eLCM, etc.
We’ve tried to find the oldest running PRIMERGY to give an award for the “Oldest PRIMERGY Alive”. To date, there are 38 servers older than 10 years.
- 3rd oldest server (PRIMERGY P470) is from June 1999 from I-Business Klein GmbH from Austria.
- 2nd oldest server (PRIMERGY P270) is from Dec.1998 from Schaubroeck N.V. from Belgium
- The oldest server (PRIMERGY 561) is from Jan. 1998 from Posta Srbije from Serbia.
To make the journey to a digitalized world, customers need a responsible business partner to realize business objectives and protect customers’ reputation. Fujitsu can improve social value, said Duncan Tait, Executive Vice President, Head of EMEIA, Fujitsu.
How do we feed an increasing global population? How can we produce better food within the cost and environmental constraints? How do we provide better healthcare for an ageing population?
Responsible business is what drives the executives in Fujitsu and this is one reason why customers, like Qantas, choose Fujitsu. It’s good for the business and for the brand. Customers need to figure out how responsible business drives business models. The dimensions of Responsible Business are:
- Operating practices
A great brand is fundamental to a business’ performance. You not only need great technology and great services, but you also need to conduct your business responsibly. You should have a partner which does the same.
Watch the keynote here (start at 1 hr 7 minutes).
Human Centric Innovation is highly relevant to our times and Fujitsu is one of the most modern providers of ICT in the world. Digitization will supply new challenges and will cause the world to change more than ever before and, to tap into this large potential, Bavaria has launched the new initiative “Bayern Digital”, said Franz Josef Pschierer, State Secretary in the Bavarian Ministry of Economic Affairs and Media and Energy and Technology.
All the topics discussed in the past, mobility, Cloud, Big Data and others, are now coming together, said Dr. Joseph Reger, Chief Technology Officer, EMEIA, Fujitsu. Are digital efficiency gains available for everyone? That’s what Digital Transformation brings. Digital business has a digital value chain, e.g. Google, Facebook or Yahoo. A digitalized business does not have a core offering which is not digital in nature, but everything around it has been turned digital, e.g. Amazon’s shipping of, for example, books is analog but everything around it is digital. Similar can be said of Starbucks. How can businesses be digitalized? Most businesses are analog. We have to create a digitalized value chain to have a digital transformation.
Healthcare is important for developed countries because of:
- Ageing populations
- There is no connected value chain
- They concentrate on treatment not prevention
With digital efficiency it should be possible costs in the range of up to 20%.
In Fujitsu Finland, a hospital demo system integrates sensor-based patient data, electronic health record and Big Data. This provides digital efficiencies. Fujitsu Ireland & Labs’ Connected Health provides 1350 hours of data via 110 sensors and builds a digital value chain around prevention which improves quality of life.
IT is coming closer to everyday life from PCs to smartphones to smart watches. So, it’s not necessary to build sensors under people’s skin. The IT is already there. If you add Big Data to that you can monitor data constantly. You will no longer have to call your doctor; your doctor will call you. Typically, in Europe we spend 10% of GDP on healthcare. 20% of savings in healthcare, delivering better care, are enormous. Expensive diagnostic equipment is rarely needed and they will no longer deliver the economies of scale. Non-digitalized businesses will not survive.
Do we need industry in Europe or will be 100% based on services? We need industry to build the core of the value creation. Production now goes to countries with low-cost labor. We need Industry 4.0 for digitalized business. Industry 4.0 is an industrial transformation where digital transformation meets industry. It’s not just about automating factories. You have to add IoT, cloud computing, Big Data. The industrialization of the digital value chain will not necessarily be centralized but distributed. Value chains are distributed, redefined and reintegrated to deliver new value chains. Mr. Reger’s advice: Build a digital value chain! This was illustrated further by Mr. Yoshi Takashige, Vice President, Portfolio Strategy, Global Marketing, Fujitsu. Mr. Takashige explained how in a pilot project with Panasonic, and a frozen food supplier, it is possible to transfer user preferences from a smartphone to an oven in order to have a perfect pizza. By linking this to, for example Big Data, it is possible to create new digital ecosystems.
Digital transformation is an IT play that will change the focus from lowering costs to driving revenue and profits. While the digital business depends on a technology breakthrough, the digitalized business is about innovation and innovation is about people. This is one of the cornerstones of Human Centric Innovation.
Watch the keynote here.