SOURCE: Fujitsu Computer Systems

September 23, 2008 08:00 ET

Fujitsu Boosts Channel Strategy With New Vice President, New Channel Partner, and ExpressBuy Program

Channel Veteran Matt McManus Leads New Strategy, Welcomes D&H Distributing as New Mobile Channel Partner

SUNNYVALE, CA--(Marketwire - September 23, 2008) - Fujitsu Computer Systems Corporation today announced it has appointed Matt McManus as vice president, channel sales to lead a Fujitsu initiative to grow its indirect sales. McManus has more than 15 years of channel marketing and sales experience in high technology and was named a VARBusiness Top 100 Channel Executive for 2006. Previous channel positions include senior director of channel marketing strategy for Gateway Inc., director - channels for SimpleTech, and several leadership roles in sales and marketing.

News Highlights

-- D&H Distributing, a major distributor of consumer electronics, computer products and digital convergence technology, is the newest Fujitsu distribution partner and will be handling the entire mobile product line, including notebooks, tablet PCs and convertibles. With help from D&H, Fujitsu will extend its reach into the education, retail/e-tail, and SMB markets.

-- One of the first new Fujitsu channel programs is ExpressBuy, which provides some of the best-selling Fujitsu mobile product configurations at a discounted price. ExpressBuy streamlines the ordering process by having pre-configured products in stock and ready for next-day shipment.

-- Fujitsu plans to change its current channel mix from 60 percent direct and 40 percent indirect sales to 40 percent direct and 60 percent indirect over the next two years.

-- Current channel growth is based on surges in the healthcare and education verticals, expansion of the storage channel, and the addition of other new partners, including Synnex and Tech Data for the mobile and enterprise markets. Fujitsu also expects growth in government and the automotive and financial industries.

-- A leader in mobile computing, Fujitsu offers a complete line of LifeBook(R) high-performance notebook PCs ranging from powerful desktop replacements to ultra-portable and convertible notebooks to fit the needs of every mobile user, from professionals to gaming enthusiasts. Fujitsu Stylistic(R) tablet PCs improve business productivity with proven quality and reliability from the leader in pen computing.

Quote

Matt McManus, vice president of channel sales at Fujitsu: "Our goal is to grow substantially in the mid-market and this can best be accomplished with a more robust and creative channel strategy that offers VARs greater value. Because we offer relatively high margins and are less distributed, experience has shown that VARs face less competition around our products and can grow their revenues faster."

Tina Fisher, senior director of purchasing at D&H Distributing: "In addition to their leading position in tablet PC technology, Fujitsu really understands how to add value to a channel partner relationship. The company offers support at every level and doesn't compete with the VAR for service contracts. Less competition for service helps create more opportunities for resellers to generate additional revenues that will supplement their hardware sales. This helps the reseller, and eventually the rest of the channel, be more successful."

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About Fujitsu Computer Systems Corporation

Headquartered in Sunnyvale, Calif., Fujitsu Computer Systems is a wholly owned subsidiary of Fujitsu Limited (TSE: 6702) committed to the design, development and delivery of advanced computer systems, application infrastructure software products, and managed services for the business enterprise. Through its TRIOLE(R) strategy, the company offers a complete line of scalable and reliable servers, storage and middleware solutions, high-performance mobile and client computers, as well as professional services. Fujitsu Computer Systems has established itself as a strategic solutions provider to the world's leading organizations by offering technology innovation, customer choice, exceptional product quality and reliability, as well as outstanding customer service. See http://us.fujitsu.com/computers for further information.

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. For more information, please see: www.fujitsu.com.

Fujitsu, the Fujitsu logo, LifeBook, Stylistic and TRIOLE are trademarks or registered trademarks of Fujitsu Limited in the United States and other countries. All other trademarks and product names are the property of their respective owners.