Tech Data signs up Fujitsu Siemens

Tech Data is gearing up for a major assault on the small-to-medium enterprise market following its alliance with Fujitsu Siemens, announced at the show yesterday.

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By  Greg Wilson Published  October 18, 2001

Tech Data is gearing up for a major assault on the small-to-medium enterprise market following its alliance with Fujitsu Siemens, announced at the show yesterday.

The distribution agreement enables Tech Data “to offer greater customer choice to our resellers,” says Steve Lockie, managing director, Tech Data.

“From our research the small-to-medium business enterprises is where the real market growth is going to be,” says Lockie.

The deal, which is an extension of an already existing European level distribution agreement will help Fujitsu Siemens boost its local PC and Intel-based server business operation.

The vendor is also attempting to extend its business reach, in terms of market penetration and geographical coverage.

“We are extending our global agreement with Tech Data’s arm to the Middle East’s growing market and we are certain that Tech Data’s arm in the [region] has strong capabilities to drive our business forward,” explains vice president international sales, Dirk de Waegeneire.

According to De Waegeneire, the vendor is now in the process of setting up a local operation in Saudi Arabia.

The Tech Data alliance also coincides with what De Waegeneire sees as market confusion in the wake of last month’s HP/Compaq merger announcement. Tech Data has distribution agreements with both HP and Compaq.

“We see the take over as a major opportunity for us in the market space… the opportunities will be two fold,” adds De Waegeneire.

“It opens opportunities for us both in terms of partners and customers that wish to continue a dual supply strategy,” says De Waegeneire.

From Lockie’s perspective Tech Data aims to capitalise on Fujitsu Siemens’ build to order business model. Traditionally, some PC brand vendors have had trouble delivering the latest configuration machines to the region.

“One of the best things is that [Fujitsu Siemens] will deliver the latest machines quickly… it’s key to be quick in the local market.”
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