FSC sets sights on Saudi second-tier

Fujitsu Siemens Computers will boost its second-tier partner numbers in Saudi Arabia from 120 to 160 by March 2005 as the vendor targets the Kingdom’s burgeoning SME market.

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By  Alex Malouf Published  July 27, 2004

Fujitsu Siemens Computers (FSC) will boost its Saudi partner numbers this year to capture more of the lucrative SME space in the country. FSC plans to recruit 40 more second-tier resellers in Saudi Arabia over the next nine months pushing its total partner number above the 160 mark. The vendor has added dedicated channel experts and SME channel developers to its staff to drive its reseller expansion. “The increase in our reseller base should double our SME business in KSA,” says Farid Sabbagh, FSC’s Middle East distribution sales manager. “Fujitsu Siemens Computers always tries to work with the best partners in every territory, and before we sign new partners we will discuss business plans and reseller strategy.” FSC’s Saudi reseller drive is part of its overall strategy to enlarge its Middle East SME partner base. The vendor has more than doubled its Middle East reseller numbers over the last year to 700 and beefed up its second-tier channel support. “Part of our focus on our reseller partners is our growing relationship with them,” adds Sabbagh. “Out of the 700 partners we have many whom we deal with directly. They are still buying from distributors but we manage them and talk to them. They have target achievement bonuses from us, contracts on rebates with us and they receive marketing support. We are simply using the distributors for logistics.” FSC claims that this strategy has reaped dividends for them, with a solid revenue growth since the introduction of this new strategy. Along with mobile computing, the SME sector is FSC’s strongest growing sector in the Middle East market.

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