FSC plans major SMB push

Fujitsu Siemens Computers (FSC) is aiming to grow its regional SMB revenues by 70% this year, by improving its channel set-up and launching new, tailored products.

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By  Matthew Wade Published  March 2, 2005

Fujitsu Siemens Computers (FSC) is aiming to grow its regional SMB revenues by 70% this year by improving its channel set-up and launching new, tailored products. FSC plans to meet its goal by first taking steps to strengthen its second tier channel operation. “We’re recruiting people, setting up training centers and providing tailored solutions,” explained Habib Bouchrara, vice president, international sales. The company will also expand its product range in order to attract more SMBs to the fold. “This year we will be starting to offer packaged SMB solutions,” added Boucharara. “These ‘office in a box’ type products will again be sold through our channel.” This planned push forms part of the firm’s overall 2005 growth strategy, as Dave Cullinane, executive vice president, sales, Western Europe and MEA explained: “Our goal is to grow our Middle East revenue by 30% and so increase our market share, for all form factors, from 2.4% to 5% by the year’s end.” Although Cullinane suggested that IT markets are at least more sprightly than this time last year, he claimed 2005 would still be “tough”, but added “the fact that we have relatively low market share will make it easier to grow this share”. Alongside its Middle East SMB goal of 70% year-on-year revenue growth, FSC aims to expand revenues from its consumer group by 50% and to double its corporate figure.

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