Fujitsu channel scheme extended to Middle East

Fujitsu Europe rolls out imaging channel programme with distributors in the Middle East

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By  Andrew Seymour Published  December 4, 2007

Fujitsu Europe has rolled out its recently-modified ‘imaging channel programme' in the Middle East as part of a wider strategy to increase the breadth of its reseller base in the EMEA region.

The scheme, which consolidates Fujitsu's partner offerings into a unified framework, will give authorised resellers access to key sales tools, as well as assigned resources, tailored incentives and product demonstrations.

Partners enrolled on the programme will also be able to source marketing tools enabling them to create co-branded collateral and tap into market development funds for targeted promotions. Resellers will be divided into ‘qualified' and ‘selected' tiers with four achievement levels determining the benefits they earn.

"The new EMEA imaging channel programme is targeted towards long-term customer and partner retention," said Mike Nelson, general manager sales operations at Fujitsu Europe. "Through qualified business partner relationships, Fujitsu customers can be confident and assured that their real needs are addressed today and tomorrow. Our partners are key to Fujitsu's imaging business strategy and we look forward to maintaining regular dialogue with them, ensuring mutual success."

Local execution of the imaging programme is being managed in combination with Forefront Technologies and Dicom, which both hold Fujitsu distribution rights in the Middle East. Forefront, which has acted as a channel development representative for the vendor during the last 13 years, is set to host events in the UAE and Saudi Arabia later this month to strengthen ties with resellers.

The official Middle East launch of Fujitsu's initiative follows its roll-out in Europe earlier this year. The vendor claims that more than 200 indirect partners have joined the scheme, including more than 30 from the Middle East. A further 90 partner applications are still pending, according to the company. Fujitsu says it intends to hold its Annual Imaging Channel Conference in Dubai early next year, where it expects attendance from more than 250 EMEA partners.

Fujitsu Europe, which is a subsidiary of global electronics giant Fujitsu Limited, provides document image scanners, dot-matrix printers, hard disk drives and KVM devices.

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