Fujitsu’s Tryst with India
Fujitsu has been experiencing positive growth in India where the local IT market is of considerable size. A wholly-owned subsidiary of Fujitsu Technology Solutions Holding B.V., Fujitsu India Private Limited realized India’s potential very early and started its India operations in 1982 by setting up its Liaison Office in New Delhi. Since then, India is – and still remains – a crucial market for Fujitsu.
“India market is big and there has always been room for a brand like Fujitsu since there are Indian customers who definitely prefer to pay for high quality, high reliability, proGreen IT products,” says Raghuraman, P, General Manager – Channel & Volume Business.
Indeed, Fujitsu’s propensity to expand its operations bears testimony to the company’s increasing appreciation of the Indian market.
Building a vibrant Partner and ISV ecosystem is another area where Fujitsu is focussing its attention. The company is extremely focussed on communicating its dynamic infrastructure value propositions to the customers through focussed activities like seminars, CIO events, etc.
When it comes to channel engagement, Fujitsu makes a different proposition. “We are different in the fact that we are not over distributed and prefer to work with a chosen set of partners. In fact, our channel programme is called the ‘Fujitsu Select Partner Programme’ which focusses on a specific set of partners and provides them with all the necessary pre-sales, sales and post-sales support to ensure it is a win-win relationship.”
With a view to empowering the Indian channel community, Fujitsu works closely with a specific set of partners in India. The company provides them with the tools, technologies and training required to develop high-end skills and compete in a global marketplace. It ranges form pre-sales support, upcoming Channel partner portal and communication tool, configuration and quotation generating tools, bid desk for pricing support on strategic opportunities and sales support. Last but not the least, financial rewards and recognitions also constitute an integral part in Fujitsu’s scheme of things related to partners.
“We have a comprehensive programme called the Fujitsu Select Partner Programme under which there are mandatory trainings and certifications provided by Fujitsu to select partners,” says Raghuraman.
Fujitsu has an enviable range of products. “There is no denying the fact that our biggest strength is the portfolio of products we have, the range within that portfolio, the high quality and reliability factors of these products,” says Raghuraman.
The products span across PCs, Laptops, Workstations, Thin Clients, Servers, Storage, Displays and Accessories. However, our initial thrust areas would be Laptops, Workstations, Servers, Storage and Displays,” adds Raghuraman.
Fujitsu has consistently and successfully provided innovative solutions tailored to a wide range of industries for its clients.
From the market verticals perspective, Fujitsu solutions are being extensively used by Manufacturing, Education, SMB and Government customers. “We are focussed on all the key verticals like Manufacturing, Education, Government, SMB, IT/ITeS, etc,” says Raghuraman.
Fujitsu is taking green activities within the organization serious. This includes minimizing environmental impact in the areas of industrial pollution and consumption of natural resources in its own businesses, and the creation of strategies and products that shrink energy use in customer datacentres and offices.
As far as service support is concerned, Fujitsu clearly stands out as a company that ensures that all its customers receive due attention. “We have a proper post-sales support process offering both bring-in warranty services and on-site warranty services delivered across most of the key geographies in the country,” says Raghuraman. “We have a dedicated toll-free helpline (1 800 102 3457), email ID and an escalation process to ensure that our customers are taken care of. We offer higher levels of SLAs for mission- critical products like workstations, servers, storage in the top metros.
On the product front also, Fujitsu is at the forefront of most of the Indian vendors. What makes Fujitsu a cut above the rest are many differentiating factors between Fujitsu products and various other competing products in the market. Some of the key differentiators are:
• is pioneer in Green IT. Fujitsu’s global strategy focusses on environmental contributions, wherein it continuously comes out with Green IT products, which in turn would help preserve the environment for future generations. Right from launching the first green PC in 1993 to launching the industry’s first “zero-watt desktop” in 2009, Fujitsu is continuously driven by its commitment towards Green IT. Fujitsu products are far more energy efficient than most of the products in the market. In a market like India where there are heavy power outages and very high cost of back-up power, we feel Fujitsu products will deliver tremendous savings over the lifecycle of the products.
• Most of the Fujitsu products are designed, engineered and made in Germany or Japan, which makes the products very highly reliable and enjoy the lowest failure rates in the industry. For example, our Augsburg factory in Germany, where most of our PCs, laptops, workstations and servers are made, is Europe’s most modern factory, delivering highest standards in quality management, environmental management, information security management and IT service management. The factory also has the capability to give Built To Order (BTO) and Configure To Order (CTO) for partners and customers.
• Fujitsu’s infrastructure products fit very well with customer’s requirement of infrastructure solutions and are capable of dynamically scaling up along with customer growth to a future stage where entire infrastructure can be managed (both datacenter and office) and/or the entire infrastructure can be provided as a service.
• In each of the category of products, Fujitsu has a wide range which again benefits customers to choose the right product that fits. For example, there are 17 different notebook models for customers to choose from. Similarly, there are seven different models of Thin Clients or seven different models of Workstations to choose from.
Meeting the Challenges
Challenges are part of every organization in the market today. Our key focus is now to ensure more customers are aware of the fact that Fujitsu’s highly reliable range of IT products are available in the country and we have focussed partners who are working on Fujitsu products to deliver the right solutions to the customers.
Fujitsu has very serious plans for the India market. The company is committed to getting the relevant products, technology and solutions through its channel partners to various segments of customers in India.
Finally…
With so much of goodwill in the market, 2009-10 is going to put Fujitsu on the high growth track. “While we would not like to talk about our financial plans, all I can say is that we have clear plans to reach out to as many customers as possible with our portfolio of products, and let our products and technology speak for themselves,” says Raghuraman.
For 2009, Fujitsu has plans to reach out to as many customers as possible with its portfolio of products. “Let our products and technology speak for themselves. I am confident that with the kind of quality and reliability that we would be offering, which is head and shoulders above most of the competing products available in the market, great set of partners who add value to these products, we should be able to add many a discerning customer to our ever-growing list of clientele,” says Raghuraman.
And the confidence does not seem to be misplaced.
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