Fujitsu has announced a range of targeted incentives and enhanced support for SELECT channel partners during the COVID-19 pandemic. Measures include cash flow solutions for end customers buying through the channel and relaxed rebate terms for SELECT partners.
Fujitsu uSCALE is a new initiative designed to help end customers who need immediate access to IT equipment including servers and storage, on a pay-as-you-go basis, without the need for large upfront payment. Additionally, Fujitsu is also providing enhanced presales support, expanded virtual engagement options including new online tools, free access to on-demand training, and an extensive programme of web talks.
Fernanda Catarino, Head of Channel Europe at Fujitsu said, “Fujitsu is very well aware of the exceptional pressure that channel partners are under from the COVID-19 pandemic. In response, Fujitsu has put together a range of flexible stimulus packages to support SELECT channel partners and their customers during these turbulent times.”
The Fujitsu uSCALE helps service providers balance risk and cost, through cloud-like sourcing models that accommodate different risk-profile options.
Fujitsu also offers a back-end rebate scheme for members of its SELECT partner program. This is free to join and offers instant benefits to the ecosystem of channel partners who build business with Fujitsu. Rebates include a flat-rate incentive program and relaxed compensation models, including qualification for reimbursement from the first Euro of revenue. Due to the unprecedented pandemic situation, Fujitsu is extending the deadlines for submission of target sales agreements without partners losing rebates.
The Perks&More incentive program for SELECT partners will also run a series of short-term campaigns to boost the Fujitsu ‘Perkies’ points earned by partners for hardware sales.
Sales support for online product configuration is now quicker and easier too with Fujitsu’s new WebArchitect, a web-based tool for configuring Fujitsu’s professional product range, from high-performance notebooks through to complex enterprise systems. WebArchitect guides partners through the equipment ordering process for enterprise customers, including wizards to ensure that key components are not overlooked, and automatic compatibility checks.
To increase agility and access to information for its partners, Fujitsu has accelerated the implementation across Europe of modern, single sign-on digital tools. Via the PartnerApp, partners can access information on their mobile phones such as distributors’ stock availability, prices, promotions, channel news and upcoming webcasts. Selected partners can request marketing development funds (MDF) in a fast and professional way in the MDF tool, register deals and get special prices via the SELECT Connect Platform. Partners are encouraged to check the Channel Partner Portal for information regarding the availability of tools in their country.
Fujitsu is adding weekly enhancements to the Fujitsu TechCommunity platform, which is addressing the technical community of the SELECT partners. These include myFujitsu TechHour deep-dive web talks, and online, on-demand learning options across a variety of topics including product training, sales skills and technical education via the Fujitsu SELECT Academy. Additionally, Fujitsu has scheduled a series of web talks, giving sales audiences access to a strong digital peer community focused on data transformation via the channel partner portal.