Enterprise customers are Fujitsu’s focus again in 2019

Mehul Doshi, Head of Product Business, India, Fujitsu

Mehul Doshi, Head of Product Business, India, Fujitsu, shares the company’s channel strategies for 2019

Key highlights 2018 and opportunities for 2019

  • We have introduced newer technologies like LIC, AI for which we have engaged with our selected partners
  • We did not evangelise, but had early successes
  • Fujitsu once again stands committed to bring in breakthrough technology solutions in India through our esteemed partners.

Top technology trends for channel community

  • Converged and hyper converged: An obvious reason for channel engagement here is the market growth of these solutions. The market has grown by a significant percentage as most of the vendors have solutions pertaining to these technologies
  •  ERP infra solutions: This has been ever green vertical from  IT selling perspective. The market has been dominated by SAP HANA, but there are a number of other ERP solutions, wherein partners play an important role
  • AI based infra solutions: There are a few customers, especially in energy, education and research sector, who were the early adopters of AI. These solutions need skilled sales and pre-sales, wherein the channel community is getting geared to take their organisation to the next league.

Channel direction for partners

  • Keep focusing on newer technologies
  • Keep creating value, either through presales or post sales on newer technologies.
  • Enterprise customers remains our focus again in CY 2019.


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