Enterprise customers are Fujitsu’s focus again in 2019

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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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