Fujitsu/Siemens' decision to keep to a channel only strategy is the only way the company can achieve its goal of becoming the number one IT company in Europe by 2001, an analyst said today.
The newly formed company, which began operations in October, announced yesterday that the company is committed to the indirect channel model and that it believed this was a major contributor to its growth over the last couple of months.
David Teague, Fujitsu/Siemens president for UK and Ireland, commented: "It's clear that there's now a real polarisation in the European marketplace. Two vendors - Dell with its direct model and Fujitsu/Siemens with its indirect approach - are outstripping the market and taking market share," he said.
"I'm convinced that it's our focus that has helped us to win across Europe, and is distancing us from other vendors with a mixed channel strategy."
Teague added that the company will be applying the same focus to its UK operations and would be working with a range of channel partners and retailers to fulfil business in three target markets - the corporate business, the small/medium size sector and the home user.
"Recently IDC reports show that Fujitsu/Siemens is one of the most competitive sources for PC procurement ahead of companies such as Dell. This confirms what we've always believed, that buying direct doesn't mean buying cheaper," said Teague.
Andy Brown, research analyst with IDC, commented: "At a time when most of the large players are alienating the channel, it's interesting that Fujitsu/Siemens is reinforcing its commitment," he said.
Brown said the decision would make the channel want to work with them and over time make the company a priority to the channel.
"It's a good move and is about the only way they can become number one in Europe as their strengths are localised," he commented.
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