Fujitsu ICL, the European PC and server arm of Japanese computer company Fujitsu, is planning a significant expansion of its channel programme to grow sales and target the SME market.
The company, the result of merging Fujitsu's and ICL's PC operations in 1996, plans to add a number of larger resellers to grow its share of the corporate market.
It is also signing up at least 30 channel partners that target small and medium size companies to push the company's new Cordant range of entry level PCs and servers.
"We are going to become more aggressive as we become a more streamlined and integrated company," said Tetsuo Urano, joint chief operating officer of Fujitsu ICL.
Amdahl is also planning to resell servers and PCs from Fujitsu ICL for the first time. The channel expansion comes after a year where Fujitsu ICL had more than 25 per cent growth in sales of PCs and servers across Europe.
Urano said he expected similar growth for the year ahead, particularly in the core markets of the UK, France, and Germany where it is the largest supplier of PCs.
He added that he expected the company to be running well into profit by next year following the completion of the streamlining of the manufacturing and sales operations across Europe.
The company plans to release an eight-way Intel server towards the end of this year when Intel's Deschute processor hits the market. It continues to supply its own motherboards in a large proportion of its products.
"We have our own chipset - we were the first to market with Pentium II servers because of this. Flexibility is very important to us. If Intel is cheaper we may use Intel but we want to have a choice," said Urano.
ICL is currently the biggest reseller for Fujitsu ICL but the company also has agreements with a number of dedicated channel partners including Logitek, Computacenter, Kerridge, Tplc, Northamber, Action Computer Supplies and Metrologie.
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