Fujitsu signs 300th Elite reseller

Fujitsu Siemens Computers (FSC) has signed HKW Information Services as the 300th member of its Elite reseller programme, part of its ambitious channel expansion plan.

The vendor announced its intention last month to bolster its UK channel with an additional 140 resellers by the end of April.

This figure would give the vendor just over 400 partners and provide it with the visibility required to boost its flagging UK business. A total of 30 partners have signed up since early August.

FSC has a strong mix of resellers in the SME sector, as well as corporate players such as Teksys and Computacenter. The company is looking for increased coverage now that it is more focused on the channel.

Shaun Frolich, executive chairman at Teksys, said: "FSC is saying that its market momentum is building and that it needs more coverage."

The channel, in particular the corporate space, has been key in the company's UK success, according to Frolich.

"The big corporate resellers have been important in developing FSC's brand in the UK," he explained. "Prior to its channel push in the UK the brand was well known in continental Europe but not in the UK."

Frolich added that there has been a lack of market-making in hardware in the past, with resellers simply supplying products from the big vendors to meet customer demand.

"By working closely with corporate resellers the company has raised its brand acceptance," he said.

Alison Heath, account manager for Computacenter at FSC, agreed that raising brand awareness was essential.

She explained that the company has generated demand among corporate customers, and that smaller resellers are benefiting.

"When you have big customers using your products it gives the brand credibility and makes the job of selling easier among resellers," said Heath.

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