Fujitsu Making Strides
Fujitsu, a provider of complete portfolio of business technology services, computing platforms and industry solutions, is all set to grow its clout in the Indian market with its innovative products. Pallab Talukdar, CEO, Fujitsu India Pvt. Ltd., spoke about the latest on the company’s front.
Please brief us about your stint at Fujitsu.
We are the fourth-largest company in the world. There are a lot of exciting products and solutions that can bring genuine value to the Indian customers. It is a challenge to bring excitement to the brand, and bring innovative and fascinating products to the market, that is make the job excited.
How would you define Fujitsu's presence in India? Why has Fujitsu been so slow to take off in India?
Since we are at the initial stage in India, there is a lack of awareness among partners and customers. The partners are looking at Fujitsu with a lot of interest. We have a comprehensive portfolio of products. The company offers an entire range that includes workstations, laptops and servers. The channel partners can have a solution at a single point for all their needs. In addition, the Japanese and German heritage of the company means excellence in product quality. Designed in Germany, the solutions are unique in the market and give value to partners as they are pre-tested and pre-qualified. With the unique value preposition, we call it as a dynamic infrastructure because they are pre-fabricated, pre-configured and pre-tested which allows service-led platform to customers as well as well integrated and easy to deploy solution to customers.
So, what is behind the new aggression? What is your strategy now?
Our plan for growth is aggressive. We have been adding more members to our team. We have grown 30 per cent in the headcount over a period of last one quarter. We are expanding our channel reach through national system integration partners, and have recently signed five of them. We are also looking at the small community of high value-added resellers as channel select partners programme that have been rolled out and looking at 75 to 200 partners with Redington and Rashi.
What are the verticals you have been targeting?
We have a focus at all the key verticals. We are talking to SMBs as an attractive value preposition as they look at easy-to-deploy things. Other sectors include manufacturing, telecom, banking and finance.
Tell us something about your focus on storage?
In storage, we have an interesting range that includes internal storage products from entry-level and single-shelf storage solutions. Fujitsu has the world’s biggest storage solution in terms of single-frame capacity. We have a comprehensive range, and have storage architecture. We have tied up with NetApp, and has a joint go-to-market and cross-selling strategy as well has storage relationship with EMC.
How do you ensure profitability for your partners?
We should look at the dynamic value preposition around products. When partners take a solution, it maintains profitability to both partners and vendors. We are committed not to over-distribute our products, and are looking at training the partners and building capabilities.
You talked about dynamic infrastructure. How is channel community receptive to the idea?
We have got a warm reception from the partners, who are excited about the dynamic infrastructure products as they were looking at alternatives. They are looking at the uniqueness of our portfolio.
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