The company claims that digital transformation will quell end users’ appetite to deal directly with big vendors.
Fujitsu’s UK product boss James Johnston has been explaining why the vendor is shifting more business towards the channel.
He said that Fujitsu’s channel organisation is best placed to fulfil the kind of shadow IT purchases that accompany a digital transformation mindset.
Fujitsu has been making its direct sales reps compensation scheme more channel-centric and handing over accounts from its direct team to partners.
At the same time it is moving resources from its direct to indirect teams.
The ultimate goal is to increase UK channel business from 50 to 90 percent of total sales.
Digital transformation means that more organisations are purchasing shadow IT. Business lines are investing in IT infrastructure to change their business models, he said.
The channel is better positioned to give that level of agility and to team up with software organisations.
Fujitsu’s PC business is tanking and deal with Lenovo is in the offering. But McLean seems optimistic about what is happening on his patch with more than 600 deals registered under a new distribution-led deal registration scheme launched in January, with 30 percent of those being new customers