With the base program in place it can be shaped for and by partners, with the aim being for them to be able to buy both infrastructure and services from Fujitsu – including channel-ready service offerings – to either build on top of or build into their own service offering capabilities. Given that one-size no longer fits all, Fujitsu’s service provider experts will work with partners to co-create solutions and adapt them to their end-customers’ requirements. Not only will partners benefits from this tailored expert support, but sales and marketing teams will help promote the sales of those co-created services.
Businesses are pursuing digital transformation to adapt to dynamic and disrupted markets, and resellers’ traditional business models have needed to adjust to offer services and solutions beyond the innovative technology their businesses have been built around.
The service-driven approach is built to accommodate different business models, with the Service Provider Program structured by flexible commercial approaches that are based on a shared-risk partnership, align to customer service level agreements (SLAs) and enable partners to build and successfully grow their service businesses.
Leigh Schvatz, Head of Cloud and Managed Service Provider Offerings, Fujitsu UK & Ireland, commented: “For service providers, competition is fierce. To compete they need to offer their customers a highly personal and differentiated service – and that means our partners need to be getting one themselves.
“The service provider program is designed to provide the solid infrastructural base on which resellers can accelerate the transition to a service based model, which has innovative technology at its heart. By taking a co-creation approach and melding our expertise with service providers’, we’re looking to introduce a flexible model that enables our partners to focus on where their customers, and therefore they, are winning.”