Fujitsu revamps its channel partner programme

Fujitsu has simplified its SELECT channel partner accreditation process and revamped its training offering.

The updated programme removes ‘Expert Status’ expiry dates and puts a greater focus on the individual needs of partners. Under the revamped programme, each certification will remain valid until the curriculum is updated. This ensures partners can build the future-facing skills they need to be successful and meet changing customer demands.

Fernanda Catarino, head of channel for Europe, Fujitsu said, “It’s commonplace for channel partners to have to re-take training courses just to retain current certification – and that’s absurd, because it means making a considerable time investment for no gain. As we focus on enabling Fujitsu SELECT channel partners to grow, we are focusing on delivering customised training plans that focus on the skills that our partners need – and removing the ‘box checking’ requirements of many traditional accreditation programmes. This sets Fujitsu’s valued partners up for success – allowing them to build on existing competencies to meet end customer demands to deliver increasingly complex solutions.”

The company has also updated its training strategy to ensure each SELECT Circle partner member develops individual training plans. This will help meet specific business priorities, with partners then able to focus on obtaining accreditation in relevant portfolio areas. Examples might include hybrid cloud, hyper-converged infrastructure or data protection, and in technology areas such as artificial intelligence, the Internet of Things, and specific vertical markets.

In addition, hand-picked partners will be given training to provide their employees with the skills needed to take a solution-based sales approach. This will combine classic sales methodology (focusing on ‘how to sell’) with intensive education on the Fujitsu product portfolio (i.e. ‘what to sell’). This will be delivered via a combination of e-learning, virtual instructor-led training and practical exercises. Participants will then have personal coaching for several months following the training sessions.

Training for all SELECT channel partners is delivered via the Fujitsu SELECT Academy. This offers both live and on-demand online learning options for a broad cross section of topics. These range from intensive training on Fujitsu products through to courses on sales skills and technical education.

Fujitsu also provides partners with its TechCommunity platform, where it plans to offer weekly deep dives into technical topics and a series of sales-focused webinars.

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Charlotte Hathway

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