FUJITSU Confidential Fujitsu Government Craig Thomas – Federal Sales George Patrick – SR...
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Transcript of FUJITSU Confidential Fujitsu Government Craig Thomas – Federal Sales George Patrick – SR...
FUJITSU Confidential
Fujitsu Government
• Craig Thomas – Federal Sales
• George Patrick – SR Government BDM
• Ray King –Account Mgr TechData
1
FUJITSU Confidential
Agenda
• Fujitsu at a glance• Market Share / Trend• Becoming a Partner• GSA LOS Requirements• SharePoint Demo
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FUJITSU Confidential3
Fujitsu at a Glance
Technology Solutions
Ubiquitous Product Solutions
Device Solutions
Other Operations
US$ 26.8 billion
US$9.5 billion
US$6.5 billion
US$ 4.2billion
• LSI Devices
• Electronic Components• Others
• PCs/Mobile Phones• Hard Disk Drives• Others
• System Platforms
• System Products
• Network Products
• Services
Note: Percentage breakdown for each segment is calculated as segment’s net sales / ( total consolidated net sales + elimination). US$1 = ¥118. FY 2006 is fiscal year ended March 31, 2007.
Revenue by Business Segment
Consolidated Net Sales by Business Segments
FUJITSU Confidential
Innovation History
1989 1998
M3093E • Introduction of the
award winning M-Series family of scanners
2000 2006
M3097D • Changed LVP
segment with duplex and VRS innovations
ScanPartner 3091DC • Redefines the
workgroup segment with small format duplex scanning
fi-5900C• Redefines MVP
segment with unprecedented speed and price value
2008…
fi-6130 and 6140• 5th Generation of
award winning WG scanning platform
ScanSnap S300• Worlds smallest ADF
scanner
4
7,000
14,000
34,000
163,000
215, 000
Unit Shipments
FUJITSU Confidential
Fujitsu Scanner Market Share
Vendor Market Shares (Units) − All Segments Combined,
FUJITSU Confidential
Overall end-user Industry Segmentation
FUJITSU Confidential
Government POS Monthly Trend
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Scanner Selection Criteria
• Paper handling• Speed• ADF versus flatbed• Deployment (centralized versus
decentralized)• Scanner’s capacity (duty cycle)• Black and white, grayscale, or color• Image enhancement (VRS)
Fujitsu-IPG
FUJITSU Confidential10
Becoming a Fujitsu partnerSubmitting an application is easy. After initialreview, the qualification process will follow. Formore information on becoming a Fujitsu partner,please call (888) 425-8228 or visit our website atwww.reseller.fcpa.fujitsu.com.
FUJITSU Confidential
Partner Programs
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• Design-in Registration Program
• Government and Education Discount Program
• One Capture Alliance Reseller Program
– Financial Incentives
– Sales tools and marketing aids to help you sell more effectively
– Dedicated account representative to support your staff in the field
– Discounted demonstration units enable you to show prospects the latest products at below-market rates
FUJITSU Confidential12
Fujitsu Rewards Program
Purchase Entry ValidationYour purchase submissions will continue to be validated on a weekly basis and will still requireproper invoice documentation. Visit the Fujitsu Partner Rewards website atwww.fujitsupartnerrewards.com to enter your purchases today.
FUJITSU Confidential
Meet Comps / DR’sMC – Meet Competition
- Resellers get the same cost
- Fujitsu sales rep must verify deal by phone or see specs from a RFP.
DR – Deal Registration
- Reseller is protected on price
- Fujitsu sales rep must speak or meet with end user
- Joint meeting with Reseller if possible
- New opportunity or end user
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FUJITSU Confidential14
LOS Requirements -$300,000 minimum annual sales of Fujitsu IPG products/services not to include consumables.
-Minimum combined services attach rate of 50% on Fujitsu IPG products in the Low to Mid Volume segments.
-Minimum of 75% of annual sales must be Government, SLG revenue included, if applicable.
-A strong Federal end-user/agency relationships, key contracts and BPA’s.
-An established outside sales force that calls directly on end-user/agency customers
-Present a documented and active government marketing program, utilizing MDF
-Limited internet-based sales model is mandatory.
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http://cheetah.fcpa.fujitsu.com/resource_center/
FUJITSU Confidential
Fujitsu Focus for 2010
• Going after HP on the desktop• Continuing GSA Schedule Clean Up• National Trade shows• Finding new key Resellers focused on
Federal
• Share Point
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Fujitsu Federal Market Strategy & SharePoint Overview/Demonstration
George Patrick
Sr Government BDM
Craig Thomas
Federal Account Manager
FUJITSU Confidential
Scan to File System
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75% of global scanner shipments are desktop scanners
Many customer use scanners for scanning documents to the file system using various naming conventions
Storing scanned images without adding index data for searching is worst than a paper based filing system
FUJITSU Confidential
Microsoft SharePoint
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FUJITSU Confidential
Fujitsu Scan to SharePoint Solution
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Step 1Scan paper documents
creating a digital image of the original
Index Field 1Index Field 2Index Field 3
Step 2Select a SharePoint server,
add index data to the image, and on-ramp the content into
SharePoint server
Step 3Access SharePoint server via
browser for managing, searching, and retrieving
scanned documents
Paper Documents
Digital File
FUJITSU Confidential
Benefits
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DATA-ON-RAMP Scan paper documents directly into SharePoint
CONTENT MANAGEMENT Manage data from a centralized repository
BUSINESS INTELLIGENCEProvide instant access to information
COLLABORATIONShare content from a centralized repository
SEARCH Efficiently search for information using specified index fields
FUJITSU Confidential
Sharepoint Demo
Infonic Presentation
Kim Kuykendall- Infonic
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Thank You!
How do we Engage?
Questions?