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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Lorne Wilson, Fujitsu Computer Product of America
| Channel Chief Name | Lorne Wilson |
| Channel Chief Title | Senior VP, Sales and Marketing |
| Company and Division | Fujitsu Computer Product of America |
| Markets Served: |
Storage |
| Company's overall 2007 revenue: | n/a |
| Percentage of revenue from solution providers: | 43% |
| Number of years with the company: | 10 |
| Number of years involved with indirect sales: | 15 |
| Number of employees in channel organization: | 57 |
| To whom do you report in your organization? | Yoshihiko Masuda, President and CEO |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | 1) Introduction of the 300GB portable External HDD, highest capacity external available in 2007. 2) Growth of XG2000, 10GbE Switch sales through channel partners. We also had a great Net Seminar a few months ago with this product and have been working with some prospective customers. 3) Palm Secure deployment at Carolinas Health Care System |
| List up to 10 of your top products sold through the channel: | MAW3073NC 73.5 GB, 10000 RPM, Ultra 320 SCSI/SCA2/LVD MAW3147NC 147 GB, 10000 RPM, Ultra 320 SCSI/SCA2/LVD MAW3300NC 300 GB, 10000 RPM, Ultra 320 SCSI/SCA2/LVD MAX3073NC 73.5GB, 15000 RPM, Ultra 320 SCSI/SCA2/LVD MAX3147NC 147 GB, 15000 RPM, Ultra 320 SCSI/SCA2/LVD PORTABLE PRODUCT LINE Model Number Description MHY2080BH 80.0GB, 5400 RPM, SATA, FDB MHY2120BH 120.0GB, 5400 RPM, SATA, FDB MHY2160BH 160.0GB, 5400 RPM, SATA, FDB |
| Describe how your partner community has grown over the past year: | Our HDD partner base continues to expand as storage continues to be a growth market. The new products group also continues to make deployments with new channel partners involving networking and biometric technologies |
| Name the one individual who has had the most profound impact on your life: | From a career prospective Finis Conner had the most impact on Lorne's career and work life. While working with Finis at Conner Peripherals Lorne learned valuable insights on staying customer focused, meeting customer commitments and other industry fundamentals just out of college. |
| Please name the single most innovative initiative for which you were responsible for the past year? | The Fujitsu PalmSecure biometric palm vein sensor and XG Series 10GbE switches. True innovation comes when multiple companies and partners come together to create solutions. Please see the innovations and deployments in question 13 |
| What were the key channel partner investments you made in the past year? | 1) Expansion of new products group to support the Palm Secure and XG switch products. 2) Adding Synnex as a authorized distributor for HDD and XG switches July 13, 2007 to better serve our channel customers. Fujitsu also increased headcount to support our growing customer base and distributors. 3) Field engineering to support transitions to smaller form factor SAS interface HDDs |
| How are you attracting the next generation of solution providers? | Fujitsu Computer Products of America is attracting the next generation of solution providers by continuing to offer industry leading products including hard disk drives, 10GbE switches and palm vein based biometric authentication devices. In addition to offering innovative products we are continuing to focus on exceeding our customer's sales, marketing, engineering and overall support requirements. |
| What is the greatest challenge you overcame in the past year? | Transitioning customers on the enterprise HDD product line from 3.5' 10K SCSI to 2.5' 10K SAS and 2.5' 15K SAS. This is a result of years of effort educating customers and working with their product engineering to make the switch successful. |
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