| Executive |
Victor Kan
|
| Award | Top 100 |
| Company Name | Fujitsu Computer Products of America |
| Title | Vice president of sales and marketing, Imaging Products group |
| Years At Company | 6 |
| Years In Channel | 15 |
| Reports To | Shinichi Mori, senior vice president, Imaging Products Group |
| Top Priority for 2006 | To increase sales and profitability while improving customer experience by leveraging the channel. |
| Top Business Challenge | Sustaining our substantial market-share advantage in an increasingly competitive landscape and working closely with VARs and channel partners to ensure their continued profitability. |
| Top Opportunity | Utilizing the channel to address the midmarket's document imaging needs; it's currently a dramatically unrepresented segment. |
| Best Part of Channel Program | Fujitsu has an excellent resource community for VARs that enables them to research and offer complete solutions with software, hardware and service programs. The key to VAR profitability is the ability to deliver of holistic, end-to-end solutions instead of being limited to hardware alone. |
| Best Decision In the Last 12 Months | Automating the VAR rebate process, which allowed us to increase the number of checks sent to VARs by 150 percent while increasing the total amount paid by 50 percent. |
| Miles Traveled in 2005 | 90,000 |
