| U.S. HQ Address | 1255 East Arques Ave. Sunnyvale, CA 94085 |
| Worldwide HQ Address | |
| URL | www.us.fujitsu.com/fcpal |
| CEO | Yoshihiko Masuda |
| Worldwide Government Channel Chief | Lorne Wilson, Senior Vice President, Sales and Marketing |
| Years in position | 10 |
| North America Government Channel Chief | Lorne Wilson, Senior Vice President, Sales and Marketing |
| Years in position | 10 |
| Market segments served | Storage |
| Market segments served (Other) | |
| Do you partner with VARs or solution providers | Yes |
| Do you offer a separate Government channel partner program | No |
| Name of Government Channel Program | Partner-Force Program |
| Briefly describe Government Channel Program | Through company-wide commitment to the distribution channel, the Fujitsu Partner-Force program delivers marketing support, technical expertise, sales tools and valuable incentive programs to our channel partners. |
| Number of Tiers in Program | 1 |
| Name of Government Channel Program manager | Dan Frey |
| Channel manager Title | Senior Marketing Specialist |
| Total corporate revenue in $Millions | n/a |
| Total indirect revenue percent | 21% |
| Total number of government solution provider partners | 200 |
| Total number of education VAR partners | 200 |
| Total number of channel companies selling your government products and services | 4,000 |
| Total number of registered Government partners (North America) | 400 |
| Total number of registered Government partners (Worldwide) | |
| Do you offer more than one government channel program | One government program only, for all levels of government |
| Do you offer more than one government channel program (Other) | |
| Program Requirements | No fee, Industry/Market (vertical) expertise |
| Program Requirements (Other) | |
| How does your company support its Government channel partners with leads | Generates leads which are turned over to partners, Works cooperatively with partners in identifying and targeting prospects |
| How does your company support its Government channel partners with leads (Other) | |
| Program features | SPIFS, Rebates, Deal registration, Loaner/Demo units, Discount promotions, Tiered discounts, Qualified leads, Awards for sales, Awards for innovation, MDF |
| Program features (Other) | |
| Does your company offer any of the following | Allow resellers to be agents (re: GSA schedule), Special pricing program for Government or education sector (end users), Do not participate in GSA Schedule, Provide MSRP for your products for those bid opportunities requiring per cent off MSRP type bidding |
| Does your Government channel program offer | Pre-sales support, Post-sales support, Technical support, Local account/field reps, MDF/Coop Marketing, Rules of engagement for managing direct/indirect channel conflict, Dedicated (government) account team, Clearly defined division between accounts for direct and indirect sales |
| Does your Government channel program offer (Other) | |
| Does your Government partner program portal provide | Downloadable marketing materials, Online training resources, Account management, Restricted access to partner information |
| Does your Government partner program portal provide (Other) | |
| To support inform and educate parnters, do you offer | Conducts online seminars and conferences, Provides funding to partners to attend industry conferences, Publishes regular newsletters, Conducts regular meetings with individual partners |
| To support inform and educate (Other) | |
| How does your Government channel program support small solution providers | Have a tier that supports their needs |
| How does your Government channel program support small solution providers (Other) | |
| How do you measure the success of your Government solution provider partners | Gross revenue, Unit volume |
| How do you measure the success of your Government solution provider partners (Other) | |
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