| 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 | |
| Years in position | |
| North America Government Channel Chief | Victor Kan, Vice President, Sales and Marketing, Imaging Products Group |
| Years in position | 8 |
| Market segments served | Peripherals |
| 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 | One Capture Alliance |
| Briefly describe Government Channel Program | The Fujitsu One Capture Alliance Imaging Partner Program puts the power of Fujitsu behind every sales call. This company-wide, channel-focused initiative creates stronger working relationships, new opportunities, greater access to valuable information. |
| Number of Tiers in Program | 2 |
| Name of Government Channel Program manager | Scott Francis |
| Channel manager Title | Director of Product Marketing |
| Total corporate revenue in $Millions | $41 |
| Total indirect revenue percent | n/a |
| Total number of government solution provider partners | n/a |
| Total number of education VAR partners | n/a |
| Total number of channel companies selling your government products and services | 2,500 |
| Total number of registered Government partners (North America) | 2,500 |
| Total number of registered Government partners (Worldwide) | 2525 |
| 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 | One-time 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, Generates leads and initiates sales, which are turned over to partners, Works cooperatively with partners in identifying and targeting prospects, Leaves demand generation to channel partners |
| How does your company support its Government channel partners with leads (Other) | |
| Program features | Low-interest financing, SPIFS, Rebates, Deal registration, Loaner/Demo units, Price protection plans, 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), Offer trade-compliant products (as per Federal Trade Agreement Act (TAA)) |
| 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, 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, Conducts regular meetings with individual partners |
| To support inform and educate (Other) | |
| How does your Government channel program support small solution providers | Supported through distribution |
| 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 and net profits, Unit volume, Services engagements/protracted contracts, Number of deal referrals to direct |
| How do you measure the success of your Government solution provider partners (Other) | |
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