Channel focus and increased support the mark of champions

Fujitsu is among a handful of vendors basking in the glow of being classed as a Channel Champion in the latest Canalys leadership matrix.

The analyst firm produces quarterly insights into which vendors are getting the best and worst channel feedback and Fujitsu has emerged as one of the best performer in Q1 2018.

Fujitsu was joined by Lenovo, Palo Alto Networks, Cisco and Veeam in the champions category.

Cisco got the nod by partners because it has stepped up support for partners looking to get ready for the digital future. Lenovo has got the thumbs up because of its 'Channel 2.0' iniative, with simplified incentives and more tools for partners.

Palo Alto has helped partners increase profitability and Veeam has shown a commitment to the indirect model that has pleased EMEA resellers.

On the flip side Citrix, Microsoft, VMware, McAfee, Huawei, Symantec, AWS, Veritas and APC were in the stragglers category.

Dave Hazard, vice president channel and sales operations at Fujitsu in EMEA, said that the vendor placed a high value on its relationship with partners.

The firm's SELECT programme is the way the vendor works with the channel and it recently extended the support it gives on the security front. It has also developed a number of specialisations, including virtualisation and mobility, backed up with training.

Digitalisation has revolutionised the demands placed on the IT channel, and we are immensely proud of the level of skills and responsiveness our partner ecosystem is achieving. We support our partners in embracing change, from gaining skills in new technologies to adapting to new business models and ways of selling. And we commit to remaining attentive to our partners’ changing needs and will continue to adapt our partner programme to support them at every step of the way," he said.

Alastair Edwards, chief analyst at Canalys, said that Fujitsu had developed a strong two-tier channel and made sure it supported those partners that were looking to add specialisations and grow their revenues.