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Fujitsu Government

Fujitsu Government. Craig Thomas – Federal Sales George Patrick – SR Government BDM Ray King –Account Mgr TechData. Agenda. Fujitsu at a glance Market Share / Trend Becoming a Partner GSA LOS Requirements SharePoint Demo. Fujitsu at a Glance. Revenue by Business Segment

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Fujitsu Government

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  1. Fujitsu Government • Craig Thomas – Federal Sales • George Patrick – SR Government BDM • Ray King –Account Mgr TechData

  2. Agenda • Fujitsu at a glance • Market Share / Trend • Becoming a Partner • GSA LOS Requirements • SharePoint Demo

  3. Fujitsu at a Glance Revenue by Business Segment Consolidated Net Sales by Business Segments Other Operations US$ 4.2billion Technology Solutions Device Solutions • LSI Devices • Electronic Components • Others • System Platforms • System Products • Network Products • Services US$6.5billion Ubiquitous Product Solutions US$ 26.8 billion • PCs/Mobile Phones • Hard Disk Drives • Others US$9.5 billion Note: Percentage breakdown for each segment is calculated as segment’s net sales / ( total consolidated net sales + elimination). US$1 = ¥118. FY 2006 is fiscal year ended March 31, 2007.

  4. Innovation History Unit Shipments 215, 000 163,000 • fi-6130 and 6140 • 5th Generation of award winning WG scanning platform • ScanSnap S300 • Worlds smallest ADF scanner 34,000 • fi-5900C • Redefines MVP segment with unprecedented speed and price value 14,000 • ScanPartner 3091DC • Redefines the workgroup segment with small format duplex scanning 7,000 • M3097D • Changed LVP segment with duplex and VRS innovations • M3093E • Introduction of the award winning M-Series family of scanners 1989 1998 2000 2006 2008…

  5. Fujitsu Scanner Market Share Vendor Market Shares (Units) − All Segments Combined,

  6. Overall end-user Industry Segmentation

  7. Government POS Monthly Trend

  8. Scanner Selection Criteria • Paper handling • Speed • ADF versus flatbed • Deployment (centralized versus decentralized) • Scanner’s capacity (duty cycle) • Black and white, grayscale, or color • Image enhancement (VRS) Fujitsu-IPG

  9. Becoming a Fujitsu partner Submitting an application is easy. After initial review, the qualification process will follow. For more information on becoming a Fujitsu partner, please call (888) 425-8228 or visit our website at www.reseller.fcpa.fujitsu.com.

  10. Partner Programs • One Capture Alliance Reseller Program • Financial Incentives • Sales tools and marketing aids to help you sell more effectively • Dedicated account representative to support your staff in the field • Discounted demonstration units enable you to show prospects the latest products at below-market rates • Design-in Registration Program • Government and Education Discount Program

  11. Fujitsu Rewards Program Purchase Entry Validation Your purchase submissions will continue to be validated on a weekly basis and will still require proper invoice documentation. Visit the Fujitsu Partner Rewards website at www.fujitsupartnerrewards.com to enter your purchases today.

  12. Meet Comps / DR’s MC – Meet Competition - Resellers get the same cost - Fujitsu sales rep must verify deal by phone or see specs from a RFP. DR – Deal Registration - Reseller is protected on price - Fujitsu sales rep must speak or meet with end user - Joint meeting with Reseller if possible - New opportunity or end user

  13. LOS Requirements • $300,000 minimum annual sales of Fujitsu IPG products/services not to include consumables. • -Minimum combined services attach rate of 50% on Fujitsu IPG products in the Low to Mid Volume segments. • -Minimum of 75% of annual sales must be Government, SLG revenue included, if applicable. • -A strong Federal end-user/agency relationships, key contracts and BPA’s. • -An established outside sales force that calls directly on end-user/agency customers • -Present a documented and active government marketing program, utilizing MDF • -Limited internet-based sales model is mandatory.

  14. http://cheetah.fcpa.fujitsu.com/resource_center/

  15. Fujitsu Focus for 2010 • Going after HP on the desktop • Continuing GSA Schedule Clean Up • National Trade shows • Finding new key Resellers focused on Federal • SharePoint

  16. Fujitsu Federal Market Strategy & SharePoint Overview/Demonstration George Patrick Sr Government BDM Craig Thomas Federal Account Manager

  17. Scan to File System 75% of global scanner shipments are desktop scanners Many customer use scanners for scanning documents to the file system using various naming conventions Storing scanned images without adding index data for searching is worst than a paper based filing system

  18. Microsoft SharePoint Desktop Client Server Platform

  19. Fujitsu Scan to SharePoint Solution Step 1 Step 2 Step 3 Scan paper documents creating a digital image of the original Select a SharePoint server, add index data to the image, and on-ramp the content into SharePoint server Access SharePoint server via browser for managing, searching, and retrieving scanned documents Paper Documents Index Field 1 Index Field 2 Index Field 3 Digital File

  20. Benefits DATA-ON-RAMP Scan paper documents directly into SharePoint CONTENT MANAGEMENT Manage data from a centralized repository Content BUSINESS INTELLIGENCE Provide instant access to information COLLABORATION Share content from a centralized repository SEARCH Efficiently search for information using specified index fields

  21. Sharepoint Demo Infonic Presentation Kim Kuykendall- Infonic

  22. Thank You! How do we Engage? Questions?

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