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Fujitsu Federal Government Market Strategy George Patrick Sr Government BDM

Fujitsu Federal Government Market Strategy George Patrick Sr Government BDM. Agenda. Fujitsu at a glance Market Share / Trend Becoming a Partner Federal/SLED Overview. Fujitsu at a Glance. Headquarters: Tokyo, Japan President: Kuniaki Nozoe Established: June 1935

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Fujitsu Federal Government Market Strategy George Patrick Sr Government BDM

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  1. Fujitsu Federal Government Market Strategy George Patrick Sr Government BDM

  2. Agenda Fujitsu at a glance Market Share / Trend Becoming a Partner Federal/SLED Overview

  3. Fujitsu at a Glance • Headquarters: Tokyo, Japan • President: Kuniaki Nozoe • Established: June 1935 • Revenue: US $52 Billion • R&D Expenditure: US $2.5 billion • Employees: 161,000 worldwide • Fujitsu customers include over half of the Fortune Global 500 • Fujitsu innovations hold over 34,000 patents • Stock Exchange Listings: Tokyo, Osaka, Nagoya, Frankfurt, London, Geneva

  4. Fujitsu Government Team • Craig Thomas – Federal Sales • George Patrick – SR Government BDM • Andrew Cornell- Inside Sales • Ray King –Account Mgr TechData

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

  6. Fujitsu G Performance • G revenue 30% of Fujitsu revenue • Only Health Care exceeds G Revenue • SLED accounts for 65% of G revenue • Fujitsu/TD G Growth up 3% YOY ‘08 vs ‘09 • Fujitsu/TD Growth up 24% YTD

  7. 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

  8. VRS In The Box Why Virtual ReScan (VRS) by Kofax? • Documents were not created to be scanned • Documents are created to: • sell things(fancy colors) • are in red ink, blue ink, dot-matrix, bold, crayon • are sometimesdamaged(handled by truck drivers, customers,…) • be unique and easily distinguishable (sizes, shaded background colors, watermarks,…)

  9. Fujitsu Service Advantage Why sell Fujitsu Service? • The only Fujitsu-Authorized service provider • Service not performed by FCPA, will void the warranty • Fujitsu FE’s only repair Fujitsu scanners • Toll free Technical Assistance Center (TAC) 800-626-4686 & priority contracts line 866-357-3788 Selling Benefits • Increased revenues and margin • Account Control & Customer retention • Great potential for annual renewals. • Minimized customer downtime

  10. 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.

  11. Partner Programs • One Capture Alliance Reseller Program • Financial Incentives • Sales tools and marketing aids to help you sell more effectively • Hot sales leads jump-start your lead generation efforts • 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

  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. Why Fujitsu in Federal? • Participation in Government Events • FOSE • FBI IT • VA Health Care • DOD Base Tech events • GBC Tabletop events

  14. Top Federal Buying Vehicles • GSA Schedule 70 • 14 Current LOS holders • NASA SEWP Contract • 8 key holders/mainly VA • Open Market • FedBids/Reverse Auction • SPAWARS • Agency Specific BPAs • TRP

  15. Example Account • DEA Testing is done by SRC in Sterling IT Dept is at Head Quarters in Arlington CSC is the contractor that tracks the order The contract is called Firebird DEA is buying are 6130 and 6230 scanners I got them to test the 6770 as a high end scanner Sales = 800k Decisions are made in DC Area but offices all over USA

  16. 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.

  17. 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

  18. Why Fujitsu/TechData? • Letter of Supply • Huge Government Install Base • Gov-Ed Discount Program • Registration Program • State Contract Application Support • Knowledge of Requirements • 508 Compliance • Country of Origin/Trade Compliant

  19. Why Fujitsu/TechData? • Government Vertical is Number 1 in Imaging Products Group • Largest Install Base of any Scanner Manufacturer – Market share Leader! • Adding second Government BDM • Webinars • Specific Government Advertising • FCW, GCN, Government Executive

  20. Resources to support your business

  21. Latin America & Caribbean Regional Sales Mgr Cesar Vega 847-909-5799 cvega@us.fujitsu.com NH VT ME WA AK MA ND MT MN WI CT NY MI Ignacio Martinez Mexico Territory Manager +52-1-55-5458-2482 imartinez@us.fujitsu.com OR ID SD RI PA HI WY NJ IA OH N. CA NE IL IN WV NV DE UT VA KY CO MD MO Adriana Salas South America Territory Manager +57-315-896-8558 asalas@us.fujitsu.com KS TN NC SC S.CA AZ NM OK AR AL National Sales Mgr – West Laeres Patton 408-746-7189 lpatton@us.fujitsu.com MS GA National Sales Mgr – East Marni Carmichael 949-887-1921 mcarmichael@us.fujitsu.com LA • Don Caruso LAC inside support • Peter Freimuth SE Support TX FL Wayne Marto Acct Mgr 425-482-6068 wmarto@us.fujitsu.com Ivan Bermudez Acct Mgr 615-302-0710 ibermudez@us.fujitsu.com Service Sales Thomas Hempler Service Sales Supervisor 702-395-2153 thempler@us.fujitsu.com Pre-Sales Engineers Peter Freimuth Sales Engineer Manager408-746-7088 pfreimuth@us.fujitsu.com Inside Sales Mgr Don Caruso 408-746-7048 dcaruso@us.fujitsu.com Devon Aldrich Inside Sales 408-746-6964 daldrich@us.fujitsu.com Glenn brown Sr. Acct Mgr 949-212-8114 gbrown@us.fujitsu.com Harold Fisher Sr. Acct Exec 203-438-8424 hfischer@us.fujitsu.com Scott Paul Sales Engineer 940-435-9395 spaul@us.fujitsu.com  Joshua Bird Service Acct Mgr614-717-9273 jbird@us.fujitsu.com Lloyd Boutavan Inside Sales 408-746-7021 lboutavan@us.fujitsu.com Niloy Chatterjee Inside Sales, Office Dealers BTA 408-746-6958 nchatterjee@us.fujitsu.com Pat D’Onofrio Acct Mgr 720-489-5611 pdonofrio@us.fujitsu.com Joseph Ogborn Acct Mgr 215-292-6292 jogborn@us.fujitsu.com Mike DeFazio Sales Engineer 440-356-0488 mdefazio@us.fujitsu.com  Craig Thomas FederalAcct Mgr 301-812-0545 Craig.thomas@us.fujitsu.com Tommy Tsaboukos Sr. Inside Sales 408-746-7144 ttsaboukos@us.fujitsu.com John Dickerson Service Acct Mgr 301-271-2826 jdickerson@us.fujitsu.com Ryan Williams Acct Mgr 214-293-9837 rwilliams@us.fujitsu.com Frank Tan Inside Sales 408-746-7017 ftan@us.fujitsu.com Stephen Lerner Sales Engineer 347-330-7427 slerner@us.fujitsu.com  Scott Steiner Acct Exec 404-434-7710 ssteiner@us.fujitsu.com Stephanie Galvan Inside Sales 408-746-7018 sgalvan@us.fujitsu.com Andrew Cornell Sr. Inside Sales 408-746-7073 acornell@us.fujitsu.com Steve Baldwin Sr. Acct Mgr 515-573-3231 sbaldwin@us.fujitsu.com Steve Inge Acct Mgr 813-749-6660 singe@us.fujitsu.com Kathryn Morales Sr. Acct Mgr 312-933-5727 kmorales@us.fujitsu.com David Stapleton Sr. Service Acct Mgr 708-926-3849 dstapleton@us.fujitsu.com Open Inside Service and Contract Sales Hot-Line Numbers Sales- 888-425-8228 TAC- 800-626-4686 Priority Contract- 866-357-3788 VAR TAC Hotline-888-282-0444 Marc Moran Inside Service Sales408-746-7032 mmoran@us.fujitsu.com Bernard Lhermine Sr. Inside Service Sales408-746-7160 blhermine@us.fujitsu.com Government Sales BDM George Patrick 703-404-0283 gpatrick@us.fujitsu.com Dennis Agpaoa Sr. Service Acct Mgr 408-746-7002 dagpaoa@us.fujitsu.com

  22. The Fujitsu Manufacturer Store – Exclusive to Tech Data!!! • Get the latest news on our lucrative Reseller Programs • Keep informed on the newest additions to our award winning product line • Learn about trends driving document imaging technology! Visit us now @: http://www.techdata.com/business/fujitsu

  23. Document Imaging Team Duane Aaron Alan Kristen Kristi Ulla • Dedicated Document Imaging Team available to assist you from 8:30 a.m. to 6:00 p.m. EST • By phone at (800) 500-0101, option 1 or email to • documentimaging@techdata.com • The Imaging team holds multiple certifications and is constantly trained by the business partners on all new product & solutions available.

  24. We’re Here To Help You Succeed Barb Miller Vice President Beth McElveen Sr. Manager Tim Orselli Manager Kevin Simcox Ken Carvalis Scott Neubauer Bob Watson

  25. Why Fujitsu/TechData? • Government Vertical is Number 1 in Imaging Products Group • Largest Install Base of any Scanner Manufacturer – Market share Leader! • Adding second Government BDM • Webinars • Specific Government Advertising • FCW, GCN, Government Executive

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

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