Fujitsu India has planned to increase its volume business by adding sub distributors to its existing go-to-market-strategy. The company has appointed 12 new sub-distributors in 8 cities in addition to its existing three national distributors-Ingram Micro, Redington and Cyberstar.
Presently, the company has adopted a three-pronged strategy and is aggressively looking at expanding its depth beyond major metros. Speaking to The DQ Week, Nitin Verma, national manager, volume business, Fujitsu India on the sideline of the launch of ultrabooks said, "We have appointed two sub-distributors in cities like Delhi, Mumbai, Ahmedabad; and in cities where we have our physical presence we are appointing single distributors. The idea is to work on an in-depth model and develop partners ecosystems by introducing new products, enhance visibility and consistency of policy for our partners."
The company also informed that with the addition of sub-distributors, its notebooks business have grown significantly. The company's channel focus has increased considerably with about 90% contribution from channels, against 75% in the last 3 months. Moreover, it will also replicate the same model for its volume server business. Although Fujitsu does not have a retail policy, but to cater to the commercial customers, it has also appointed 20 retail partners.
Alok Sharma, country manager, workplace systems, Fujitsu India said, "Fujitsu started its Channel Breadth Campaign in April 2012 and so far has registered about 500 partners. Majority of registered partners are focused on SMB and SOHO customers."
Additionally, it has also kick-started 10-cities roadshow in A, B-class cities in the month of August, and it will cover cities like Indore, Delhi, Ahmedabad, Bengaluru, Chennai, Chandigarh, Hyderabad by middle of October. "India, along with Russia and Middle-East countries, is showing good results for us. We know that these markets have real potential to grow, so we are trying our best to increase our services and product portfolios in these countries," Sharma said.
All the above developments are in line of company's broad vision of regional expansion. Fujitsu Japan has ambitious plans for the Indian market and is putting in significant investment for the same. "In the past 1 year, Fujitsu has grown from 3 cities to present 10 cities. We are witnessing a double-digit growth now which was single digit, may be a year or two back," said Sharma.
On a global level, its revenues were flat but India is quite a profitable market and revenues from India grew 73%. This year also, the company expects to continue the momentum and clock a double-digit growth.