Fujitsu Government
• Craig Thomas – Federal Sales
• George Patrick – SR Government BDM
• Ray King –Account Mgr TechData
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Agenda
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•
•
•
•
Fujitsu at a glance
Market Share / Trend
Becoming a Partner
GSA LOS Requirements
SharePoint Demo
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Fujitsu at a Glance
Revenue by Business Segment
Consolidated Net Sales by Business Segments
Other Operations
US$ 4.2billion
Device Solutions
Technology
Solutions
• LSI Devices
• Electronic
Components
• Others
US$6.5 billion
Ubiquitous
Product Solutions
• System Platforms
• System Products
• Network Products
• Services
US$ 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.
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Innovation History
Unit Shipments
215, 000
163,000
34,000
14,000
7,000
M3097D
• Changed LVP
segment with
duplex and VRS
M3093E
innovations
• Introduction of the
award winning MSeries family of
scanners
1989
ScanPartner 3091DC
• Redefines the
workgroup segment
with small format
duplex scanning
1998
2000
4
fi-5900C
• Redefines MVP
segment with
unprecedented
speed and price
value
2006
fi-6130 and 6140
• 5th Generation of
award winning WG
scanning platform
ScanSnap S300
• Worlds smallest ADF
scanner
2008…
FUJITSU Confidential
Fujitsu Scanner Market Share
Vendor Market Shares (Units) − All Segments Combined,
Others
Kodak
5-10%
Fujitsu Scanners
Overall Unit
Growth in 2008 –
22%!
Canon
10-15%
Visioneer
10-15%
HP
10-15%
Fujitsu
50 - 55%
Leading market -share in
4 segments
• Personal Workgroup
• Desktop Workgroup
• Departmental
• Mid-Volume Production
FUJITSU Confidential
Overall end-user Industry Segmentation
Transportation
1%
Retail
1%
Real Estate
0%
Utility
2%
Education
3%
Others
2%
Media
1%
Manufacturing
2%
Legal
1%
Insurance
2%
Hotel
0%
Pharmacy
10%
Financial Service
12%
Government
27%
Healthcare
36%
FUJITSU Confidential
Millions
7
Government POS Monthly Trend
6
5
4
3
FY07
FY08
2
1
-
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Scanner Selection Criteria
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•
•
•
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
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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.
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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
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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.
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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
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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.
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http://cheetah.fcpa.fujitsu.com/resource_center/
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Fujitsu Focus for 2010
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•
•
•
Going after HP on the desktop
Continuing GSA Schedule Clean Up
National Trade shows
Finding new key Resellers focused on
Federal
• Share Point
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Fujitsu Federal Market Strategy & SharePoint
Overview/Demonstration
George Patrick
Sr Government BDM
Craig Thomas
Federal Account Manager
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
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Microsoft SharePoint
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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
Digital File
Index Field 1
Index Field 2
Index Field 3
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Benefits
DATA-ON-RAMP
Scan paper documents directly into SharePoint
CONTENT MANAGEMENT
Manage data from a centralized repository
BUSINESS INTELLIGENCE
Provide instant access to information
COLLABORATION
Share content from a centralized repository
SEARCH
Efficiently search for information using specified index fields
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Sharepoint Demo
Infonic Presentation
Kim Kuykendall- Infonic
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Thank You!
How do we Engage?
Questions?
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