Fujitsu Federal Government Market Strategy
George Patrick
Sr Government BDM
Agenda
Fujitsu at a glance
Market Share / Trend
Becoming a Partner
Federal/SLED Overview
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FUJITSU Confidential
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
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Fujitsu Government Team
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•
•
•
Craig Thomas – Federal Sales
George Patrick – SR Government BDM
Andrew Cornell- Inside Sales
Ray King –Account Mgr TechData
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Fujitsu Scanner Market Share
Vendor Market Shares (Units) − All Segments Combined,
Others
Kodak
5-10%
Canon
10-15%
Visioneer
10-15%
Fujitsu
50 - 55%
Leading market -share in
4 segments
• Personal Workgroup
• Desktop Workgroup
HP
10-15%
• Departmental
• Mid-Volume Production
FUJITSU Confidential
Fujitsu G Performance
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•
•
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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
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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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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 sometimes damaged (handled by truck drivers,
customers,…)
- be unique and easily distinguishable (sizes, shaded
background colors, watermarks,…)
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Fujitsu Service Advantage
Why sell Fujitsu Service?
–
–
–
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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
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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
– 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
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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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Why Fujitsu in Federal?
• Participation in Government Events
– FOSE
– FBI IT
– VA Health Care
– DOD Base Tech events
– GBC Tabletop events
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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
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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
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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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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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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
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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
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Resources to support your business
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Latin America & Caribbean
Regional Sales Mgr
VT
ME
AK
WA
OR
HI
N.
CA
MT
ID
NV
National Sales Mgr – West
Laeres Patton
National Sales Mgr – East
Wayne Marto
Acct Mgr
425-482-6068
wmarto@us.fujitsu.com
Glenn brown
Sr. Acct Mgr
949-212-8114
gbrown@us.fujitsu.com
Pat D’Onofrio
Acct Mgr
720-489-5611
pdonofrio@us.fujitsu.com
Ryan Williams
Acct Mgr
214-293-9837
rwilliams@us.fujitsu.com
Steve Baldwin
Sr. Acct Mgr
515-573-3231
sbaldwin@us.fujitsu.com
Kathryn Morales
Sr. Acct Mgr
312-933-5727
kmorales@us.fujitsu.com
Marni Carmichael
949-887-1921
mcarmichael@us.fujitsu.com
Ivan Bermudez
Acct Mgr
615-302-0710
ibermudez@us.fujitsu.com
Harold Fisher
Sr. Acct Exec
203-438-8424
hfischer@us.fujitsu.com
George Patrick
703-404-0283
gpatrick@us.fujitsu.com
WI
PA
IA
NE
UT
AZ
CO
NY
MI
SD
KS
NM
OK
TX
Inside Sales
Mgr
IL
IN
OH
MO
KY
TN
AR
AL
MS
LA
WV
VA
SC
GA
FL
Devon Aldrich
Inside Sales
408-746-6964
daldrich@us.fujitsu.com
Don Caruso
408-746-7048
dcaruso@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
Craig Thomas
FederalAcct Mgr
301-812-0545
Craig.thomas@us.fujitsu.com
Tommy Tsaboukos
Sr. Inside Sales
408-746-7144
ttsaboukos@us.fujitsu.com
Frank Tan
Inside Sales
408-746-7017
ftan@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
Joseph Ogborn
Acct Mgr
215-292-6292
jogborn@us.fujitsu.com
Steve Inge
Acct Mgr
813-749-6660
singe@us.fujitsu.com
Open
Government Sales
BDM
MN
WY
S.CA
408-746-7189
lpatton@us.fujitsu.com
ND
Inside Service and Contract Sales
Bernard Lhermine
Sr. Inside Service Sales
408-746-7160
blhermine@us.fujitsu.com
Cesar Vega
847-909-5799
cvega@us.fujitsu.com
NH
Marc Moran
Inside Service Sales
408-746-7032
mmoran@us.fujitsu.com
MA
CT
RI
NJ
DE
MD
NC
Ignacio Martinez
Mexico
Territory Manager
+52-1-55-5458-2482
imartinez@us.fujitsu.com
Adriana Salas
South America
Territory Manager
+57-315-896-8558
asalas@us.fujitsu.com
•Don Caruso LAC inside support
• Peter Freimuth SE Support
Service Sales
Pre-Sales Engineers
Thomas Hempler
Service Sales Supervisor
702-395-2153
thempler@us.fujitsu.com
Peter Freimuth
Sales Engineer Manager
408-746-7088
pfreimuth@us.fujitsu.com
Joshua Bird
Service Acct Mgr
614-717-9273
jbird@us.fujitsu.com
John Dickerson
Service Acct Mgr
301-271-2826
jdickerson@us.fujitsu.com
David Stapleton
Sr. Service Acct Mgr
708-926-3849
dstapleton@us.fujitsu.com
Dennis Agpaoa
Sr. Service Acct Mgr
408-746-7002
dagpaoa@us.fujitsu.com
Scott Paul
Sales Engineer
940-435-9395
spaul@us.fujitsu.com
Mike DeFazio
Sales Engineer
440-356-0488
mdefazio@us.fujitsu.com
Stephen Lerner
Sales Engineer
347-330-7427
slerner@us.fujitsu.com
Hot-Line Numbers
Sales- 888-425-8228
TAC- 800-626-4686
Priority Contract- 866-357-3788
VAR TAC Hotline-888-282-0444
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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
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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
FUJITSU Confidential
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
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Thank You!
How do we Engage?
Questions?
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