Download - Fujitsu the Channel Centric Company
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Fujitsu Forum 2016
#FujitsuForum
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Fujitsu: Channel Centric Company
Welcome
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TRADITIONAL TO DIGITAL Re-enforce channel centricity
Michael Keegan
Head of EMEIA Product Business
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Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
What We Do
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Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
What We Do
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Digital Waves
Online consumer business Hyperconnected World A huge impact to every industry
1st Wave
The Internet Connected, online, 1Bn in 2000
2nd Wave
The Mobile Internet Real-time, anywhere, 10Bn in 2010
3rd Wave
The Internet of Things Convergence of physical & digital, 50B+ in 2020
4th Wave
AI and Robotics Knowledge & automation
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The challenges of digital
Organizations are facing difficult challenges in shifting to digital
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Human Centric Innovation
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MetaArc
Combination of “Meta” and “Arc”
Meta = Beyond in Greek Arc = Connect
Meaning Beyond the framework of the organizations, companies and industries. Connecting humans, things, information and realizing digital transformation with customers.
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Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
What We Do
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A global portfolio
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Proud to be Fujitsu
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Business-Centric Data Center: Maximizing the value for customers
Business-Centric Integrated Systems
Business-Centric Computing
Business-Centric Storage
What it is Server, storage, connectivity, software combined Pre-configured, pre-integrated, pre-tested General purpose & purpose-built Converged & hyper-converged Ready-to-run & reference architecture Flexible services options
Experience for many years Long track record (1st shipment in 2002) Many references
Benefits Reduce complexity, time, risk & cost Increase operational efficiency
What it is FUJITSU Server PRIMERGY FUJITSU Server PRIMEQUEST FUJITSU SPARC Servers
Experience for many years Pošta Srbije (Serbia) - PRIMERGY 561, 17 years
(01/1998) Schaubroeck N.V. (Belgium) – PRIMERGY 270, 15+
years (12/1998) I-Business Klein GmbH (Austria) - PRIMERGY P470,
15+ years (06/1999)
Benefits Versatile - Expand with ease Modular – Integrate everything Hyper-converged – provide more power Continuity - mission critical performance
What it is Business Centric Storage – ETERNUS Partner products – NetApp, Oracle, Broccade,
Quantam, Commvault, FalconStor, Veritas Fujitsu maintenance – Professional, Managed cloud
services
Experience for many years Complete solution with NetApp for Rehau ETERNUS & Simpana at BKK Salzgitter, Germany
Benefits Better business support at lower cost Align storage resources with business priorities Drive utilization and consolidation
for reducing costs of storage
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PRIMEFLEX for VMware VSAN
Designs for different workloads
Preconfigured ex factory
Easy setup at minimum risk
Fixed rack configuration
Ready-to work in minutes
Scalable across racks
‘wizard’ driven installation
PRIMEFLEX for VMware VCF
PRIMEFLEX for vShape (Standard)
VMware/Hyper-V
Flexible
Reduced costs & risks, improved SLAs
25,50,100 and 200 virtual servers
Eco / HA
PRIMEFLEX for vShape (Enterprise)
VMware
Scalable / Dense Compute Power
Reduced costs & risks, improved SLAs
200, 400, 600 and 800 virtual servers
Combine 3 x 800 for 2400 VM‘s
Orchestration and Cloud provisioning using proven Reference Architecture
Easy setup based on detailed and POC proven setup description
Now based on up to 4 nodes CX400 and 200 VM’s
Storage spaces Windows cluster enables business continuity
‘wizard’ driven customer installation
PRIMEFLEX Cluster-in-a-Box
PRIMEFLEX Openstack
Big Data Analytics
Data ingestion, analysis and prediction
Easy setup small systems that can scale out
Reference architecture
PRIMEFLEX for Hadoop
Virtualisation Private Cloud Big Data
Optimised In-Memory
Big Data Anlytics for Smarter Decisions
Easy setup
Scale out Architecture
Pre-defined and pre-tested. SAP certified components
PRIMEFLEX for SAP Hana
Ready-to-run delivery
Business continuity – integrated and automated high availability
Simplified management of complex SAP infrastructures
PRIMEFLEX for SAP Landscapes
SAP
Fujitsu PRIMEFLEX Integrated Systems Offering
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Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
What We Do
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Global Strategic PC Cooperation
Leverage Fujitsu’s global sales, customer
support, R&D and manufacturing
capabilities together with Lenovo’s
operational excellence to improve
competitiveness in the dynamic global PC
market.
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Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
What We Do
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Growth through our partners
9.683 4.727 89
The highest level of engagement with exclusive benefits enabling growth in
datacenter.
High Loyalty leading to Expertise on key
customer-centric specializations.
The easiest, fastest way to start working
with us.
Un-Registered
21.033
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Business Opportunities for Channel Partners
Dave Hazard
EMEIA Head of Sales Operations & Channel Business
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Dave Hazard – Head of Channel EMEIA
Barclays Bank Banking, before
technology
Systemax Europe European Reseller
and customer
Royal Bank Canada Outsourced settlement
systems, STP
VMG Salesworks Consultant in CRM,
MSCRM, SFDC,SUGAR
DELL Distribution,
Channel in
EMEA
Dun & Bradstreet Credit & Risk Analytics
solutions
Fujitsu joined during
Fujitsu Forum
last year
88% 84% 83% 83% 83% 81% 75% 72% 72% 55%
Source: Canalys, EMEA channel expectations survey, March 2016
% of Channel Partners expecting growth in digital & emerging technologies in 2016
Customer-led
Partner value proposition: complex solutions, business outcomes
Managed services
Professional services-led, longer sales cycles
Partner brand-led, new digital techniques
Changing channel economics
From vendor-led to customer-led model
Vendor-led
Profitability: product margin, vendor-dependent
Services: maintenance and technical support
Sales model: product and price-led
Marketing: vendor brand-led demand pull and MDF
Channel profitability
under pressure
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Predicting Growth in 2:1 detachables Fujitsu‘s R726
Windows 10 Pro for pen or multi-touch input
Cradle
Enterprise performance and security Wireless display technology Serviceability
Active pen
Anti-glare Display
31.8 cm (12.5-inch) PLS display option
Magnetic keyboard
2 in 1 multi-mode design
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The impact of a digitalized world on Data Center
New dimensions of fast and flexible scalability are to be served
Will be gathered
Will be transported
Will be processed
Will be stored
More data
Digital world
Servers Storage Networks
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Leading the right data center discussion
Technology-Centric
Hyper-converged
Software-defined
Fast IT
Robust IT
Hybrid IT Open Stack
Open Source
All-flash
Hardware-optimized
Fujitsu’s Direction: The Business-Centric Data Center.
Business-Centric
SLA
Agility Costs
Hyper-converged
Software-defined
All-flash
Open Stack
Hybrid IT
Hardware-optimized
Fast IT
Open Source Robust IT
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Business-Centric Data Center
The right solution for your business needs
On your Premises – Hybrid IT – in the Fujitsu cloud
Managed by yourself – managed by Fujitsu
Robust IT – bimodal – fast IT
Business-Centric INTEGRATED SYSTEMS
Servers Storage Networks
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Fujitsu PRIMEFLEX Integrated Systems
PRIMEFLEX for VMware VSAN
Designs for
different
workloads
Preconfigured
ex factory
Easy setup at
minimum risk
Fixed rack
configuration
Ready-to work
in minutes
Scalable across
racks
‘wizard’ driven
installation
PRIMEFLEX for VMware VCF
PRIMEFLEX for vShape (Standard)
VMware/Hyper-V
Flexible
Reduced costs &
risks, improved
SLAs
25,50,100 and
200 virtual
servers
Eco / HA
PRIMEFLEX for vShape (Enterprise)
VMware
Scalable / Dense
Compute Power
Reduced costs &
risks, improved
SLAs
200, 400, 600
and 800 virtual
servers
Combine 3 x 800
for 2400 VM‘s
Orchestration
and Cloud
provisioning
using proven
Reference
Architecture
Easy setup
based on
detailed and
POC proven
setup
description
Now based on
up to 4 nodes
CX400 and
200 VM’s
Storage
spaces
Windows
cluster enables
business
continuity
‘wizard’ driven
customer
installation
PRIMEFLEX Cluster-in-a-Box
PRIMEFLEX Openstack
Big Data
Analytics
Data ingestion,
analysis and
prediction
Easy setup
small systems
that can scale
out
Reference
architecture
PRIMEFLEX for Hadoop
Virtualisation Private Cloud Big Data
Optimised In-
Memory
Big Data Anlytics
for Smarter
Decisions
Easy setup
Scale out
Architecture
Pre-defined and
pre-tested. SAP
certified
components
PRIMEFLEX for SAP Hana
Ready-to-run
delivery
Business
continuity –
integrated and
automated high
availability
Simplified
management of
complex SAP
infrastructures
PRIMEFLEX for SAP Landscapes
SAP
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Fujitsu PRIMEFLEX wins in virtualization
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What we do for our
customers ?
Intelligence Led Security
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The Threat
Large corporations reported a cyber breach
in the past year
93 %
Small businesses reported a cyber breach
in the past year
87 %
The time it takes for 60% of security vulnerabilities to
be identified
9 Months
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Major threats predictions
State sponsored cyber
espionage POS Malware
Major Software Flaws Ransomware ATM
Jackpotting Crimeware as a service
Banking Trojans
DDOS attacks
Mobile platform threat IoT Attacks
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What we offer
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Fujitsu Cyber Security – 4 decades of experience
40+ Year History in design & delivery of
large scale, cyber security services
Highest Partner Accreditations
Operating in Public and Private sector,
and National Defence Businesses
R&D Capability – developing/delivering
Fujitsu security products, e.g. PalmSecure
5 Global Security Operations Centers
operating to highest National Government
security levels
1000+ Security professionals
– over 220 in UK&I
IDS/IPS Data Loss Prevention
Web & email security
End point protection
Firewalls
Palm Vein
Products
Cloud Assessment
Training & Awareness
Technical Design
DLP Assessment Continuity & Security Consultancy
3rd Line Support
Advanced Cyber Ops
SIEM
Vulnerability Management
Identity & Access Mgmt
Consult & Services
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Fujitsu Cyber Security – 4 decades of experience
40+ Year History in design & delivery of
large scale, cyber security services
Highest Partner Accreditations
Operating in Public and Private sector,
and National Defence Businesses
R&D Capability – developing/delivering
Fujitsu security products, e.g. PalmSecure
5 Global Security Operations Centers
operating to highest National Government
security levels
1000+ Security professionals
– over 220 in UK&I
IDS/IPS Data Loss Prevention
Web & email security
End point protection
Firewalls
Palm Vein
Products
Cloud Assessment
Training & Awareness
Technical Design
DLP Assessment Continuity & Security Consultancy
3rd Line Support
Advanced Cyber Ops
SIEM
Vulnerability Management
Identity & Access Mgmt
Consult & Services
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Device and HaaS - Six vital selling points
With FUJITSU Hardware as a Service, customers will benefit from:
No more upfront capital investments
All the hardware, software, and services they need without any costly capital outlay.
Access to best-in-class devices
No loss of productivity due to ageing or obsolete equipment – just the latest devices.
Easy monthly subscription
Major CAPEX converted into manageable OPEX with a fixed monthly payment.
Hi-tech at low-cost
The fast and flexible IT end users expect but for a fair monthly rate.
Regular upgrades
All the latest tech and minimal breakdowns with regular hardware renewal.
Simple scalability
Easy to change to suit new requirements with a simple increase to the monthly payment.
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Cloud & Services
2020
Delivering of computing as a service through Cloud and supported by Managed Services is the new name of the game for Channel Partners
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A New Business Model with clear Benefits
Increase Customer Intimacy & Retention
Improve Margins - Recurring Revenue Stream – Growth Potential
Quick Scalability thru Efficiency
Flexibility to address different types of End-Customers
GOALS: ‘Be sticky’ & more essential to Customers businesses
Pay-as-you-go. Building a Recurring Revenue Stream –RRS- on a new and vital cash-flow scenario
From CAPEX on IT to Operating cost-based provision
Efficiency on Service Delivery - cost per seat.
NEW Business Model Service Centric
Closer proximity to end- customers
Develop a stream of predictable revenue that makes Channel Partner business more competitive & profitable
Higher Contribution margins liberates Channel Partner to focus more on Customers
Channel Partner Benefits
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Digital transformation
Businesses are rapidly digitalising and moving to software-defined environments.
Channel Ready
Respond to your clients digital needs using our services
Hybrid IT
Workplace Anywhere
Digital Transformation
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How will it work?
Channel
Digital Partnership
Our knowhow and your customer expertise
We enable you to sell our infrastructure solutions & services
You continue to own and manage your client relationship
Fujitsu MIS Solutions & Services
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Your Innovation Solutions Partner
Anne MacRae
Vice President
Head of Incubator Sales Business
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Digital Adoption Fujitsu & BAS Incubator sales consultants can help
Disruption of traditional technology
Sales
Disruption of traditional technology
procurement
Fujitsu Incubator
Sales
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Aligned with Fujitsu EMEIA Digital and SaaS practise
FUJITSU IP
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Aligned with Fujitsu Global Retail and Spanish COE for Banking
Retail Analytics
Retail Marketplace
ATM Digital
ATM Middleware
FUJITSU IP
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Channel Partners Call to Action
• Worried about missing out on some of the
rapidly evolving technologies and business models such as IoT, and utility-based pricing?
• Unsure how to start new, innovative conversations to improve your client’s business?
Talk to Incubator Sales within Fujitsu EMEIA. We will help with knowledge, solutions and
innovative commercial models to generate new revenue streams for you.
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Strong with Partners
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Brocade Communications Systems,Inc
John Rozwadowski
Director
Global Fujitsu Business Unit
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How do you want to buy?
INTELLIGENT BATTERY SENSOR
CYLINDER HEAD GASKETS
COLUMN AND I-SHAFT
PLASTIC FASTENERS
ANTI-FRICTION BEARINGS
QUICK CONNECTORS
ENGINE OIL COOLER
SOUND DEADENERS
ADHESIVE TAPES
DUAL MASS FLYWHEEL
PISTON RINGS
ENKO LOCKNUT
AGM BATTERIES
HEADLAMPS
TORSIONAL VIBRATION DAMPER
ELECTRIC TORQUE
MANAGEMENT MOTORS
GEARBOX SHAFTS
UNDERBODY HEAT SHIELDS
FENDERS
FRONT AXLE DRIVE
RACK AND PINON RETRACTOR LOCK SET
POWER STEERING LINES
SIDE SKIRT CHASSIS COMPONENTS
INSTRUMENT CLUSTER
SEAT BELT TENSION SENSOR
DOOR PANELS
ELECTRIC-SEAT ADJUSTMENT
FRONT ARMREST DAMPER
TRANSMISSION CONTROL UNIT
SIDESHAFTS
AXLE BEARINGS
ALLOT WHEELS
PANEL FASTENERS FRONT AIRBAGS CENTER CONSOLE
LIFTGATE HINGE
BACKLITE
REAR SPOILER
GAS SPRING MANUAL TAILGATE
ANTENNA
SUN VISORS
INSTRUMENT PANEL
UPHOLSTERY MATERIAL
AIR VENTS
OUTSIDE MIRRORS
HOOD CABLES
HVAC
RECOIL INSERTS
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Brocade is THE Networking Partner Enabling Fujitsu to thrive in the Digital Business Era
Switching & Routing
Software-based Virtualization
& Control Analytics
Mobile Networking
Wireless
NETWORK
EDGE
DATA CENTER
Storage Networking
Open for innovation
Zero downtime
Automation & Analytics
Availability & Performance
Software-enabled
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