shaping tomorrow with you Reliable Innovation, Easy Cooperation, Real Value

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1 shaping tomorrow with you Reliable Innovation, Easy Cooperation, Real Value

2 Leadership you can leverage Exciting new opportunities with Fujitsu As a technology partner, we realize you have a choice about the companies you work with. We know you want to work with reliable, respected vendors that make it easy to win more business. And we know we have to make our partner offering as compelling as possible, so that you get real value from the relationship. Because partnerships are at the heart of our strategy, we think we can meet all these requirements and more. Here are a few of the things that make Fujitsu a great vendor to work with. Reliable Innovation The Fujitsu group is a top-tier IT provider working collaboratively with world-class organizations of all kinds. Our broad range of IT products and services allows us to create end-to-end technology solutions that meet the current and future needs of our customers. The company prides itself on its ability to combine local presence and market knowledge, with truly global reach and expertise. And our focus on continuous improvement ensures we keep innovating to meet customer requirements as they evolve. Easy Cooperation For most businesses, IT is not just about which product is better than another at solving technology issues. It s about which technology can contribute most to the success of the entire business. That contribution could come in the form of lower costs, more efficient processes, or higher performance that increases productivity. Fujitsu products and services are designed to help realize these benefits. And that makes them easier to sell to your customers. Real Value Unlike some other major IT vendors, we will never compete for business with you. Because our success is dependent on yours, it s in our interest to ensure our channel partner programs are focused on helping you win more business as easily and quickly as possible. We think you ll notice the difference as soon as you join the SELECT Partner Program. We look forward to growing with you! To get started please visit Channel.ShopFujitsu.com/reseller. 3

3 The SELECT Partner Program Value without compromise We believe that the SELECT Partner Program is one of the most competitive channel partner programs in the industry. It makes working with us and selling our portfolio straightforward. It helps differentiate your business to customers. It gives you access to a wide range of outstanding resources and support. But most importantly, the SELECT Partner Program helps you build a profitable business with us. And the more commitment you demonstrate the greater your benefits become. Straightforward structure The SELECT Partner Program has the following levels: Partner: Entry-level membership for new partners and partners with limited scope to deliver value added services. Benefits include use of Fujitsu Partner logo, incentive programs, and online resources (see page 7 for details). SELECT Partner: Requires certification in Fujitsu Workplace Systems (Mobile) or Server & Storage products and solutions (Enterprise). Enables partners to start accelerating their business with Fujitsu through additional business-building benefits (details on page 7). SELECT Partners also have the opportunity to become SELECT Experts by achieving further certification in other solution areas. SELECT Experts get access to the most valuable benefits offered by the SELECT Partner Program (see page 7 for details). How we support you The SELECT Partner Program features a number of core resources, access to which is determined by partnership level. System Architect: An online product configurator to help you prepare quotes and orders for your customers. Available to partners at all membership levels. Fujitsu International Online Learning Application (FiOLA): Free online training and certification center, enabling partners to get certified quickly and conveniently. Open to partners at all membership levels (see page 9 for details). c-tec: Fujitsu specialist technical online community, providing access to our latest products and solutions, and leading technical experts. Available to SELECT Experts only. Partner account management: Dedicated support on every aspect of your relationship with Fujitsu. Growth opportunities The most important reason to join the SELECT Partner Program is to grow your business. And the most effective way to do that is by developing your expertise in Fujitsu products and solutions through certification as a SELECT Partner or SELECT Expert. This will give you the opportunity to apply for access to the Growth Bonus and Marketing Development Fund that help you stimulate demand. You may also be eligible for a special incentives scheme and rebates that reward you for establishing a successful longterm relationship with us. You ll have access to a variety of marketing tools to build your sales pipeline. And as a SELECT Expert, you can even participate in joint lead-generation programs with us. Channel Partner Portal (CPP): Online hub containing all the information and resources you need to maximize the value of your partnership. Open to partners at all membership levels. Partner The easiest, fastest way to start working with us. Benefits include access to online training, price lists and marketing tools. SELECT Partner Provides access to additional benefits including a dedicated SELECT Partner Manager, sales incentives and advanced technical resources. SELECT Expert The highest membership level, offering exclusive benefits including Growth Bonus program, lead generation, additional sales and technical resources, and invitations to special events. 4 5

4 A collaborative commitment Work together, win together Client Virtualization Workplace & Mobility Systems Workstations Mobility Solutions Server Infrastructures Server & Storage Solutions Storage Infrastructures Infrastructure Solutions Our success is dependent on yours. So it s in our interest to make working with us as easy and rewarding as possible. What s more, we re committed to providing a reliable, open, communicative and collaborative working atmosphere that helps ensure mutual success. And the more closely you work with us, the bigger your program rewards will become. Work with us your way The SELECT Partner Program gives you the flexibility to work with us the way you want to. Perhaps your business model or resources aren t compatible with the training and certification required to become a SELECT Partner or SELECT Expert. You can build a profitable business with us as a Partner. However, to maximize your business opportunity and extract full value from the program, we strongly recommend that you reassess your position regularly. SELECT Partner and SELECT Expert status give you access to additional benefits that can significantly enhance your sales and profitability. What we need from you The requirements for working with us at each membership level are as follows: Partner requirements: Login to the Channel Partner Portal, and click the link for SELECT Partner Profile. Simply submit in the correct field your proof stating you have sold one of our products or solutions within the last six months. 6 SELECT Partner requirements: Fulfill the Partner level requirements, achieve certification as a SELECT Partner Workplace Systems, or SELECT Partner Server & Storage, and complete Partner Profile on the Channel Partner Portal. SELECT Expert requirements: Complete the Partner requirements, achieve certification as a SELECT Partner, complete SELECT Partner Profile on the Channel Partner Portal, and achieve a SELECT Expert certification. Depending on your SELECT Partner specialization, a choice of SELECT Expert certifications can be achieved. As a SELECT Partner Server & Storage you can certify as: SELECT Expert Server Infrastructures SELECT Expert Storage Infrastructures SELECT Expert Infrastructure Solutions A SELECT Partner Workplace Systems can specialize in: SELECT Expert Client Virtualization SELECT Expert Workstations SELECT Expert Mobility Solutions Proving your expertise Certification as a SELECT Partner or SELECT Expert proves your competence to prospects and customers, and helps differentiate your business in a competitive marketplace. It also gives you access to bigger, more complex projects and a larger portion of customers IT budgets. And because your skills and capabilities will be enhanced, you will also benefit from increased customer satisfaction. Rewarding your commitment The SELECT Partner Program offers valuable benefits at every membership level. But the greater your commitment to developing your expertise in our products and solutions, the greater your reward particularly when it comes to benefits that help make your business with us even more profitable. Benefits table Partner SELECT Partner SELECT Expert Sales Support Distributors Compensation Program Business Development Eligible for: Product Incentive Programs Training Incentive Programs Partner Logo Reseller Locator Online training E-newsletters WebArchitect Channel Partner Portal Deal Registration And at the highest membership level SELECT Expert we ll even be proactively helping you win business. The table below provides an overview of all the benefits open to you at whichever partnership level you choose. Account Management Special Pricing Quote Desk Pre-Sales Eligible for: Marketing Development Fund Product Incentive Programs Training Incentive Programs SELECT Partner Logo Reseller Locator Training and Certification E-newsletters Marketing Toolkit System and WebArchitect Channel Partner Portal Deal Registration Demo Unit Program Evaluation Program Account Management Specialist Resources Special Pricing Quote Desk Pre-Sales Eligible for: Growth Bonus Program Marketing Development Fund Product Incentive Program Training Incentive Program Authorized Service Provider Program SELECT Expert Logo Reseller Locator Training and Certification c-tec online access E-newsletters Marketing Toolkit System and WebArchitect Channel Partner Portal Deal Registration Demo Unit Program Evaluation Program Co-selling Lead Generation Co-marketing Opportunities Product & Solution Programs 7

5 The Online Certification Center Convenient online training and certification Fujitsu is committed to ensuring an exceptional customer experience. That s why training and certification on Fujitsu products and solutions is such an essential element of the SELECT Partner Program. But we are also committed to making it easy and convenient for channel partners to access all the benefits of the SELECT Partner Program. That s why we ve introduced the Online Certification Center (OCC). Online Certification Center (OCC) overview The OCC is accessible via the Fujitsu Channel Partner Portal. It gives you and your colleagues access to all the training modules you need to prepare for the relevant certification exams, which can also be completed online. The OCC is designed to be easy to navigate and use. Each training module is divided into manageable sections that can be completed quickly. And the training itself focuses on straightforward, interactive and practical guidance that can be implemented in the real world. How to get certified Certification is achieved by completing a combination of mandatory and optional training courses and passing the associated exams. Each course carries a certain number of certification points. Once the required number of points has been accrued, your organization is awarded the relevant certification. Certification is awarded to your organization, not to individuals. That means points are awarded collectively, and no single employee must pass every course. Candidates can even take the same courses. But points will only be awarded once for each course. The certification is valid for one year from the date it is awarded. Easy annual recertification Certification must be renewed on an annual basis. All certified partner contacts or contributors are automatically notified about the requirement to recertify 3 months before the certification expires. Contributors must then take the appropriate training and pass the relevant exams to extend the certification for another year otherwise known as recertification. To make the recertification process easier and faster, significantly fewer points are required than for the original certification. There are no mandatory training courses for recertification! You can choose from the full list of training courses and exams available within the Online Certification Center. Your competitive advantage Certification as a SELECT Partner or SELECT Expert gives you an edge. Specifically, you benefit from: Closer relationships and outstanding support from people and resources that help you maximize the business opportunity provided by Fujitsu products and solutions Enhanced skills and visibility comprehensive, convenient and free training for building skills that differentiate your business A growth engine for your business potential eligibility for bonuses and funds that help you grow your business with us faster. And the higher the partnership level you achieve, the greater the benefits become. SELECT Partner and SELECT Expert certification can be completed entirely online, from training to exam conveniently and with no extra costs! Watch training Get Certified Take exam 9

6 The Fujitsu portfolio Outstanding technology that drives sales and delights customers You want to work with a vendor that can help you meet a wide range of your customers IT needs with exceptional products and solutions. The state-of-the-art technology portfolio from Fujitsu delivers on that requirement with a unique combination of innovation, reliability, flexibility and performance. Not only that, we don t compete with our channel partners, so your business opportunity is maximized. And your experience, expertise and local presence ensure customers receive the best possible levels of service. It s a model that delivers optimal results for everyone. Dynamic Infrastructures comprehensive, integrated, optimized Fujitsu Dynamic Infrastructures offering encompasses 4 key elements: Infrastructure products and services: From outstanding servers (PRIMERGY ) and storage devices (ETERNUS ) to brilliantly designed and engineered desktop PCs (ESPRIMO ), mobile devices (LIFEBOOK and STYLISTIC ), thin clients, monitors and other accessories. Plus: software, network design, and full maintenance and support services Infrastructure solutions: Complete solutions that help organizations of all types and sizes manage, optimize and maintain their data center and desktop environments Infrastructure-as-a-service: On demand delivery of server capacity, storage capacity and standardized virtual desktops for end-users Managed infrastructure services: Full SLA-based management of customers IT maintenance, data center and workplace operations Together, these integrated elements give you access to more of your customers IT budgets. And their organizations benefit from fantastic flexibility in how they source and deliver IT infrastructure to end-users. Built for change Your customers require an efficient, reliable IT infrastructure that enables them to react more quickly to changing requirements. Increasingly, they are looking to cloud-based services to help them streamline and accelerate their key business processes, application workloads and information services. But they are moving towards this goal at different speeds, and with different priorities. That s what Dynamic Infrastructures is all about offering your customers multiple, flexible ways of building, organizing, managing and delivering IT solutions as their needs evolve. Designed to help you succeed We rely on our channel partners to sell our portfolio and provide an optimal customer experience, from pre-sales to deployment, management, support and maintenance. That s why we focus so hard on ensuring that our technologies are easy for you to sell, fast to implement, reliable and prove their value quickly. Whatever your customers technology requirements, Fujitsu has the right combination of solutions to help you build a profitable business with us, by delivering results that meet and exceed their expectations. 11

7 About Fujitsu America Fujitsu America, Inc., is a leading ICT solutions provider for organizations in the U.S., Canada and the Caribbean. Fujitsu enables clients to meet their business objectives through integrated offerings and solutions, including consulting, systems integration, managed services, outsourcing and cloud services for infrastructure, platforms and applications; data center and field services; and server, storage, software and mobile/tablet technologies. For more information about Fujitsu, please visit: Fujitsu America, Inc East Arques Avenue Sunnyvale, CA , U.S.A. Telephone: or Contact: Partner Program: Partner Login: Fujitsu, the Fujitsu logo, ETERNUS, ESPRIMO, LIFEBOOK, STYLISTIC, and shaping tomorrow with you are trademarks or registered trademarks of Fujitsu Limited in the United States and other countries. PRIMERGY is a trademark of or registered trademark of Fujitsu Technology Solutions in the United States and other countries. All other trademarks referenced herein are the property of their respective owners. The statements provided herein are for informational purposes only and may be amended or altered by Fujitsu America, Inc. without notice or liability. Product description data represents Fujitsu design objectives and is provided for comparative purposes; actual results may vary based on a variety of factors. Specifications are subject to change without notice. Copyright 2012 Fujitsu America, Inc. All rights reserved. FPC /12 CM SPP

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