SELECT Partner Program Committed to success

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1 SELECT Partner Program Committed to success

2 The SELECT qualification & certification Convenient online training & certification Registered Partner SELECT Partner Certifications SELECT Expert Specializations Server Infrastructures Server & Storage Storage Infrastructures Infrastructure Solutions Support via Channel Partner Portal Personal Account Manager Proving your expertise Certification as a SELECT Partner or SELECT Expert proves your creditability to prospects and customers, and helps differentiate your business in a competitive marketplace. It will provide you access to bigger, more complex projects and a larger portion of customers IT budgets. Additionally, because your skills and capabilities will be enhanced, you will also benefit from increased customer satisfaction. What we need from you The requirements for working with us at each membership level are as follows: SELECT Certification Center SELECT Certification Center overview The SELECT Certification Center (SCC) 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 SCC is designed to be easy to navigate and use. Comprehensive face to face training by Fujitsu expert trainers is also available. 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. Registered Partner Requirements Register your business on the Channel Partner Portal (CPP), and prove you have sold one of our products or solutions within the last six months. SELECT Partner Requirements Fulfill the Partner level requirements, achieve certification as a SELECT Partner Server and/or Storage and sign a SELECT Partner Target Agreement. SELECT Expert Requirements Complete the SELECT Partner requirements, sign a SELECT Target Agreement and achieve a SELECT Expert certification. Depending on your SELECT Partner specialization, a choice of SELECT Expert certifications can be achieved. Your competitive advantage Certification as a SELECT Partner or SELECT Expert gives you an edge. Specifically, you benefit from: Closer relationships and exceptional support account manager and pre-sales support resources assist you to sell Fujitsu products and solutions Enhanced skills and visibility skills that differentiate your business can be obtained through our comprehensive training program and it is provided free of charge A growth engine for your business access to marketing funds and potential eligibility to receive bonuses that help you grow your business with us faster. The higher the partnership level you achieve, the greater the benefits become.

3 Fujitsu At a glance 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. With our focus on continuous improvement we can ensure we keep innovating to meet customer requirements as they evolve. Japan s largest IT services provider and No. 3 in the world. * We do everything in ICT. We use our experience and the power of ICT to shape the future of society with our customers. Over 170,000 Fujitsu people support customers in more than 100 countries. *2011 IT Services Vendor Revenue. Source: Gartner, Market Share: IT Services, April 2012 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 you gain real value from the relationship. Because partnerships are at the heart of our strategy, we think we can meet all these requirements and more. Things that make Fujitsu a great vendor to work with Trust Fujitsu is the world s 3rd largest IT service provider with local operations in more than 100 countries. As a Japanese vendor, we are committed to a long term strategic vision that addresses the current and future needs of partners and customers. Fujitsu has over 75 years of experience in developing engineering, production and process excellence. Value SELECT Partner Program is one of the best value channel partner program in the industry. It helps differentiate your business from the competition. But most importantly, the SELECT Partner Program helps you build a profitable business with Fujitsu, and the more commitment you demonstrate the greater your benefits become. Commitment Mutual growth through the channel is a strategic priority. We will go the extra mile to build a deep, long-term business relationship with you. We are aiming to achieve 80% of overall product revenue through the channel. Relationship A wide range of marketing resources, support and expertise are available via the Channel Partner Portal. For a certain level of partners, an account manager is assigned for better communication. Innovation Fujitsu products have outstanding reliability based on Japanese innovation. This provides a higher ROI via longevity, performance, flexibility and ease of management. Growth Greater sales opportunity through access to Fujitsu s broad customer base, which will provide opportunities to grow your business. Let s grow together!

4 The SELECT Partner Program Value without compromise 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 Sales Development Fund that can help you stimulate demand. You may also be eligible for a special incentive scheme, and rebates that reward you for establishing a successful long term relationship with us. You will also gain access to a variety of marketing tools to build your sales pipeline. Furthermore, as a SELECT Expert, you can even participate in joint lead-generation program with us. Straightforward structure The SELECT Partner Program has the following levels: Registered Partner Entry-level membership for new partners and partners with limited scope to deliver value added services. Benefits include use of an official Fujitsu Partner logo and various online resources. SELECT Partner / SELECT Expert Enables partners to start accelerating their business with Fujitsu through additional business-building benefits. 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. How we support you The SELECT Partner Program features a number of core resources, access to which is determined by partnership level. 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. A PC based product configurator to help you prepare quotes and orders for your customers. Available to partners at all membership levels. SELECT Certification Center (SCC) Free online training and certification center, enabling partners to get certified quickly and conveniently. Open to partners at all membership levels. Partner account management Dedicated support on every aspect of your relationship with Fujitsu from an Account Manager. Available to SELECT Partners and SELECT Experts only. Global program 45,000 Channel Partners 13,500 SELECT Partner members Registered 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 tailored lead generation, additional sales and technical resources, and invitations to special events.

5 A collaborative commitment Work together, win together 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. 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. Benefits table Registered Partner SELECT Partner SELECT Expert Sales Support Distributors Value4You Account Management Value4You Special Pricing Pre-Sales Account Management Value4You Special Pricing Pre-Sales Compensation Program Eligible for: Growth Bonus Sales Development Fund (SDF) Incentive Eligible for: Growth Bonus Sales Development Fund (SDF) Incentive Business Development Tools Partner Logo Online training e-newsletters Channel Partner Portal SELECT Partner Logo Trainings & Certification e-newsletters Channel Partner Portal SELECT Expert Logo Trainings & Certification e-newsletters Channel Partner Portal Co-marketing & Co-selling Lead Generation Demo Unit Profitability Growth Bonus: structured discounts based on growth of sales in Fujitsu products and solutions Incentives: additional performance-related bonuses Demand generation & co-marketing Sales Development Funds: funding support for sales development activities on Fujitsu products Lead Generation Campaigns: joint marketing with Fujitsu using customizable sales and marketing tools Joint Customer Roadshows: building your credibility in the market as a Fujitsu specialist Comprehensive support resources Dedicated channel supply model Value4You Fast, easy product configuration via System Architect and the Web configurator Backoffice support from local Fujitsu teams Easy access to marketing resources via Channel Partner Portal Keep you informed of all the latest information from Fujitsu with e-newsletters

6 Australia & New Zealand Fujitsu Australia Ltd. China Fujitsu China Holdings Hong Kong Fujitsu Hong Kong Ltd. South Korea Fujitsu Korea Ltd. Taiwan Fujitsu Taiwan Ltd. Singapore Fujitsu Asia Pte Ltd Malaysia Fujitsu Malaysia Sdn Bhd Indonesia PT Fujitsu Indonesia Thailand Fujitsu Systems Business Thailand Vietnam Fujitsu Vietnam Ltd. Philippines Fujitsu Philippines Inc. Published by Fujitsu Limited Copyright Fujitsu Limited 2013 Printed in Japan BK0167-MP All rights reserved, especially for patents, utility patents and design patents. Availability and technical changes excepted. Trademarked may be found in this document, the use of which by third parties for their own purpose could infringe upon trademark ownership rights.

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