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Fujitsu and NetApp to Align EMEA Channel Strategy


Joint Go-To-Market program delivers new reseller opportunities through comprehensive storage portfolio, simplified certification and lead generation activities

Munich, Fujitsu today announces the launch of its joint EMEA channel strategy with NetApp (NASDAQ: NTAP). Building on their recently extended global partnership, the new, aligned program delivers major benefits to channel partners, enabling them to offer customers a complete range of integrated storage solutions from both companies, adding value and opening up new business opportunities. Fujitsu and NetApp have been successful partners for ten years and the extended agreement intensifies the relationship through new activities including joint research and development, technology and product integration and close collaboration on services.

The three major components of the program are all designed to maximize potential sales through the channel. Partners will have access to a shared portfolio of pre-tested and pre-defined products and services that meet the complete, integrated storage needs of business customers. All of Fujitsu Technology Solutions’ products and services are available for sale via the channel.

Fujitsu channel partners will benefit by being able to provide NetApp’s FAS product lines alongside Fujitsu’s ETERNUS storage systems, as part of Fujitsu’s unrivalled range of Dynamic Infrastructures data center technology products and solutions. Partners in the NetApp channel can now resell the Fujitsu ETERNUS CS800 S2 Data Protection Appliance, opening up new customer opportunities with midmarket companies looking for efficient data protection.

To simplify certification, the partner programs of both organizations are now more closely aligned. The NetApp Silver Partner Level will be integrated into the Fujitsu SELECT Server & Storage program, making it easier for channel partners to achieve certification, with all training now available from a single source, the Fujitsu SELECT Certification Center.

The strategy will be supported by comprehensive joint demand and lead generation programs, which will create exciting sales prospects for the channel, particularly to provide combined server and storage solutions to new and existing customers.

Hans-Dieter Wysuwa, Senior Vice President Corporate Channels at Fujitsu Technology Solutions, says: “This new chapter in Fujitsu’s global partnership with NetApp opens up exciting possibilities for our EMEA channel partners. As customers today look to ensure their IT responds faster and more flexibly to business needs, the EMEA channel is perfectly positioned to meet this growing opportunity through its skills, knowledge and the technology strength of our comprehensive product and services portfolio. We’re already NetApp’s largest global partner, having sold 15,000 storage systems over the last ten years, and our aligned channel strategy deepens our focus, making it simpler for our resellers to help their customers increase the value that they get from their IT investments.”

Program roll-out will begin in Germany and will then be extended to cover the entire EMEA region within the next six months.


About Fujitsu
Fujitsu is a leading provider of ICT-based business solutions for the global marketplace. With approximately 170,000 employees supporting customers in 70 countries, Fujitsu combines a worldwide corps of systems and services experts with highly reliable computing and communications products and advanced microelectronics to deliver added value to customers. Headquartered in Tokyo, Fujitsu Limited (TSE:6702) reported consolidated revenues of 4.6 trillion yen (US$50 billion) for the fiscal year ended March 31, 2010. For more information, please see:

About Fujitsu Technology Solutions

Fujitsu Technology Solutions is the leading European IT infrastructure provider with a presence in all key markets in Europe, the Middle East and Africa, plus India, serving large-, medium- and small-sized companies as well as consumers. With its Dynamic Infrastructures approach, the company offers a full portfolio of IT products, solutions and services, ranging from clients to datacenter solutions, Managed Infrastructure and Infrastructure-as-a-Service. Fujitsu Technology Solutions employs more than 13,000 people and is part of the global Fujitsu Group. For more information, please see:

All other company or product names mentioned herein are trademarks or registered trademarks of their respective owners. Information provided in this press release is accurate at time of publication and is subject to change without advance notice.


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