FUJITSU Confidential Fujitsu Government Craig Thomas – Federal Sales George Patrick – SR...

FUJITSU Confidential

Fujitsu Government

• Craig Thomas – Federal Sales

• George Patrick – SR Government BDM

• Ray King –Account Mgr TechData

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Agenda

• Fujitsu at a glance• Market Share / Trend• Becoming a Partner• GSA LOS Requirements• SharePoint Demo

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FUJITSU Confidential3

Fujitsu at a Glance

Technology Solutions

Ubiquitous Product Solutions

Device Solutions

Other Operations

US$ 26.8 billion

US$9.5 billion

US$6.5 billion

US$ 4.2billion

• LSI Devices

• Electronic Components• Others

• PCs/Mobile Phones• Hard Disk Drives• Others

• System Platforms

• System Products

• Network Products

• Services

Note: Percentage breakdown for each segment is calculated as segment’s net sales / ( total consolidated net sales + elimination). US$1 = ¥118. FY 2006 is fiscal year ended March 31, 2007.

Revenue by Business Segment

Consolidated Net Sales by Business Segments


Innovation History

1989 1998

M3093E • Introduction of the

award winning M-Series family of scanners

2000 2006

M3097D • Changed LVP

segment with duplex and VRS innovations

ScanPartner 3091DC • Redefines the

workgroup segment with small format duplex scanning

fi-5900C• Redefines MVP

segment with unprecedented speed and price value

2008…

fi-6130 and 6140• 5th Generation of

award winning WG scanning platform

ScanSnap S300• Worlds smallest ADF

scanner

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7,000

14,000

34,000

163,000

215, 000

Unit Shipments


Fujitsu Scanner Market Share

Vendor Market Shares (Units) − All Segments Combined,


Overall end-user Industry Segmentation


Government POS Monthly Trend


Scanner Selection Criteria

• 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


Becoming a Fujitsu partnerSubmitting an application is easy. After initialreview, the qualification process will follow. Formore information on becoming a Fujitsu partner,please call (888) 425-8228 or visit our website atwww.reseller.fcpa.fujitsu.com.


Partner Programs

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• Design-in Registration Program

• Government and Education Discount Program

• One Capture Alliance Reseller Program

– Financial Incentives

– Sales tools and marketing aids to help you sell more effectively

– 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


Fujitsu Rewards Program

Purchase Entry ValidationYour purchase submissions will continue to be validated on a weekly basis and will still requireproper invoice documentation. Visit the Fujitsu Partner Rewards website atwww.fujitsupartnerrewards.com to enter your purchases today.


Meet Comps / DR’sMC – 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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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.


http://cheetah.fcpa.fujitsu.com/resource_center/


Fujitsu Focus for 2010

• 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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Fujitsu Federal Market Strategy & SharePoint Overview/Demonstration

George Patrick

Sr Government BDM

Craig Thomas

Federal Account Manager


Scan to File System

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75% of global scanner shipments are desktop scanners

Many customer use scanners for scanning documents to the file system using various naming conventions

Storing scanned images without adding index data for searching is worst than a paper based filing system


Microsoft SharePoint

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Fujitsu Scan to SharePoint Solution

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Step 1Scan paper documents

creating a digital image of the original

Index Field 1Index Field 2Index Field 3

Step 2Select a SharePoint server,

add index data to the image, and on-ramp the content into

SharePoint server

Step 3Access SharePoint server via

browser for managing, searching, and retrieving

scanned documents

Paper Documents

Digital File


Benefits

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DATA-ON-RAMP Scan paper documents directly into SharePoint

CONTENT MANAGEMENT Manage data from a centralized repository

BUSINESS INTELLIGENCEProvide instant access to information

COLLABORATIONShare content from a centralized repository

SEARCH Efficiently search for information using specified index fields


Sharepoint Demo

Infonic Presentation

Kim Kuykendall- Infonic

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Thank You!

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Questions?

FUJITSU Confidential Fujitsu Government Craig Thomas – Federal Sales George Patrick – SR...

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