THE IMAGING CHANNEL PROGRAM

The Imaging Channel Program has been designed to deliver real value to our community

of imaging distributors, solution partners, resellers and end customers. By creating a

collaborative environment where participation and interaction within the community is

encouraged, new business opportunities are generated and leveraged by each channel

member in more EMEA regions, more vertical markets and more end customer applications.

The program provides you, our Imaging Channel Partner with a reliable and open plat-

form to achieve profitable growth by sharing expertise and experience in a co-operative

atmosphere and helps end customers identify you as the most knowledgeable and com-

petent partner for their document management projects and investments.

Most importantly, as a Fujitsu Imaging Partner you have the opportunity to grow your

business in new verticals, new applications, new regions, provide best-in-class imaging

products and compete more effectively in today’s marketplace.

In particular the program offers you the opportunity for:

• More profitable business

From increased sales opportunities and a range of benefits

and incentive programs to reduce your cost of sales

• Close Cooperation

With a supplier who is 100% committed to the channel.

Our success is dependent upon yours, so your best interests

are at the heart of our partnership

• Increased Customer Satisfaction

Through easily identifiable, proven expertise and enhanced

confidence in Fujitsu Imaging products

• Enhanced skills

Via exclusive access to expert knowledge and valuable

resources, enabling the delivery of Fujitsu imaging products

to end customers

Five reasons to join now The Imaging Channel Program:

• Stronger, closer relationship with the Fujitsu Imaging team

• Comprehensive Sales and Marketing support

• Exclusive rewards, bonuses and incentives

• Outstanding technical resources

• Expert, professional training and support

+ + + Information and Application at www.imaging-channel-program.com

THE IMAGING CHANNEL PROGRAMT

NITHE IMAG

EANNHNG C

ARGL PROE

M

ChanneImagingThe

distributoimagingof

environcollaborative

bunewencouraged,

EMEeromnirebmem

tdesigned been has Programel

resellerspartners,solution ors,

and participationwherenment

generareopportunities usiness

stekramlacitreverom,snoigerAE

commourto value real deliver to

creaBycustomers. end ands

commuthewithin interaction

cheachby leveragedandrated

cilpparemotsucdneeromdnas

munity

aating

isunity

hannel

.snoita

provideprogram The

profiachieve to form

helpand atmosphere

petent partner for the

as,importantlyMost

vertnewinbusiness

PChannelImagingouryou, es

expertsharing bygrowth fitable

ayouidentify customersendps

eir document management pro

yoPartnerImagingFujitsu as

renewapplications, newticals,

openandreliableawithPartner

co-opeain experienceand tise

andknowledgeable most theas

ojects and investments.

growtoopportunity thehaveu

imbest-in-classprovideegions,

platn -

erative

comd -

yourw

maging

nefit

el.

ts

ntere

ance

oduc

e

sts

ed

cts

oduc

eam

cts

m

ging

g-channel-program.com

Program Requirements

If you are a distributor and are interested in joining The Imaging Channel

Program acquiring our Fujitsu certification of Authorised Imaging Distributor

please contact us at: imaging-partner@uk.fujitsu.com

If you are an ISV, a Consultant or a Technology Partner and are interested in joi-

ning The Imaging Channel Program acquiring our Fujitsu certification of Selected

Imaging Enabler please apply online at: www.imaging-channel-program.com

If you are a Reseller and are interested in joining The Imaging Channel Program

acquiring our Fujitsu certification of Qualified or Elite Imaging Reseller please

apply online at: www.imaging-channel-program.com

For Resellers of Fujitsu imaging products, three levels are available:• Registered Imaging Reseller By simply applying online, Resellers can become a Fujitsu Registered Reseller, which

entitles them to receive an introductory level of support from the Fujitsu Imaging team.

• Qualified Imaging Reseller If you apply to become a Qualified Reseller and your application meets the requirements

of business reliability, financial stability and imaging product expertise, you enter The

Imaging Channel Program with the status of Qualified Imaging Reseller.

• Elite Imaging Reseller For those Qualified Resellers ready to commit to a closer relationship with Fujitsu (inclu-

ding a minimum sales target, a sales and marketing plan and communication of sell-out

data) we offer the opportunity to achieve further benefits and rewards with the status of

Elite Imaging Reseller.

> > > >

> > > >

> > > >

> > > >

If you are a Service Bureau and are interested in joining The Imaging Channel

Program acquiring our Fujitsu certification of Selected Imaging Bureau please

apply online at: www.imaging-channel-program.com

+ + + Information and Application at www.imaging-channel-program.com + + + Information and Application at www.imaging-channel-program.com

R

i

t

eqProReq> > > >

quiogram Requiremquianddistributoraareyou If

FujitouracquiringProgram

rementsremThejoiningininterestedared

IAuthorisedofcertificationtsu

menChannelImaginge

Distributormaging

nts

> > > >

> > > >

FujitouracquiringProgram

please contact us at: imagin

natlusnoCa,VSInaerauoyfI

rPlennahCgnigamIehTgnin

ylppaesaelprelbanEgnigamI

IAuthorisedofcertificationtsu

g-partner@uk.fujitsu.com

adnarentraPygolonhceTarotn

trecustijuFruogniriuqcamargor

:taenilnoy lennahc-gnigami.www

Distributormaging

iojnidetseretniera -

d etceleSfonoitacfii

moc.margorp-

> > > >

ieradnarelleseRaerauoyfI

aBureauServiceaareyouIf

FujitsouracquiringProgram

apply online at: .imagingwww

ImagingThegniniojnidetseretn

Thjoining ininterestedareand

ImagSelectedofcertificationsu

g-channel-program.com

Program Channelg

ChannelImaginge

please Bureauging

> > > >

cfiitrecustijuFruogniriuqca

:taenilnoylppa -gnigami.www

imaging prFor Resellers of Fujitsu• Registered Imaging Reseller

Reonline, applying simplyBy

them to receive an intrentitles

•Quala become toapplyyou If

Qualified Imaging Reseller

financia, reliabilitybusinessof

Imaging Channel Program with

• Elite Imaging Reseller

gamIetilErodefiilauQfonoita

moc.margorp-lennahc-

three levels are available:roducts,

RegisFujitsu a become can esellers

roductory level of support from the Fu

mapplication your andResellerified

expproduct imagingandstability al

h the status of Qualified Imaging Res

esaelprelleseRgni

which, Resellerstered

ujitsu Imaging team.

requirements themeets

Theenteryou pertise,

.seller

+ + + Information and Applicat

rResellersQualifiedthoseFor

target, salesminimum a ding

opportunitythe offer we data)

.Elite Imaging Reseller

tion at .imaging-channel-prwww

relationshcloseratocommittoready

comand plan marketing andsales a

rewaandbenefits furtherachieve to y

rogram.com + + + Information a

(incluFujitsu withhip -

sell-outof mmunication

ofstatus the withards

and Application at .imagingwww

g-channel-program.com

We have designed The Imaging Channel Program to create new business opportunities

and reduce cost of sales for our imaging channel community through stronger working

relationships, greater access to valuable information and enhanced sales and marketing

support. With the program we help you earn more money, grow your business and compete

more effectively.

Depending on your certification level you can get access to a list of exclusive benefits:

Rebate Programs

We offer tiered rebates to channel partners based on the attainment

of certain revenue goals.

Lead Generation Programs

Access to pre-qualified Sales Leads generated by Fujitsu.

Co-marketing support

A Market Development Funds budget is available to assist our Imaging Partners

in building a strong sales pipeline.

Sales Incentive

We purposefully design incentives that are attainable and lucrative for our resellers

Project Registration and Pricing

Registering your major projects you get the possibility to improve your margins

on specific end-user opportunities and enhanced probability to win the deal.

Sales and Technical Support

Partners have a dedicated Fujitsu Partner Manager to help build their business,

and the support of our Channel Marketing and Techical Sales teams.

Demonstration and Evaluation Units

Demonstration units are provided at a discount to resellers and enablers.

Partner Advisory Forum and Partner Conferences

Our partner advisory forums and partner conferences are key venues to propose and

evaluate new products, openly discuss market strategies and tactics, and discuss ideas

to build a stronger partnership with you

Exclusive use of Fujitsu Collaboration Centre

Take advantage of our state-of-the art technology facility where you can showcase your

solutions, attend Industry seminars, invite your customers and generate more business

by collaborating with other Fujitsu Imaging Community members

Program Benefits

+ + + Information and Application at www.imaging-channel-program.com + + + Information and Application at www.imaging-channel-program.com

B

eWW

eP

an

re

su

m

Be

eI iImaging

eThThee

d i ddesigned hhaveWeWnefiProgram Benefit

ouforsalesofcostreducend

toaccessgreater elationships,

heweprogram theWithupport.

.more effectively

nefi

sncreate

tsto

tPProgramCh lChannelg

fitscommunitychannelimaging ur

enhaandinformationvaluable

ygrow, moneymoreearnyouelp

fits

sopportunities businessnew

working strongerthroughy

marketing andsalesanced

compete andbusinessyour

D

epending on your certification l

of certain revenue goals.

e offer tiered rebates to chaW

R

Access to pre-qualified Sales

L

C

Rebate Programs

Lead Generation Programs

Co-marketing support

level you can get access to a lis

annel partners based on the att

Leads generated by Fujitsu.

st of exclusive benefits:

ainment

in building a strong sales pipe

A Market Development Funds

e purposefully design incenW

S

on specific end-user opportu

Registering your major projec

Project Registration and Prici

h i l S tS

Sales Incentive

S l d T

eline.

s budget is available to assist o

ntives that are attainable and lu

nities and enhanced probability

cts you get the possibility to imp

ng

ur Imaging Partners

crative for our resellers

y to win the deal.

prove your margins

and the support of our Chann

Partners have a dedicated Fu

echnical SupportS

Demonstration units are prov

D

forumsadvisorypartnerOur

Partner Advisory Forum and Pa

openlproducts,newevaluate

to build a stronger partnershi

Sales and T

Demonstration and Evaluation

echical Salenel Marketing and T

ujitsu Partner Manager to help b

ided at a discount to resellers a

Units

kareconferencespartner and

artner Conferences

andstrategies marketdiscussly

p with you

es teams.

build their business,

and enablers.

andpropose tovenueskey

ideasdiscussandtactics, d

+ + + Information and Appli

to build a stronger partnershi

state-oourofadvantage akeT

E

semIndustry attendsolutions,

by collaborating with other Fu

Exclusive use of Fujitsu Collab

cation at .imaging-channelwww

p with you

whefacility technology artof-the

boration Centre

ancustomersyour inviteminars,

ujitsu Imaging Community mem

-program.com + + + Information

your showcasecanyouere

businessmoregeneratend

mbers

n and Application at .imagiwww

ng-channel-program.com

Fujitsu has a Worldwide reputation for product quality and is highly committed to excellence. To main-

tain our established level of trust with our customers, we want to make sure we engage with companies

meeting basic criteria of reliability, financial stability and verticals expertise. In this way we enhance and

protect the equity of our Fujitsu Partner brand inside our Imaging Channel Community and with end

customers.

The Imaging Channel Program offers the following Imaging certifications:

Partner Certifications

Authorised Imaging Distributor

PARTNER

Authorised Imaging DistributorThis certification is awarded to a selected number of distribution compa-

nies who buy Fujitsu Imaging products directly from Fujitsu and resell them

to a large network of resellers, adding value in terms of logistics, imaging

expertise, financial service and complimentary products and solutions.

Selected Imaging EnablerThis certification is awarded to companies such as Independent Software

Vendors (ISV), Consultants or Technology Partners who provide compli-

mentary solutions for Fujitsu Imaging products.

Selected Imaging BureauThis certification is awarded to companies providing large scale high-re-

solution scanning services, typically in outsourcing, to large organizations

and government agencies.

Qualified Imaging Reseller This certification is awarded to a wide type of resellers such as Value Add

Resellers, Direct Market Resellers, System Integrators, IT Resellers and

many others, who buy Fujitsu Imaging products from a Fujitsu Authorized

Distributor and resell them to end customers.

Elite Imaging ResellerThis exclusive certification is awarded to best performing Qualified Re-

sellers ready to invest in a closer collaboration with Fujitsu, based on

sales and marketing planning and reporting.

Selected Imaging Enabler

PARTNER

Selected Imaging Bureau

PARTNER

Qualified Imaging Reseller

PARTNER

Elite Imaging Reseller

PARTNER

> > > >

> > > >

> > > >

> > > >

+ + + Information and Application at www.imaging-channel-program.com + + + Information and Application at www.imaging-channel-program.com

THE IMAGING CHANNEL PROGRAMTH

NGIHE IMAG

LEANNHG C

AMRGL PRO

Fujitsu

outain

erParCer

forreputation orldwideWahas

withtrustoflevelestablishedr

rtne ifitificatiotr Cerrrtifi

chighly isandqualityproductr

maktowantwecustomers,our

fionsfica

maoTexcellence.tocommitted

companwithengage wesureke

tio

ain-

nies

ns

niteem

protect

custom

The Im

anfi,ytilibailerfoairetirccisabg

PartnFujitsu ourofequitythet

mers.

maging Channel Program offers

APPARTNER

AuthoristrecsihT

ohwsein

epxeslacitrevdnaytilibatslaicna

CImagingourinsidebrandner

the following Imaging certificat

ed Imaging Distributortcelesaotdedrawasinoitacfiit

dstcudorpgnigamIustijuFyubo

aecnahneewyawsihtnI.esitre

ewithandCommunityChannel

tions:

pmocnoitubirtsidforebmunde

ehtlleserdnaustijuFmorfyltcerid

dna

end

ap -

me > > > >

htuA

eS

gnigamIdesirohrotubirtsiD

APPARTNER ohwsein

gralaot

esitrepxe

SelectedcertThis

endorsV

mentaryg nigamIdetcelrelbanE

APPARTNER

dstcudorpgnigamIustijuFyubo

vgnidda,srelleserfokrowtene

milpmocdnaecivreslaicnanfi,e

d Imaging Enablercompantoawardedis tification

echnoloTorConsultants (ISV), s

y solutions for Fujitsu Imaging p

ehtlleserdnaustijuFmorfyltcerid

gami,scitsigolfosmretnieulav

.snoitulosdnastcudorpyratnem

SoftwaIndependent assuch ies

compprovide who Partners ogy

products.

me

g ni

are

pli-

> > > >

> > > >

eS

SelectedcerThis

solution

and goveg nigamIdetceluaeruB

APPARTNER

d Imaging Bureaucompantoawardedisrtification

ointypically services,scanning

ernment agencies.

high-scalelarge providing nies

organizatiolarge tooutsourcing,

re-

ons > > > >

uQ

QualifiedcertThis

Reseller

otmany

Distribut

Elite ImaexcThis

ll

g nigamIdefiilarelleseR

APPARTNER

APPARTNER

d Imaging Reseller tywideato awardedis tification

SysResellers, Market Direct s,

pImaging Fujitsu buywhohers,

tor and resell them to end custo

aging Resellerawarded is certification clusive

lllii ttd

AalueVas such resellers of ype

aResellersITIntegrators,stem

AuthorizFujitsuafromproducts

omers.

RQualified performingbest to

b dF jitithb ti

Add

and

zed

Re-

> > > >

E

+ + + Information and Applica

rsellers

sales angnigamIetilErelleseR

APPARTNER

ation at .imaging-channel-pwww

collclosera in investto ready

d marketing planning and repo

program.com + + + Information

based Fujitsu, withaboration

orting.

and Application at .imagingwww

on

g-channel-program.com

All names, manufacturer names, brand and product designations are subject to special trademark rights and are manufacturer‘s trademarks and/or registered brands of their respective owners.All indications are non-binding. Technical data is subject to change without prior notification. 03/2009

Fujitsu Europe LimitedHayes Park Central · Hayes End Road · Hayes Middlesex UB4 8FE · England

Telephone +44-(0)20-8573 4444

Fujitsu Deutschland GmbHFrankfurter Ring 211 · 80807 Munich · Germany

Telephone +49-(0)89-323 780

Fujitsu Italia S.p.A. Via Nazario Sauro, 38 · 20099 Sesto San Giovanni (MI) · Italy

Telephone +39-02262941

www.fujitsu.com/emea/products

PFU Imaging SolutionsEurope LimitedHayes Park CentralHayes End Road, Hayes Middlesex UB4 8FEEnglandTel: (+44-(0)20) 8573 4444Fax: (+44-(0)20) 8573 2643

PFU Imaging Solutions GmbHFrankfurter Ring 21180807 MunichGermanyTel: (+49-(0)89) 32378-0Fax: (+49-(0)89) 32378-100

PFU Imaging Solutions S.p.A.Via Nazario Sauro, 3820099 Sesto San Giovanni (MI)ItalyTel: (+39) 0226294.1Fax: (+39) 0226294.201

http://emea.fujitsu.com/products

All names, manufacturer names, brand and product designations are subject to special trademark rights and are manufacturer‘s trademarks and/or registered brands of their respective owners.All indications are non-binding. Technical data is subject to change without prior notification. 12/2011