Fujitsu the Channel Centric Company

0 Copyright 2016 FUJITSU

Fujitsu Forum 2016

#FujitsuForum


Fujitsu: Channel Centric Company

Welcome


TRADITIONAL TO DIGITAL Re-enforce channel centricity

Michael Keegan

Head of EMEIA Product Business


Fujitsu Vision - Human Centric Innovation

Global Strategic PC Cooperation

Our Channel Partners

What We Do





What We Do


Digital Waves

Online consumer business Hyperconnected World A huge impact to every industry

1st Wave

The Internet Connected, online, 1Bn in 2000

2nd Wave

The Mobile Internet Real-time, anywhere, 10Bn in 2010

3rd Wave

The Internet of Things Convergence of physical & digital, 50B+ in 2020

4th Wave

AI and Robotics Knowledge & automation


The challenges of digital

Organizations are facing difficult challenges in shifting to digital


Human Centric Innovation

7 © Copyright FUJITSU 2016


MetaArc

Combination of “Meta” and “Arc”

Meta = Beyond in Greek Arc = Connect

Meaning Beyond the framework of the organizations, companies and industries. Connecting humans, things, information and realizing digital transformation with customers.





What We Do


A global portfolio


Proud to be Fujitsu


Business-Centric Data Center: Maximizing the value for customers

Business-Centric Integrated Systems

Business-Centric Computing

Business-Centric Storage

What it is Server, storage, connectivity, software combined Pre-configured, pre-integrated, pre-tested General purpose & purpose-built Converged & hyper-converged Ready-to-run & reference architecture Flexible services options

Experience for many years Long track record (1st shipment in 2002) Many references

Benefits Reduce complexity, time, risk & cost Increase operational efficiency

What it is FUJITSU Server PRIMERGY FUJITSU Server PRIMEQUEST FUJITSU SPARC Servers

Experience for many years Pošta Srbije (Serbia) - PRIMERGY 561, 17 years

(01/1998) Schaubroeck N.V. (Belgium) – PRIMERGY 270, 15+

years (12/1998) I-Business Klein GmbH (Austria) - PRIMERGY P470,

15+ years (06/1999)

Benefits Versatile - Expand with ease Modular – Integrate everything Hyper-converged – provide more power Continuity - mission critical performance

What it is Business Centric Storage – ETERNUS Partner products – NetApp, Oracle, Broccade,

Quantam, Commvault, FalconStor, Veritas Fujitsu maintenance – Professional, Managed cloud

services

Experience for many years Complete solution with NetApp for Rehau ETERNUS & Simpana at BKK Salzgitter, Germany

Benefits Better business support at lower cost Align storage resources with business priorities Drive utilization and consolidation

for reducing costs of storage


PRIMEFLEX for VMware VSAN

Designs for different workloads

Preconfigured ex factory

Easy setup at minimum risk

Fixed rack configuration

Ready-to work in minutes

Scalable across racks

‘wizard’ driven installation

PRIMEFLEX for VMware VCF

PRIMEFLEX for vShape (Standard)

VMware/Hyper-V

Flexible

Reduced costs & risks, improved SLAs

25,50,100 and 200 virtual servers

Eco / HA

PRIMEFLEX for vShape (Enterprise)

VMware

Scalable / Dense Compute Power

Reduced costs & risks, improved SLAs

200, 400, 600 and 800 virtual servers

Combine 3 x 800 for 2400 VM‘s

Orchestration and Cloud provisioning using proven Reference Architecture

Easy setup based on detailed and POC proven setup description

Now based on up to 4 nodes CX400 and 200 VM’s

Storage spaces Windows cluster enables business continuity

‘wizard’ driven customer installation

PRIMEFLEX Cluster-in-a-Box

PRIMEFLEX Openstack

Big Data Analytics

Data ingestion, analysis and prediction

Easy setup small systems that can scale out

Reference architecture

PRIMEFLEX for Hadoop

Virtualisation Private Cloud Big Data

Optimised In-Memory

Big Data Anlytics for Smarter Decisions

Easy setup

Scale out Architecture

Pre-defined and pre-tested. SAP certified components

PRIMEFLEX for SAP Hana

Ready-to-run delivery

Business continuity – integrated and automated high availability

Simplified management of complex SAP infrastructures

PRIMEFLEX for SAP Landscapes

SAP

Fujitsu PRIMEFLEX Integrated Systems Offering





What We Do



Leverage Fujitsu’s global sales, customer

support, R&D and manufacturing

capabilities together with Lenovo’s

operational excellence to improve

competitiveness in the dynamic global PC

market.





What We Do


Growth through our partners

9.683 4.727 89

The highest level of engagement with exclusive benefits enabling growth in

datacenter.

High Loyalty leading to Expertise on key

customer-centric specializations.

The easiest, fastest way to start working

with us.

Un-Registered

21.033


Business Opportunities for Channel Partners

Dave Hazard

EMEIA Head of Sales Operations & Channel Business


Dave Hazard – Head of Channel EMEIA

Barclays Bank Banking, before

technology

Systemax Europe European Reseller

and customer

Royal Bank Canada Outsourced settlement

systems, STP

VMG Salesworks Consultant in CRM,

MSCRM, SFDC,SUGAR

DELL Distribution,

Channel in

EMEA

Dun & Bradstreet Credit & Risk Analytics

solutions

Fujitsu joined during

Fujitsu Forum

last year

88% 84% 83% 83% 83% 81% 75% 72% 72% 55%

Source: Canalys, EMEA channel expectations survey, March 2016

% of Channel Partners expecting growth in digital & emerging technologies in 2016

Customer-led

Partner value proposition: complex solutions, business outcomes

Managed services

Professional services-led, longer sales cycles

Partner brand-led, new digital techniques

Changing channel economics

From vendor-led to customer-led model

Vendor-led

Profitability: product margin, vendor-dependent

Services: maintenance and technical support

Sales model: product and price-led

Marketing: vendor brand-led demand pull and MDF

Channel profitability

under pressure


Predicting Growth in 2:1 detachables Fujitsu‘s R726

Windows 10 Pro for pen or multi-touch input

Cradle

Enterprise performance and security Wireless display technology Serviceability

Active pen

Anti-glare Display

31.8 cm (12.5-inch) PLS display option

Magnetic keyboard

2 in 1 multi-mode design

http://mediaportal.ts.fujitsu.com/pages/view.php?ref=40171&search=Intel+&order_by=field12&sort=DESC&offset=0&archive=0&k=


The impact of a digitalized world on Data Center

New dimensions of fast and flexible scalability are to be served

Will be gathered

Will be transported

Will be processed

Will be stored

More data

Digital world

Servers Storage Networks


Leading the right data center discussion

Technology-Centric

Hyper-converged

Software-defined

Fast IT

Robust IT

Hybrid IT Open Stack

Open Source

All-flash

Hardware-optimized

Fujitsu’s Direction: The Business-Centric Data Center.

Business-Centric

SLA

Agility Costs

Hyper-converged

Software-defined

All-flash

Open Stack

Hybrid IT

Hardware-optimized

Fast IT

Open Source Robust IT


Business-Centric Data Center

The right solution for your business needs

On your Premises – Hybrid IT – in the Fujitsu cloud

Managed by yourself – managed by Fujitsu

Robust IT – bimodal – fast IT

Business-Centric INTEGRATED SYSTEMS

Servers Storage Networks


Fujitsu PRIMEFLEX Integrated Systems

PRIMEFLEX for VMware VSAN

Designs for

different

workloads

Preconfigured

ex factory

Easy setup at

minimum risk

Fixed rack

configuration

Ready-to work

in minutes

Scalable across

racks

‘wizard’ driven

installation

PRIMEFLEX for VMware VCF

PRIMEFLEX for vShape (Standard)

VMware/Hyper-V

Flexible

Reduced costs &

risks, improved

SLAs

25,50,100 and

200 virtual

servers

Eco / HA

PRIMEFLEX for vShape (Enterprise)

VMware

Scalable / Dense

Compute Power

Reduced costs &

risks, improved

SLAs

200, 400, 600

and 800 virtual

servers

Combine 3 x 800

for 2400 VM‘s

Orchestration

and Cloud

provisioning

using proven

Reference

Architecture

Easy setup

based on

detailed and

POC proven

setup

description

Now based on

up to 4 nodes

CX400 and

200 VM’s

Storage

spaces

Windows

cluster enables

business

continuity

‘wizard’ driven

customer

installation

PRIMEFLEX Cluster-in-a-Box

PRIMEFLEX Openstack

Big Data

Analytics

Data ingestion,

analysis and

prediction

Easy setup

small systems

that can scale

out

Reference

architecture

PRIMEFLEX for Hadoop

Virtualisation Private Cloud Big Data

Optimised In-

Memory

Big Data Anlytics

for Smarter

Decisions

Easy setup

Scale out

Architecture

Pre-defined and

pre-tested. SAP

certified

components

PRIMEFLEX for SAP Hana

Ready-to-run

delivery

Business

continuity –

integrated and

automated high

availability

Simplified

management of

complex SAP

infrastructures

PRIMEFLEX for SAP Landscapes

SAP


Fujitsu PRIMEFLEX wins in virtualization


What we do for our

customers ?

Intelligence Led Security


The Threat

Large corporations reported a cyber breach

in the past year

93 %

Small businesses reported a cyber breach

in the past year

87 %

The time it takes for 60% of security vulnerabilities to

be identified

9 Months


Major threats predictions

State sponsored cyber

espionage POS Malware

Major Software Flaws Ransomware ATM

Jackpotting Crimeware as a service

Banking Trojans

DDOS attacks

Mobile platform threat IoT Attacks


What we offer


Fujitsu Cyber Security – 4 decades of experience

40+ Year History in design & delivery of

large scale, cyber security services

Highest Partner Accreditations

Operating in Public and Private sector,

and National Defence Businesses

R&D Capability – developing/delivering

Fujitsu security products, e.g. PalmSecure

5 Global Security Operations Centers

operating to highest National Government

security levels

1000+ Security professionals

– over 220 in UK&I

IDS/IPS Data Loss Prevention

Web & email security

End point protection

Firewalls

Palm Vein

Products

Cloud Assessment

Training & Awareness

Technical Design

DLP Assessment Continuity & Security Consultancy

3rd Line Support

Advanced Cyber Ops

SIEM

Vulnerability Management

Identity & Access Mgmt

Consult & Services


Fujitsu Cyber Security – 4 decades of experience

40+ Year History in design & delivery of

large scale, cyber security services

Highest Partner Accreditations

Operating in Public and Private sector,

and National Defence Businesses

R&D Capability – developing/delivering

Fujitsu security products, e.g. PalmSecure

5 Global Security Operations Centers

operating to highest National Government

security levels

1000+ Security professionals

– over 220 in UK&I

IDS/IPS Data Loss Prevention

Web & email security

End point protection

Firewalls

Palm Vein

Products

Cloud Assessment

Training & Awareness

Technical Design

DLP Assessment Continuity & Security Consultancy

3rd Line Support

Advanced Cyber Ops

SIEM

Vulnerability Management

Identity & Access Mgmt

Consult & Services


Device and HaaS - Six vital selling points

With FUJITSU Hardware as a Service, customers will benefit from:

No more upfront capital investments

All the hardware, software, and services they need without any costly capital outlay.

Access to best-in-class devices

No loss of productivity due to ageing or obsolete equipment – just the latest devices.

Easy monthly subscription

Major CAPEX converted into manageable OPEX with a fixed monthly payment.

Hi-tech at low-cost

The fast and flexible IT end users expect but for a fair monthly rate.

Regular upgrades

All the latest tech and minimal breakdowns with regular hardware renewal.

Simple scalability

Easy to change to suit new requirements with a simple increase to the monthly payment.


Cloud & Services

2020

Delivering of computing as a service through Cloud and supported by Managed Services is the new name of the game for Channel Partners


A New Business Model with clear Benefits

Increase Customer Intimacy & Retention

Improve Margins - Recurring Revenue Stream – Growth Potential

Quick Scalability thru Efficiency

Flexibility to address different types of End-Customers

GOALS: ‘Be sticky’ & more essential to Customers businesses

Pay-as-you-go. Building a Recurring Revenue Stream –RRS- on a new and vital cash-flow scenario

From CAPEX on IT to Operating cost-based provision

Efficiency on Service Delivery - cost per seat.

NEW Business Model Service Centric

Closer proximity to end- customers

Develop a stream of predictable revenue that makes Channel Partner business more competitive & profitable

Higher Contribution margins liberates Channel Partner to focus more on Customers

Channel Partner Benefits


Digital transformation

Businesses are rapidly digitalising and moving to software-defined environments.

Channel Ready

Respond to your clients digital needs using our services

Hybrid IT

Workplace Anywhere

Digital Transformation


How will it work?

Channel

Digital Partnership

Our knowhow and your customer expertise

We enable you to sell our infrastructure solutions & services

You continue to own and manage your client relationship

Fujitsu MIS Solutions & Services


Your Innovation Solutions Partner

Anne MacRae

Vice President

Head of Incubator Sales Business


Digital Adoption Fujitsu & BAS Incubator sales consultants can help

Disruption of traditional technology

Sales

Disruption of traditional technology

procurement

Fujitsu Incubator

Sales


Aligned with Fujitsu EMEIA Digital and SaaS practise

FUJITSU IP


Aligned with Fujitsu Global Retail and Spanish COE for Banking

Retail Analytics

Retail Marketplace

ATM Digital

ATM Middleware

FUJITSU IP


Channel Partners Call to Action

• Worried about missing out on some of the

rapidly evolving technologies and business models such as IoT, and utility-based pricing?

• Unsure how to start new, innovative conversations to improve your client’s business?

Talk to Incubator Sales within Fujitsu EMEIA. We will help with knowledge, solutions and

innovative commercial models to generate new revenue streams for you.


Strong with Partners


Brocade Communications Systems,Inc

John Rozwadowski

Director

Global Fujitsu Business Unit


How do you want to buy?

INTELLIGENT BATTERY SENSOR

CYLINDER HEAD GASKETS

COLUMN AND I-SHAFT

PLASTIC FASTENERS

ANTI-FRICTION BEARINGS

QUICK CONNECTORS

ENGINE OIL COOLER

SOUND DEADENERS

ADHESIVE TAPES

DUAL MASS FLYWHEEL

PISTON RINGS

ENKO LOCKNUT

AGM BATTERIES

HEADLAMPS

TORSIONAL VIBRATION DAMPER

ELECTRIC TORQUE

MANAGEMENT MOTORS

GEARBOX SHAFTS

UNDERBODY HEAT SHIELDS

FENDERS

FRONT AXLE DRIVE

RACK AND PINON RETRACTOR LOCK SET

POWER STEERING LINES

SIDE SKIRT CHASSIS COMPONENTS

INSTRUMENT CLUSTER

SEAT BELT TENSION SENSOR

DOOR PANELS

ELECTRIC-SEAT ADJUSTMENT

FRONT ARMREST DAMPER

TRANSMISSION CONTROL UNIT

SIDESHAFTS

AXLE BEARINGS

ALLOT WHEELS

PANEL FASTENERS FRONT AIRBAGS CENTER CONSOLE

LIFTGATE HINGE

BACKLITE

REAR SPOILER

GAS SPRING MANUAL TAILGATE

ANTENNA

SUN VISORS

INSTRUMENT PANEL

UPHOLSTERY MATERIAL

AIR VENTS

OUTSIDE MIRRORS

HOOD CABLES

HVAC

RECOIL INSERTS


Brocade is THE Networking Partner Enabling Fujitsu to thrive in the Digital Business Era

Switching & Routing

Software-based Virtualization

& Control Analytics

Mobile Networking

Wireless

NETWORK

EDGE

DATA CENTER

Storage Networking

Open for innovation

Zero downtime

Automation & Analytics

Availability & Performance

Software-enabled


Presentations & Public Speaking

Fujitsu the Channel Centric Company