Fujitsu has appointed former TData executive Daniel Campbell as its Australian channel development manager in an attempt to forge stronger reseller relationships in the region.
In the newly created role Campbell will take on a variety of responsibilities, with Fujitsu's market share growth in the Australian server space being a key objective.
"[The creation of the role] is part of a wider set of plans to significantly increase our presence and our share of the server market in Australia over the coming years," Campbell told CRN.
Campbell said he would improve how Fujitsu engages with the channel by maintaining much closer contact with resellers and end-users.
"We're going to get out there and start talking to resellers to ensure we understand the issues they're facing day-to-day," Campbell said. "We want to try and get to know our partners a lot better and listen to what they have to say.
"Beyond that, we're still finalising exactly what our strategy will be and we'll obviously be looking for feedback from our partners to guide us a little."
One of the first big changes on Campbell's agenda is the overhauling of Fujitsu's existing partner program. Campbell said he was looking closely at competitor offerings and would launch a new program "hopefully in a few months".
"We want to make sure it's as compelling as possible at launch, so watch this space," Campbell said.
Campbell said he expected to face "many challenges" in his new role, with a chief concern being the server market's firmly entrenched competition.
"But we have a really great range of products and significant resources available to us, so we're certainly up for the challenge," he said.
Fujitsu recently scored a 5-year, $68 million deal with financial services firm Perpetual for outsourced IT infrastructure and application services.
Migration of infrastructure and applications to Fujitsu is set to occur in 2013, with final transition and handover completed by the fourth quarter of that year.
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Issue: 322 | December 2013
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