Fujitsu Siemens targets SMEs

Fujitsu Siemens Computers has embraced the channel model to distribute its products to the small and medium enterprise (SME) market in SA.

Dino Kondos, distribution and channel manager, says the company`s distribution strategy will focus on brand awareness, reaching the SME market, a marketing campaign, a dedicated product portfolio and competitive pricing.

Value-added services include credit facilities and financing solutions, as well as building to custom requirements.

Distribution will take place through qualified partners (aimed at large enterprises), distributors (the SME market) and retail (consumer market).

Kondos says the company is still in talks with South African distributors and is hoping to make an announcement within weeks.

Commenting on the group`s results for the year to end-March, MD Mark Wilson says it outperformed all regional markets in which it operates. Operations in the Middle East and Africa, under which the South African operation falls, grew by 99% against the market growth of 20.4%.

The group also achieved its first full-year pre-tax profit.

The focus on mobility and business-critical computing has led to a shift towards enterprise products in the revenue structure, with the share of enterprise products - Intel servers, Unix servers, mainframes, storage solutions and professional services - increasing from 25% to 28% of revenue.

Wilson says the plan of action in the coming year is to invest further in enterprise sales, the launch of the SME channel, an enhanced mobility products portfolio and dedicated sales resources.

The group also sees market share opportunities arising from the HP-Compaq merger.