Fujitsu rolls out partner-centric training, simplified certification for SELECT channel partners

Munich, 22 Jul 2020
Read time 4min 10sec

News facts:

  • Latest updates to Fujitsu’s SELECT Partner Program include a customised approach to training and removal of Expert Status certification expiry dates.
  • Revisions help equip partners as trusted advisors, delivering digital transformation to meet end-customers’ changing needs.
  • Training is more partner-centric – focused on upskilling teams based on business plans.

Fujitsu today announces a further simplification of its SELECT channel partner accreditation process, combined with an increasingly partner-centric focus on training. The updated programme removes Expert Status expiry dates and puts a greater focus on the individual needs of partners, ensuring they can build the future-facing skills they need to be successful and meet customers’ changing demands.

Fujitsu’s SELECT Partner Program is designed to support channel partners as they transition from IT resellers to fully fledged trusted technology advisors, helping them acquire the new skills needed to support customers’ digital transformations. Close alignment to partners’ changing needs is recognised by Canalys’ Channel Leadership Matrix, where Fujitsu has been confirmed as a champion for three consecutive years. The latest update to the programme’s accreditation is designed to ensure that each partner receives exactly the right combination of support and training they need to be successful as they transform their own business models.

No expiry for Expert status accreditation

The latest SELECT program removes expiry dates for SELECT Expert accreditation – meaning that each SELECT Profile certification remains valid until the curriculum is updated. Any update will trigger an invitation for relevant partners to renew their certification. For partners, the benefits include the elimination of any repeat training and the opportunity to upskill teams based on future focus areas.

Fernanda Catarino, Head of Channel Europe at Fujitsu, comments: “It’s commonplace for channel partners to have to retake training courses just to retain current certification – and that’s absurd, because it means making a considerable time investment for no gain. As we focus on enabling Fujitsu SELECT channel partners to grow, we are focusing on delivering customised training plans that focus on the skills that our partners need – and removing the ‘box checking’ requirements of many traditional accreditation programs. This sets Fujitsu’s valued partners up for success – allowing them to build on existing competencies to meet end-customer demands to deliver increasingly complex solutions.”

Fujitsu introduces special training for hand-picked service-centric partners

At the heart of the updated approach is a new partner-centric training initiative:[1] This equips hand-picked partners with the skills needed to take a solution-based sales approach and act as digital trusted advisors. The new training strategy combines classic sales methodology (how to sell) with intensive education on the Fujitsu product portfolio (what to sell) and is delivered via a combination of e-learning, virtual instructor-led training and practical exercises. With a focus on results, the training also includes several months of individual follow up via personal coaching.

The program involves each SELECT Circle partner member jointly developing an individual, customised training plan together with Fujitsu. This plan is designed to meet a partner’s specific business priorities and concentrates on obtaining accreditation in relevant portfolio areas – for example, in hybrid cloud, hyper-converged infrastructure or data protection, and in technology areas such as artificial intelligence, the Internet of things, and specific vertical markets.

Robust virtual training and engagement platforms

Training for all SELECT channel partners is delivered via the Fujitsu SELECT Academy. This offers both live and on-demand online learning options for a broad cross-section of topics. These range from intensive training on Fujitsu products through to courses on sales skills and technical education. In addition, the TechCommunity platform plans to offer weekly deep dives into technical topics, alongside a series of sales-focused webinars – enabling channel technologists and channel sales professionals to unleash the full potential of digital transformation for their customers.

[1]Available by invitation to SELECT Circle members.

Online resources:

CoCre8 Technology Solutions

Fujitsu has changed the way it operates in Africa with the establishment of CoCre8 Technology Solutions and remains the Exclusive Fujitsu OEM representative for Africa.

The South African investment consortium which previously held 25% plus one share of the company has acquired the balance of the Fujitsu shareholding, creating a 100% black, locally owned, entity as from 1 April 2020


Fujitsu is the leading Japanese information and communication technology (ICT) company offering a full range of technology products, solutions and services. Approximately 130,000 Fujitsu people support customers in more than 100 countries. We use our experience and the power of ICT to shape the future of society with our customers. Fujitsu Limited (TSE:6702) reported consolidated revenues of 3.9 trillion yen (US$35 billion) for the fiscal year ended March 31, 2020. For more information, please see

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Editorial contacts
Channel & Marketing Manager Steven Kramer (+27) 233 5401