Transcript Fujitsu-IPG
Fujitsu Federal Government Market Strategy George Patrick Sr Government BDM Agenda Fujitsu at a glance Market Share / Trend Becoming a Partner Federal/SLED Overview 2 FUJITSU Confidential Fujitsu at a Glance • Headquarters: Tokyo, Japan • President: Kuniaki Nozoe • Established: June 1935 • Revenue: US $52 Billion • R&D Expenditure: US $2.5 billion • Employees: 161,000 worldwide • Fujitsu customers include over half of the Fortune Global 500 • Fujitsu innovations hold over 34,000 patents • Stock Exchange Listings: Tokyo, Osaka, Nagoya, Frankfurt, London, Geneva 3 FUJITSU Confidential Fujitsu Government Team • • • • Craig Thomas – Federal Sales George Patrick – SR Government BDM Andrew Cornell- Inside Sales Ray King –Account Mgr TechData 4 FUJITSU Confidential Fujitsu Scanner Market Share Vendor Market Shares (Units) − All Segments Combined, Others Kodak 5-10% Canon 10-15% Visioneer 10-15% Fujitsu 50 - 55% Leading market -share in 4 segments • Personal Workgroup • Desktop Workgroup HP 10-15% • Departmental • Mid-Volume Production FUJITSU Confidential Fujitsu G Performance • • • • G revenue 30% of Fujitsu revenue Only Health Care exceeds G Revenue SLED accounts for 65% of G revenue Fujitsu/TD G Growth up 3% YOY ‘08 vs ‘09 • Fujitsu/TD Growth up 24% YTD 6 FUJITSU Confidential 7 FUJITSU Confidential Scanner Selection Criteria • • • • Paper handling Speed ADF versus flatbed Deployment (centralized versus decentralized) • Scanner’s capacity (duty cycle) • Black and white, grayscale, or color • Image enhancement (VRS) Fujitsu-IPG 8 FUJITSU Confidential VRS In The Box Why Virtual ReScan (VRS) by Kofax? • Documents were not created to be scanned • Documents are created to: - sell things (fancy colors) - are in red ink, blue ink, dot-matrix, bold, crayon - are sometimes damaged (handled by truck drivers, customers,…) - be unique and easily distinguishable (sizes, shaded background colors, watermarks,…) 9 FUJITSU Confidential Fujitsu Service Advantage Why sell Fujitsu Service? – – – – The only Fujitsu-Authorized service provider Service not performed by FCPA, will void the warranty Fujitsu FE’s only repair Fujitsu scanners Toll free Technical Assistance Center (TAC) 800-626-4686 & priority contracts line 866-357-3788 Selling Benefits – – – – Increased revenues and margin Account Control & Customer retention Great potential for annual renewals. Minimized customer downtime 10 FUJITSU Confidential Becoming a Fujitsu partner Submitting an application is easy. After initial review, the qualification process will follow. For more information on becoming a Fujitsu partner, please call (888) 425-8228 or visit our website at www.reseller.fcpa.fujitsu.com. 11 FUJITSU Confidential Partner Programs • One Capture Alliance Reseller Program – Financial Incentives – Sales tools and marketing aids to help you sell more effectively – Hot sales leads jump-start your lead generation efforts – Dedicated account representative to support your staff in the field – Discounted demonstration units enable you to show prospects the latest products at below-market rates • Design-in Registration Program • Government and Education Discount Program 12 FUJITSU Confidential Meet Comps / DR’s MC – Meet Competition - Resellers get the same cost - Fujitsu sales rep must verify deal by phone or see specs from a RFP. DR – Deal Registration - Reseller is protected on price - Fujitsu sales rep must speak or meet with end user - Joint meeting with Reseller if possible - New opportunity or end user 13 FUJITSU Confidential Why Fujitsu in Federal? • Participation in Government Events – FOSE – FBI IT – VA Health Care – DOD Base Tech events – GBC Tabletop events 14 FUJITSU Confidential Top Federal Buying Vehicles • GSA Schedule 70 – 14 Current LOS holders • NASA SEWP Contract – 8 key holders/mainly VA • Open Market – FedBids/Reverse Auction • SPAWARS • Agency Specific BPAs – TRP 15 FUJITSU Confidential Example Account • DEA Testing is done by SRC in Sterling IT Dept is at Head Quarters in Arlington CSC is the contractor that tracks the order The contract is called Firebird DEA is buying are 6130 and 6230 scanners I got them to test the 6770 as a high end scanner Sales = 800k Decisions are made in DC Area but offices all over USA 16 FUJITSU Confidential LOS Requirements -$300,000 minimum annual sales of Fujitsu IPG products/services not to include consumables. -Minimum combined services attach rate of 50% on Fujitsu IPG products in the Low to Mid Volume segments. -Minimum of 75% of annual sales must be Government, SLG revenue included, if applicable. -A strong Federal end-user/agency relationships, key contracts and BPA’s. -An established outside sales force that calls directly on end-user/agency customers -Present a documented and active government marketing program, utilizing MDF -Limited internet-based sales model is mandatory. 17 FUJITSU Confidential Fujitsu Focus for 2010 • • • • Going after HP on the desktop Continuing GSA Schedule Clean Up National Trade shows Finding new key Resellers focused on Federal • Share Point 18 FUJITSU Confidential Why Fujitsu/TechData? • • • • • • Letter of Supply Huge Government Install Base Gov-Ed Discount Program Registration Program State Contract Application Support Knowledge of Requirements – 508 Compliance – Country of Origin/Trade Compliant 19 FUJITSU Confidential Why Fujitsu/TechData? • Government Vertical is Number 1 in Imaging Products Group • Largest Install Base of any Scanner Manufacturer – Market share Leader! • Adding second Government BDM • Webinars • Specific Government Advertising – FCW, GCN, Government Executive 20 FUJITSU Confidential Resources to support your business 21 FUJITSU Confidential Latin America & Caribbean Regional Sales Mgr VT ME AK WA OR HI N. CA MT ID NV National Sales Mgr – West Laeres Patton National Sales Mgr – East Wayne Marto Acct Mgr 425-482-6068 [email protected] Glenn brown Sr. Acct Mgr 949-212-8114 [email protected] Pat D’Onofrio Acct Mgr 720-489-5611 [email protected] Ryan Williams Acct Mgr 214-293-9837 [email protected] Steve Baldwin Sr. Acct Mgr 515-573-3231 [email protected] Kathryn Morales Sr. Acct Mgr 312-933-5727 [email protected] Marni Carmichael 949-887-1921 [email protected] Ivan Bermudez Acct Mgr 615-302-0710 [email protected] Harold Fisher Sr. Acct Exec 203-438-8424 [email protected] George Patrick 703-404-0283 [email protected] WI PA IA NE UT AZ CO NY MI SD KS NM OK TX Inside Sales Mgr IL IN OH MO KY TN AR AL MS LA WV VA SC GA FL Devon Aldrich Inside Sales 408-746-6964 [email protected] Don Caruso 408-746-7048 [email protected] Lloyd Boutavan Inside Sales 408-746-7021 [email protected] Niloy Chatterjee Inside Sales, Office Dealers BTA 408-746-6958 [email protected] Craig Thomas FederalAcct Mgr 301-812-0545 [email protected] Tommy Tsaboukos Sr. Inside Sales 408-746-7144 [email protected] Frank Tan Inside Sales 408-746-7017 [email protected] Scott Steiner Acct Exec 404-434-7710 [email protected] Stephanie Galvan Inside Sales 408-746-7018 [email protected] Andrew Cornell Sr. Inside Sales 408-746-7073 [email protected] Joseph Ogborn Acct Mgr 215-292-6292 [email protected] Steve Inge Acct Mgr 813-749-6660 [email protected] Open Government Sales BDM MN WY S.CA 408-746-7189 [email protected] ND Inside Service and Contract Sales Bernard Lhermine Sr. Inside Service Sales 408-746-7160 [email protected] Cesar Vega 847-909-5799 [email protected] NH Marc Moran Inside Service Sales 408-746-7032 [email protected] MA CT RI NJ DE MD NC Ignacio Martinez Mexico Territory Manager +52-1-55-5458-2482 [email protected] Adriana Salas South America Territory Manager +57-315-896-8558 [email protected] •Don Caruso LAC inside support • Peter Freimuth SE Support Service Sales Pre-Sales Engineers Thomas Hempler Service Sales Supervisor 702-395-2153 [email protected] Peter Freimuth Sales Engineer Manager 408-746-7088 [email protected] Joshua Bird Service Acct Mgr 614-717-9273 [email protected] John Dickerson Service Acct Mgr 301-271-2826 [email protected] David Stapleton Sr. Service Acct Mgr 708-926-3849 [email protected] Dennis Agpaoa Sr. Service Acct Mgr 408-746-7002 [email protected] Scott Paul Sales Engineer 940-435-9395 [email protected] Mike DeFazio Sales Engineer 440-356-0488 [email protected] Stephen Lerner Sales Engineer 347-330-7427 [email protected] Hot-Line Numbers Sales- 888-425-8228 TAC- 800-626-4686 Priority Contract- 866-357-3788 VAR TAC Hotline-888-282-0444 FUJITSU Confidential The Fujitsu Manufacturer Store – Exclusive to Tech Data!!! • Get the latest news on our lucrative Reseller Programs • Keep informed on the newest additions to our award winning product line about driving document imaging technology! Visit• Learn us now @:trends http://www.techdata.com/business/fujitsu FUJITSU Confidential Document Imaging Team Duane Aaron Alan Kristen Kristi Ulla Dedicated Document Imaging Team available to assist you from 8:30 a.m. to 6:00 p.m. EST By phone at (800) 500-0101, option 1 or email to [email protected] The Imaging team holds multiple certifications and is constantly trained by the business partners on all new product & solutions available. 24 FUJITSU Confidential We’re Here To Help You Succeed Barb Miller Vice President Beth McElveen Sr. Manager Tim Orselli Manager Kevin Simcox Ken Carvalis Scott Neubauer Bob Watson FUJITSU Confidential Why Fujitsu/TechData? • Government Vertical is Number 1 in Imaging Products Group • Largest Install Base of any Scanner Manufacturer – Market share Leader! • Adding second Government BDM • Webinars • Specific Government Advertising – FCW, GCN, Government Executive 26 FUJITSU Confidential Thank You! How do we Engage? Questions? 27 FUJITSU Confidential