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| | Fujitsu Siemens Computers Elite Channel Partner Programme | |
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On 4th April 2005 Fujitsu Siemens Computers will launch the next generation  Channel Partner Programme giving our resellers even greater benefits and more opportunity to work with one of Europe’s leading hardware vendors. Below you will find more information on how this impacts you. |
1. | What is the Channel Partner Programme? |
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| is an innovative and comprehensive partner programme that enables our accredited partners to create their own individual initiatives within a strategic framework. Our brand’s continuing strength depends on maintaining and consistently communicating its core values, which can only be achieved by a strong partnership between the company and its partners. No single organisation can truly deliver everything customers want or need. Manufacturers’ strengths are in the design and manufacture of quality products and establishing brand values. Our partners know the specific needs of the customers and are best at building solutions to meet those needs. By combining our efforts, and sharing our thinking, we can create joint sales and marketing campaigns that deliver the highest level of business success. |
2. | Why have you refreshed the existing programme? |
Our 100% commitment to the channel model means that we continually strive to improve the benefits we give to our channel partners. And with our fantastic growth rates we now have even more resources at hand to deliver even better programmes to our reseller partners.
In December 2004 we asked our resellers what they thought of our current programme, what they thought was missing and the things that we could change that would make it even easier to promote and supply Fujitsu Siemens Computers’ products to their customers. We had a fantastic response to the survey and have conducted some detailed analysis on those answers. As a result we have refreshed our channel accreditation scheme to deliver a greater level of features and benefits – incorporating what you told us you want from your hardware vendor. |
3. | What are the major changes to the Channel Partner Programme? |
| All areas of the programme are being refreshed, but the major changes are: |
| • | Three new levels of accreditation: currently there are only 2 levels of accreditation and only resellers committing to at least £150K pa sales revenue meet the entry level criteria. The new scheme has a third level of accreditation with an entry revenue commitment of just £50K pa, giving more resellers the opportunity to play a part in the Fujitsu Siemens Computers success story. |
| • | A new way of supporting initiatives to grow business: Reseller feedback highlighted that you would prefer that any financial rebate or financial marketing support should be based on merit basis rather than simply accruing MDF. Therefore we have removed MDF and replaced it with more measurable Tactical Growth Funds (TGF) available to all. We have also introduced performance related rebates and Quarterly Focus Funds (QFF) |
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| • | Access to free co-branded marketing material: All of our accredited resellers will have access to a range of Fujitsu Siemens Computers’ marketing collateral promoting the latest offers. And every reseller will have the opportunity to place their own logo and contact details on those communications pieces, free of charge. |
4. | What benefits do I receive as an Approved Partner? |
| The key benefits of being an Approved Partner are – |
| • | Access to tactical growth funds TGF |
| • | Access to office based account management |
| • | Access to joint marketing collateral |
| • | Use of accreditation logo on onward communications |
5. | What benefits do I receive as an Authorised Partner? |
| The key benefits of being an Authorised Partner (in addition to those of an Approved Partner) are – |
| • | Access to Lead Generation activities |
| • | Access to greater support (events and technical) |
6. | What benefits do I receive as a Premier Partner? |
| The key benefits of being a Premier Partner (in addition to those of an Authorised Partner) are – |
| • | Access to performance related rebates |
| • | Access to quarterly focus funds (QFF) |
| • | Access to on-site pre-sales training |
7. | What are Tactical Growth Funds and how do I access them? |
| Tactical Growth Funds are available to all levels of accredited partners. They can be accessed by application and will be awarded on a commercial merit basis. |
8. | What are Quarterly Focus Funds and how do I access them? |
| Quarterly Focus Funds are available to Premier Partners and will be available subject to the partner having met their business targets for the relevant quarter. Fujitsu Siemens Computers will announce the focus area for the quarter at the beginning of the relevant period. |
9. | How do I qualify for a performance related rebate? |
| Performance related rebates are available to Premier Partners and will be subject to business targets being agreed between Fujitsu Siemens Computers and the partner and those targets being met. |
10. | When will MDF be withdrawn and how long will unspent MDF be held? |
| Any partner currently accruing MDF will continue to do so until 31st March. Any funds accrued by the 31st March must be used by the end of April ’05. |
11. | What are the Community Programmes? |
There are 2 new community programmes within . These are the PRIMERGY Community and the Mobility Community.
The communities are a select group of resellers who are already either Authorised Partners or Premier Partners. These resellers will have a team dedicated to selling the Fujitsu Siemens Computers PRIMERGY range of Intel-based servers or our range of mobility solutions, and will have in-depth technical knowledge of these product ranges. Membership of these communities is strictly by invitation only. Resellers will have product-specific revenue targets and have access to special product-led offers as well as business rebates.
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12. | I’m already accredited, do I need to reapply? |
Yes, all resellers will need to apply to be part of the new scheme. As part of the refresh we are reviewing the sales activities of all resellers currently accredited to ensure that they are achieving the right level of accreditation for their revenue levels.
Reapplying is simple, just complete the online application form.
You will be told whether your application has been successful within 10 working days and receive your new Welcome Pack on 4th April. |
13. | What happens on 4th April? |
| The new Channel Partner Programme will officially launch on Monday 4th April 2005. On that day all resellers who have completed their online application forms by Friday March 18th will receive their Partner Programme Welcome Pack. This will contain all of the information you will need to make the most of your Fujitsu Siemens Computers partner accreditation, including your logon and password to our new Channel Partner Portal. |
14. | Who do I contact if I have any more questions? |
| If you are already accredited under the current Partner Programme then please contact your account manager. If you are not currently accredited and need more information please call 0800 004003 or email: ResellerHotline@fujitsu-siemens.com |
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