Posted by: Beth Pariseau
Strategic storage vendors
Three Fujitsu entities are consolidating into a new company called Fujitsu America, the better to align sales according to customer segment rather than specific products.
Fujitsu Consulting, Fujitsu Computer Systems and Fujitsu Transaction Solutions, a retail-equipment business unit, will be combined in the new North American entity, headed up by CEO Farhat Ali. The reorganization divides the sales force into six vertical-market focus areas–healthcare, public sector, telco, manufacturing, financial services and retail.
“We were hearing from clients that various salespeople have come to them but don’t understand the full picture of their industry,” Ali said. “Customers want to know, ‘what do you know about my industry and what are competitors in this industry doing?’”
The first offering under this new plan will be a retail product links Fujitsu’s GlobalStore point of sale application with Fujitsu’s back-end server and storage hardware systems. That’s the most well-developed so far of Fujitsu’s “total value propositions,” meant to deliver an end-to-end IT infrastructure to support a vertical-specific application. Next up is healthcare.
“The front office is really a storefront,” Ali said. “In healthcare we’ve mostly focused on tablet PCs, but we can also add point-of-sale kiosks and integration with medical applications provided by vendors like Cerner through business process management software to connect the two.”
As for storage, the business plan isn’t quite as specifically defined, but Ali said the company has hired several former Veritas/Symantec veterans to strengthen the company’s understanding of storage. The new entity will also become the world’s fourth largest professional services company, behind IBM, Hewlett-Packard/EDS, and Accenture, “depending on the dollar-yen exchange rate,” Ali said.
Fujitsu’s not the only systems vendor to refocus according to customer segments lately. Dell Inc. also reorganized in January and refocused business divisions according to whether their customers fit into small, medium or large enterprise categories.