1. Fujitsu SLED Market Strategy
George Patrick
October 23, 2014

2. SLED Market Update

12. Fujitsu SLED Update

13. Scanner Market Share (Units)
Leading market -share in 4 segments
Personal Workgroup
Desktop Workgroup
Departmental
Mid-Volume Production
In the scanner marketplace, right now Fujitsu is dominating four of the major market segments, which gives us an overall market share of 60%. In Healthcare, that number is better than 70% market share.
This isn’t bragging – it’s a testament to Japanese engineering and the quality of the technology.
From personal workgroup to Desktop work group, to Departmental and Mid-volume scanning, Fujitsu is the go-to brand…
The high-volume belongs to our competition, but that is no accident because the high-volume segment has been trending downward for quite a while and Fujitsu basically doesn’t play in that space. The need for big hardware and centralized scanning operations has given way to distributed scanning which happens either in the department or at someone’s desk… mostly because centralized scanning is a dinosaur legacy from the days of paper-laden offices seeking to go electronic. Now the scanning is in smaller volumes, but rest assured there is still PLENTY of paper to be processed. I’m sure I don’t have to tell the folks in this room.
It’s estimated that 2 billion new documents will be created in healthcare for 2012, and that number is increasing.
Copyright 2010 FUJITSU LIMITED

15. Fujitsu Government Facts
Fujitsu owns NO Government contracts
All POS Reps have a SLED number/responsibility
Fujitsu scanners are on many State/Co-op Contracts
Contact George for LOS applications for GSA
© 2006

16. Sources:
Deltek
NASPO (2009), “Survey of State Procurement Practices.”
NASPO (2012), “Survey of State Procurement Practices.”
11/12/2018
State & Local Industry Analysis - State Profiles - ©2013 Deltek, Inc. All Rights Reserved

17. Sources:
Deltek
NASPO (2009), “Survey of State Procurement Practices.”
NASPO (2012), “Survey of State Procurement Practices.”
11/12/2018
State & Local Industry Analysis - State Profiles - ©2013 Deltek, Inc. All Rights Reserved

18. Sources:
Deltek
NASPO (2009), “Survey of State Procurement Practices.”
NASPO (2012), “Survey of State Procurement Practices.”
11/12/2018
State & Local Industry Analysis - State Profiles - ©2013 Deltek, Inc. All Rights Reserved

19. Fujitsu Scanner Line-up
Production
Departmental
fi $24,995*
fi $7,995*
fi-6770A $8,995*
fi-6800 $19,995*
fi-6670A $6,995*
fi $5,995*
fi-5530C2 $3,995*
fi-7260
$1,995*
fi-7280*
$2,495
ScanSnap 6010N
$2,995*
ScanSnap
ix500 $495*
fi-7160 $1,195*
fi $1,995*
ScanSnap N1800
$1,895
fi-60F $395 *
fi $895
ScanSnap
S1500 $495*
ScanSnap
S1300i $295*
Desktop
ScanSnap
S1100 $199*
Personal
Copyright 2010 FUJITSU LIMITED

20. Fujitsu/TechData Team

21. Teamwork
Gartner ranked Fujitsu in the “leadership” section of its magic quadrant, a placement supported by record of high customer retention.
Teamwork — Fujitsu has 50 field people ready to assist in making sure that when you sell Fujitsu scanners that the installations are done quickly and efficiently.
Technical Support Teams — sales engineers, field engineers and mission critical telephone support (TAC ) is available from 5am- 5pm PST — 24x7 support available via contract.
Resellers — Over 3,000 end user facing partners ready to assist you in designing Fujitsu technology into your business process and trouble shooting customer issues when required.
Channels — Fujitsu Scanners are distributed by Cranel, Ingram Micro, New Wave, Tech Data and over 50 distribution partners worldwide.
Business Development Team — Partner facing team to ensure that Fujitsu scanners are properly integrated and supported by every major capture and LOB application company.
Describe the types of partnerships and alliances the company has and how they make the company stronger, preferred/logical choice, and able to better serve customers
Sales and Support Teams — Fujitsu believes in building a collaborative and customer-focused culture that clients trust - We say what we’re going to do, and we do what we say — it’s that simple.
Technical Support Teams — The cornerstone of the Fujitsu business: mission- critical support, delivered by experienced engineers and consultants and backed by an ISO 9001-certified Global Support Center that operates 24/7, every day of the year. 91% of all problems are cleared during the first call.
Fujitsu Professional Services — Building operational excellence into IT infrastructure can be a true differentiator, helping companies to achieve increased ROI from your technology drives excellence.
Business Development Team — developed strong client relationships with over 250 of the top software companies supporting scanning solutions.
Partners— Working together with you and your partners Fujitsu can help customers realize the full potential of your ECM and BPM investments through our document capture scanners and solutions
Partners —Ditsy, VAR, DMR

22. 11/12/2018
© 2006

23. Discounts
Gov/Ed- Government & education discount, front loaded in TechData system. MC – Meet Competition - Resellers get the same cost - Fujitsu sales rep must verify deal by phone or see specs from a RFP. DIR – 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

24. Premier ISV Partners

25. 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) or visit our website at

26. Thank You!
How do we Engage?
Questions?