By Greg Wilson
Fujitsu/Siemens is bringing its high-end Unix server range to the region by the end of the year.
Fujitsu/Siemens is putting the infrastructure in place to bring its high-end Unix server range to the region by the end of the year. The joint venture company, which entered the region in earnest in October of last year, has already racked up a number of successes in the region with its Intel-based server range, but has big plans to expand its presence into the corporate segment with the addition of the Unix servers.
“We’re preparing to bring the Unix range by the end of the year,” says Dirk De Waegeneire, vice president, international sales, Fujitsu/Siemens. “We’re looking to make a big push on the SMBs and corporate markets in the coming 12 months. We need to raise our profile in the corporate segment,” he adds.
Before the joint venture vendor can deliver its high Unix product family to the region it has had to conduct comprehensive training with its local partners. Fujitsu/Siemens is also pledging greater professional services resources from its European offices, to “put the nuts and bolts of the solution together,” says De Waegeneire. “We’re also investing heavily to build the skills in the local market,” he adds.
Fujitsu/Siemens has already conducted a number of training seminars locally, and in Europe to ensure that its channel has the right skills to deliver high-end solutions.
The joint venture company has focused its initial efforts in the region in the UAE, Bahrain and Oman. Plans for further expansion into Saudi Arabia and Kuwait, are on hold while the vendor completes work with its channel in its core markets.
“At the moment it’s about staying focused on the markets where we have offices and partners,” says De Waegeneire. “There is a lot more to be done in these key markets, but we can’t risk spreading ourselves too thin, too early… Saudi and Kuwait are being dealt with from our offices in Europe.”
However, the alliance vendor has an uphill struggle to make an impact on the local market. With rival vendors already well entrenched in the market, it was inevitable Fujitsu/Siemens would always behind its rivals in the region.
De Waegeneire recognises even if it has strong growth in the market, it is still entirely possible the vendor won’t make significant impact in terms of market share.
However, Fujitsu/Siemens is aiming to make its rival sit up and take notice over the course of the next 12 months. “We have to be realistic about our success, even if we have tremendous growth it many not show up in terms of market share,” says De Waegeneire.
“But we have several unique selling points which will help us win more accounts… by March of 2002 we will be in the top five players in the region… we have good momentum going forward and we’re winning customers.”