Even under challenging economic conditions in 2008, the Imaging Group of Fujitsu Europe Limited achieved solid growth in the EMEA (Europe/Middle East/Africa) imaging market. Fujitsu General Manager Sales Operations EMEA, Mike Nelson, attributes the company´s success to Fujitsu´s cooperation and engagement with its imaging channel partners throughout EMEA. Fujitsu demonstrates its continued mission of cross cultural partner community enhancement and support, reconfirmed by its success-focused EMEA Imaging Channel Conference held in Marrakech, Morocco mid-February. The annual Fujitsu Imaging Channel convention serves as a leading platform for new product- and solution provisions in both hardware and software sectors.

Focus and Trends
This year´s 3-day Channel Conference in Marrakech offered vital impulses for energising the imaging markets in EMEA with 340 Fujitsu channel partner attendees from 42 countries including all regions of Europe, the CIS States, the Middle East and Africa as well as representation from the USA. The focus was on community development of key EMEA image market players and partners, sound business practice and viewing latest technology advancements among the visiting companies, which included imaging manufacturers, distributors, enablers, reseller and key end-users. It supported effective cross networking and empowered many new business relationships.

Five Words For Success
Fujitsu Keynote-Speaker, Mike Nelson, encouraged the partners to intensify investments especially during tough business conditions and consolidated the essence of Fujitsu´s success and business approach into five key formulas:

Leadership – through innovative business approaches and close ties to the imaging channel.
Value – by supplying the imaging channel with the widest range of high-quality document management products and through unequalled reach in the business community.
Community – by interconnecting and cooperating with resellers, ISVs, distribution and enabling partners, sharing expertise and know-how for maximum customer retention.
Opportunity – by developing and generating market growth through offering excellent sales tools, new product innovations and applications.
Communication – by listening and responding to customer needs and channel requirements, and by supporting the exchange between suppliers.

Reorganisation For Regional Consolidation
Another focus was the reorganisation of Fujitsu’s imaging sales division. The new strategy stimulates regional channels and assists all Fujitsu partners through customised sales support for individual business environments. The company’s reorganisation optimises Fujitsu sales activities throughout EMEA and applies its sources efficiently to increase business opportunities and revenues for its channel partners.

Fujitsu Partner Awards
At a special dinner ceremony, Fujitsu honoured 15 of its channel partners for their outstanding achievements in the imaging field. The distinguished categories and award winners included:

• Best Performing Partner: CompServis UAB (Lithuania), Qatar Computer Services (Qatar), ETB (Turkey) and Bechtle Spain S.I. (Spain)
• Biggest Single Project: Kofax (Germany), Spigraph (France), Sizwe (South Africa), Data Serve & Turnkey Solutions (Kingdom of Saudi Arabia), BSI S.A. (Greece), Indra S.A. (Spain) and Trial Electronics (Russia)
• Most Innovative Partner: Indra S.A. (Spain)
• Best Specialist Partner: I.T.H.A. SRL (Italy) and ISB / Integrated Solutions for Business - KSA (Kingdom of Saudi Arabia)
• Special Recognition: Fiducia (Germany)