Why?
What?
When?

Digital Waves
Online consumer business Hyperconnected World
A huge impact to every industry
1st Wave
The Internet
Connected, online, 1Bn in 2000
2nd Wave
The Mobile Internet
Real-time, anywhere, 10Bn in 2010
3rd Wave
The Internet of Things
Convergence of physical & digital, 50B+ in 2020
4th Wave
AI and Robotics
Knowledge & automation

Fundamental IT market shift: Digital will dominate
Pierre Audoin consultants research
2
1
3
The market is undergoing a rapid shift to Fast IT
 Fast IT is growing 19% per year
 Robust IT is declining 5% per year
The digital market will dominate
IT services spend within three years
Your customers are looking for
digital transformation partners
Source: Pierre Audoin Consultants, 2016
0
100
200
300
400
2016 2020
EMEIA Digital Spend
60%
40%
40%
60%
Traditional/Robust IT Digital/Fast IT
EMEIAMarket(€B)

Changing customer needs
Customers are driving the evolution of channel roles
Deliver business
transformation
through digital
Predictable IT
consumption
From complexity
to simplicity
An open, DevOps
culture
Exploding security
threats, a maze of
compliance
Internal skills gap:
outsource more
functions
Partner roles
Manage, monitor
and protect multi-
cloud environment
Define solutions
based on business
needs
Deep
technical
expertise
Design and
architect customer
IT model
Business-
oriented/
vertical consulting

88% 84% 83% 83% 83% 81% 75% 72% 72%
55%
Source: Canalys, EMEA channel expectations survey, March 2016
% of Channel Partners expecting growth in
digital & emerging technologies Canalys March 2016

Looking ahead….The Fujitsu Strategy
 Four key areas will enable digital
transformation and help our
Channel Partner and Customers to
move into the world of “Fast IT”
 These are:
Artificial Intelligence (AI),
Internet of Things (IoT),
Cloud, Cyber Security
Topics such as PRIMEFLEX,
ETERNUS All Flash will support
this transformation
Customer
Data
Value
Proposition
Cloud
AI
Knowledge Integration
IoTBig
Data
Security

New Opportunities: Integrated Systems
Increased
productivity
Fast time
to market
Reduced
TCO
Reduce complexity, time, effort, risk and cost in data center infrastructure deployment

PRIMEFLEX for
VMware VSAN
 Designs for
different
workloads
 Preconfigured ex
factory
 Easy setup at
minimum risk
 Fixed rack
configuration
 Ready-to work in
minutes
 Scalable across
racks
 ‘wizard’ driven
installation
PRIMEFLEX for
VMware VCF
PRIMEFLEX for
vShape (Standard)
 VMware/Hyper-V
 Flexible
 Reduced costs &
risks, improved
SLAs
 25,50,100 and 200
virtual servers
 Eco / HA
PRIMEFLEX for
vShape (Enterprise)
 VMware
 Scalable / Dense
Compute Power
 Reduced costs &
risks, improved
SLAs
 200, 400, 600 and
800 virtual servers
 Combine 3 x 800
for 2400 VM‘s
 Orchestration
and Cloud
provisioning
using proven
Reference
Architecture
 Easy setup
based on
detailed and
POC proven
setup
description
 Now based on
up to 4 nodes
CX400 and 200
VM’s
 Storage spaces
Windows cluster
enables
business
continuity
 ‘wizard’ driven
customer
installation
PRIMEFLEX
Cluster-in-a-Box
PRIMEFLEX
Openstack
 Big Data
Analytics
 Data ingestion,
analysis and
prediction
 Easy setup small
systems that can
scale out
 Reference
architecture
PRIMEFLEX for
Hadoop
Virtualisation Private Cloud Big Data
 Optimised In-
Memory
 Big Data Anlytics
for Smarter
Decisions
 Easy setup
 Scale out
Architecture
 Pre-defined and
pre-tested. SAP
certified
components
PRIMEFLEX for
SAP Hana
 Ready-to-run
delivery
 Business
continuity –
integrated and
automated high
availability
 Simplified
management of
complex SAP
infrastructures
PRIMEFLEX for
SAP Landscapes
SAP
Fujitsu PRIMEFLEX Integrated Systems Offering

#FujitsuWorldTour
The Fujitsu
Client Computing
Devices Portfolio

ESPRIMO Desktop Portfolio
All-in-One
Microtower
Small
Form Factor
Mini PC
ALL-ROUND
ADVANCED
SUPERIOR
K557
X956
X956-T
Evolutionary. For streamlined, future workspaces.
ESPRIMO K and X
Unique combination of PC and Display in one compact housing
ALL-ROUND
ADVANCED
SUPERIOR
P556/2
P556
P757
P756
P957
P956
P956/LL
Expandable. Powerful. For heavy duty computing.
ESPRIMO P
Up to 4 full height PCIe slots, up to 4 SSD/HDD devices
ALL-ROUND
ADVANCED
SUPERIOR
D556/2
D556
D757
D756
D957
D956
D956/LL
Smart. Compact. Efficient.
ESPRIMO D
10l housing, up to 4 low profile PCIe slots, up to 4 SSD/HDD devices
ALL-ROUND
ADVANCED
SUPERIOR
Q556/2
Q556
Q957
Q956
Q956/MRE
Powerful. Space-saving. Stylish.
ESPRIMO Q
2l housing with integrated power supply, DVD drive, Palm vein security sensor
Copyright 2017 FUJITSU

LIFEBOOK Notebooks Portfolio
LIFEBOOK
E Series
LIFEBOOK
A Series
15.6 inch 13.3 inch
14.0 inch
15.6 inch
12.5 inch
14.0 inch
15.6 inch
13.3 inch 13.3 inch
From 1.6 kg From 1.15 kg From 1.19 kg From 930 g
LIFEBOOK
S937
LIFEBOOK
U937
LIFEBOOK
U7 Series
HD display, anti-glare,
non-touch
Modular bay option
Keyboard with NumPad
FHD or HD display,
anti-glare, non-touch
Modular Bay option
Fingerprint sensor,
SmartCard reader, TPM
FHD or HD display,
anti-glare, touch option
USB Type-C and LAN
connector
Palm vein/
fingerprint sensor,
TPM 2.0
WQHD/FHD IGZO display,
glare touch or anti-glare
non-touch
Modular bay option
Palm vein/
fingerprint sensor/
SmartCard reader
FHD display, glare touch
or anti-glare non-touch
4G/LTE, HDMI, USB Type-
C and LAN connector
Palm vein/
fingerprint sensor/
SmartCard reader
Common Port Replicator Common Port Replicator
ALL-ROUND
Standard Home & Office Application
ADVANCED
Mobile Office for Corporate Demands
SUPERIOR
Ultimate Computing for Individual Needs
From 2.2kg

Convertible Slate
LIFEBOOK
T937
Fujitsu Tablet Portfolio
12.5 inch 12.5 inch 13.3 inch 8.3 inch
From 1.2kg From 830 g From 1.3 kg From 540 gSTYLISTIC
V535 Industrial
Anti-glare HD display
Dual digitizer
Optional 4G/LTE with GPS
Aluminum & magnesium housing
Full HD display
Touch & pen support
Super high-resolution
FHD display
Aluminum housing
+ magnesium lid
Fully rugged tablet
Water- and dust resistant
Drop resistant
2 IN 1
Flexible Mobile Office
SPECIALIZED
For Highly Mobilized Roles
WUXGA resolution
Multiple Touch with glove
support and passive pen
Palm Vein sensor
USB-Type C port replicator
Optional 4G/LTE with GPS, NFCPalm Vein sensor
USB-Type C port replicator
Foldable Detachable

CELSIUS Workstation Portfolio
MOBILE WORKSTATION
On-the-go Performance
DESKTOP WORKSTATION
Scalable Performance
RACK WORKSTATION
Remote Performance
CELSIUS
H760
15.6-inch
CELSIUS
H970
Full HD and 4k
17.3-inch
Full HD
Small Form Factor
10 l housing
Micro Tower
21, 29 l housing
Midi Tower
38 l housing
Big Tower
49 l housing
19-inch rack mount
1 height unit
Core i & Xeon E3
64 GB DDR4
ECC max.
Up to NVIDIA Quadro
M2000M
PalmSecure™
Common port
replicator
Core i & Xeon E3
64 GB DDR4 ECC
max.
Up to NVIDIA Quadro
P5000
USB Type-C™
Thunderbolt 3 port
replicator
Core i & Xeon E3
64 GB DDR4
ECC max.
Full-height graphics
Up to NVIDIA Quadro
M2000
2 slots
Core i & Xeon E3
64 GB DDR4 ECC
max.
1× graphics
Up to AMD FirePro
W7100 or NVIDIA
Quadro M4000
3 slots
Single socket Xeon E5
512 GB DDR4
ECC max.
Up to 2× graphics
Up to AMD FirePro
W9100 or NVIDIA
Quadro P6000
7 slots
Dual socket Xeon E5
1024 GB DDR4 ECC
max.
Up to 3× graphics
Up to AMD FirePro
W9100 or NVIDIA
Quadro P6000
8 slots
Single socket Xeon E5
512 GB DDR4 ECC max.
1× graphics
Up to AMD FirePro W9100
or NVIDIA Quadro P6000
3 slots
Long Lifecycle Long Lifecycle
CELSIUS
J550,
J550/2
CELSIUS
W550,
W550LL,
W570,
W570power+
CELSIUS
M740,
M740LL
CELSIUS
R940
CELSIUS
C740

Key topics to bring more opportunities to Channel Partners
How to become Digital?
F2F & webinar
Sell Big Data
Analytics
Like a Pro
Web based
Why every Channel
Partner should sell
Security
Web based
Verticals
Financial Sector
Web based
Cloud IoT
New sales skills path
 Themes to lead to Digital
Transformation
 Explain the sales approach
and skills needed for
Partner sales people to
understand the new digital
technologies
 Points to be counted for all
Expert Specialization re-
certification
 No mandatory courses

Partner Program Survey
Partners view programs as vital for strengthening
relationships, plus increasing sales and profitability.
Financial benefits such as deal registration/
protection and front and back-end rebates are most
important for channel partners.
Account management, lead generation and training
should be the foundational services which a program
is built upon to support channel partners.
Solution/consultative selling training is most
important – digital marketing training viewed as
least important.
Programs still key to channel
profitability
Deal registration is the incentive
anchor
Regular interaction
(account management, lead generation)
Useful training courses
Some services far less valued
(marketing collateral, certifications)
Focus on program simplicity
Source: Canalys, Partner program survey, August 2016 (274 IT channel responses)

SELECT Partner Program
Innovative
 New business opportunities
 New sales skills path
 New re-certification process
 New channel tools
 SELECT Innovation Award
Profitable
 Profitable rebate structure
 New areas of growth
 Highest level of engagement and benefits through
SELECT Circle
Straightforward
 No financial barriers to develop as a SELECT Expert
 Straightforward way to Expert Specializations
 Unique training experience
 Clear rules of engagement

Digital & Channel
60%
Digital is the new reality
Strengthening our relationships
Enabling channel to change2
3
1
Working
Together

Win with Fujitsu !
 Referral fee :1% of Total Contract Value for all Application Services and
Managed Services Contracts.
 Valid up to 31st December 2017, for contracts closing up to 31st March
2018.
 For UAE, Oman & Qatar :
 Incentive will be Transferred to your organization.
 Should not be an existing opportunity.
You only have to IDENTIFY an opportunity , and can win up to $100,000/-
Write in to your Account Manager at Fujitsu , with contact details of relevant
person in prospect account – simple!

Channel Portfolio Update