Fujitsu urges resellers to tap into document management market

Fujitsu is claiming that resellers could be missing out on lucrative margins in the document management arena.
The vendor has a 53 percent market share in the UK – but is only tapping into 10–15 percent of that, according to Robert Young, Fujitsu’s European business development manager.
“Some big resellers are selling Fujitsu scanners – Computacenter, Insight, Misco, and equally a large number of small organisations,” he says, adding that no-one is thoroughly addressing the SMB space. He urged SMB resellers to leverage those relationships to sell scanners on top of their regular IT portfolio.
“It is a low cost entry point, and demonstrates ongoing cost savings – for example, faxing purchase orders, using the scanner to send faxes, get rid of filing cabinets. There are many ways the technology can pay for itself quickly,” says Mike Nelson, general manager sales operations EMEA at Fujitsu.
“Overall the industry has grown year-on-year 25 percent since 2004.There’s a lot of opportunity for resellers to enter this marketplace. It’s a young market, and far from saturated. There should be plenty of opportunity for any reseller that has a close relationship with corporate users to get involved,” adds Young.