EVERY registered partner receives a kickback!

New channel program
EVERY registered partner receives a kickback!



At the beginning of the new fiscal year in April 2022, Fujitsu added an important element to its channel profitability program: a kickback program called Rising Stars. This means that every partner registered with Fujitsu has the opportunity to receive interesting unit premiums when purchasing Fujitsu products from the client and the data center segment.

(Photo by Fujitsu )

ITB: Mr. Lühr, 15 years of distribution responsibility is a long time. Why do you think many channel partners like working with Fujitsu so much?

Heiko Lühr, Senior Director Channel Distribution at Fujitsu Technology Solutions GmbH
Heiko Lühr, Senior Director Channel Distribution at Fujitsu Technology Solutions GmbH

(Photo by Fujitsu )

Lühr: Fujitsu is one of the leading IT manufacturers on the market. We are a complete solution provider and can offer the partners solutions from a single source. We offer an attractive product range of notebooks, PCs, servers and storage devices tailored to the B2B market. And: We live a continuous improvement policy. With the Circle of Experts, we have a panel of experienced SELECT Expert partners who regularly provide us with feedback on developments in the market and our programs. As a manufacturer, you can’t get any closer to having your ear on the market.

ITB: Do you have any other aspects that speak for Fujitsu as a channel manufacturer?

Lühr: We generate over 80% of our product-related sales through the channel and there are good reasons for this. Every year, we invest between two and three million euros in improving and simplifying our processes so that our partners can do business with us smoothly. We have currently made significant improvements to the web architect so that partners can see which components are available where and which configuration can be delivered quickly. With our SELECT Partner program, we offer our partners a know-how-based further development opportunity, which we also reward with numerous advantages, especially from a SELECT Expert status. We have a dedicated, regional contact person for each of our partners. And last but not least, we work together with the strongest distributors in Germany, Austria and Switzerland. All this the partners thank us with their loyalty.

ITB: You have launched a new partner program called Rising Stars. What is hidden behind it?

Lühr: The Fujitsu Rising Stars Program is a kickback program for all partners registered with Fujitsu. We reward all partners who do not receive a bonus contract from Fujitsu with unit premiums in euros for their total sales that they have generated with us. It was important to us that we financially reward all Fujitsu partners who do business with us. We want to be attractive for the entire channel and we have succeeded with this program.

ITB: What does a partner have to do to participate in the Rising Stars program?

Lühr: Participation in the program is very easy. The partner only has to register as a Fujitsu partner in our channel partner portal and may not have a bonus contract already in progress from us. As a next step, after generating sales, he can log in to our Fujitsu Rising Stars portal. When he redeems his first voucher points, he will be asked to accept the conditions of participation. That’s about it. It couldn’t be easier.

From then on, every euro revenue generated with Value4You and build-to-order devices from the segments PRIMERGY Mono and Dual Socket Servers, LIFEBOOKs, ESPRIMO PCs and CELSIUS Workstations will automatically be credited to the Rising Stars account.

ITB: What are the unit premiums that the partners receive?

Fee: They amount to 5€ – 20 €/device in the client computing area and 100 € – 200 €/device in the data center segment. The accumulation of points always takes place in one quarter and can then be redeemed as a voucher in the following quarter via the Small Deal Coaching Portal via our Fujitsu distributors. We have set a minimum limit of € 100 and a maximum of € 5,000/quarter, which can be generated and accessed. The account balance can be viewed at Fujitsu Rising Stars.

ITB: Why did you set up this program through the Fujitsu distributors?

Lühr: On the one hand, we have a lot of partners who generate sales with us, but we don’t know them at all, because they don’t register on the channel partner portal. But we would also like to look after, support and promote these partners. This program is perfectly suited for this.

In addition, we have numerous smaller partners who have registered with us and who deserve to receive motivation in the form of a monetary kickback. The Rising Stars program supports the profitability of the partners in cooperation with Fujitsu, increases the partner loyalty with the Fujitsu distribution and completes our bonus offer for all partner segments. We have thus expanded our channel profitability program by another important core element.

ITB: One final word, Mr. Lühr!

Lühr: It is crucial for partners that the cooperation is profitable and brings joy. In my opinion, we have more than succeeded in this with our versatile channel program for all partner sizes.

More information about the Rising Stars program

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