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0 Copyright 2016 FUJITSU
Fujitsu Forum
2016
#FujitsuForum
1 Copyright 2016 FUJITSU
Fujitsu:
Channel Centric Company
Welcome
2 Copyright 2016 FUJITSU
TRADITIONAL TO DIGITAL
Re-enforce channel centricity
Michael Keegan
Head of EMEIA Product Business
3 Copyright 2016 FUJITSU
Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
Wh...
4 Copyright 2016 FUJITSU
Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
Wh...
5 Copyright 2016 FUJITSU
Digital Waves
Online consumer business Hyperconnected World
A huge impact to every industry
1st W...
6 Copyright 2016 FUJITSU
The challenges of digital
 Organizations are facing difficult challenges in shifting to digital
7 Copyright 2016 FUJITSU
Human Centric
Innovation
7 © Copyright FUJITSU 2016
8 Copyright 2016 FUJITSU
 MetaArc
Combination of “Meta” and “Arc”
Meta = Beyond in Greek
Arc = Connect
 Meaning
Beyond t...
9 Copyright 2016 FUJITSU
Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
Wh...
10 Copyright 2016 FUJITSU
A global portfolio
11 Copyright 2016 FUJITSU
Proud to be Fujitsu
12 Copyright 2016 FUJITSU
Business-Centric Data Center:
Maximizing the value for customers
Business-Centric
Integrated Sys...
13 Copyright 2016 FUJITSU
PRIMEFLEX for
VMware VSAN
 Designs for
different
workloads
 Preconfigured ex
factory
 Easy se...
14 Copyright 2016 FUJITSU
Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
W...
15 Copyright 2016 FUJITSU
Global Strategic PC Cooperation
Leverage Fujitsu’s
global sales, customer
support, R&D and
manuf...
16 Copyright 2016 FUJITSU
Fujitsu Vision - Human Centric Innovation
Global Strategic PC Cooperation
Our Channel Partners
W...
17 Copyright 2016 FUJITSU
Growth through our partners
9.683 4.727 89
The highest level of
engagement with exclusive
benefi...
18 Copyright 2016 FUJITSU
Business Opportunities for Channel Partners
Dave Hazard
EMEIA Head of Sales Operations & Channel...
19 Copyright 2016 FUJITSU
Dave Hazard – Head of Channel EMEIA
Barclays Bank
Banking, before
technology
Systemax Europe
Eur...
88% 84% 83% 83% 83% 81% 75% 72% 72%
55%
Source: Canalys, EMEA channel expectations survey, March 2016
% of Channel Partner...
Customer-led
Partner value proposition: complex
solutions, business outcomes
Managed services
Professional services-led,
l...
22 Copyright 2016 FUJITSU
Predicting Growth in 2:1 detachables
Fujitsu‘s R726
Windows 10 Pro for pen or multi-touchinput
C...
23 Copyright 2016 FUJITSU
The impact of a digitalized world on Data Center
New dimensions of fast and
flexible scalability...
24 Copyright 2016 FUJITSU
Leading the right data center discussion
Technology-Centric
Hyper-converged
Software-defined
Fas...
25 Copyright 2016 FUJITSU
Business-Centric Data Center
The right solution for your business needs
On your Premises – Hybri...
26 Copyright 2016 FUJITSU
Fujitsu PRIMEFLEX Integrated Systems
PRIMEFLEX for
VMware VSAN
 Designs for
different
workloads...
27 Copyright 2016 FUJITSU
Fujitsu PRIMEFLEX wins in virtualization
28 Copyright 2016 FUJITSU
What we do
for our
customers ?
Intelligence Led Security
29 Copyright 2016 FUJITSU
The Threat
Large corporations
reported a cyber breach
in the past year
93%
Small businesses
repo...
30 Copyright 2016 FUJITSU
Major threats predictions
State sponsored
cyber
espionage
POS Malware
Major Software
FlawsRansom...
31 Copyright 2016 FUJITSU
What we offer
32 Copyright 2016 FUJITSU
Fujitsu Cyber Security – 4 decades of experience
40+ Year History in
design & delivery of
large ...
33 Copyright 2016 FUJITSU
Fujitsu Cyber Security – 4 decades of experience
40+ Year History in
design & delivery of
large ...
34 Copyright 2016 FUJITSU
Device and HaaS - Six vital selling points
With FUJITSU Hardware as a Service, customers will be...
35 Copyright 2016 FUJITSU
Cloud & Services
2020Delivering of computing as a service through Cloud and supported by Managed...
36 Copyright 2016 FUJITSU
A New Business Model with clear Benefits
 Increase Customer Intimacy &
Retention
 Improve Marg...
37 Copyright 2016 FUJITSU
Digital transformation
Businesses are
rapidly digitalising
and moving to
software-defined
envir...
38 Copyright 2016 FUJITSU
How will it work?
Channel
Digital Partnership
 Our knowhow and your customer
expertise
 We ena...
39 Copyright 2016 FUJITSU
Your Innovation Solutions Partner
Anne MacRae
Vice President
Head of Incubator Sales Business
40 Copyright 2016 FUJITSU
Digital Adoption
Fujitsu & BAS Incubator sales consultants can help
Disruption of
traditional
te...
41 Copyright 2016 FUJITSU
Aligned with Fujitsu EMEIA Digital and SaaS practise
FUJITSU IP
42 Copyright 2016 FUJITSU
Aligned with Fujitsu Global Retail and Spanish COE for Banking
Retail Analytics
Retail Marketpla...
43 Copyright 2016 FUJITSU
Channel Partners Call to Action
• Worried about missing out on some of the
rapidly evolving tech...
44 Copyright 2016 FUJITSU
Strong with Partners
45 Copyright 2016 FUJITSU
Brocade Communications Systems,Inc
John Rozwadowski
Director
Global Fujitsu Business Unit
46 Copyright 2016 FUJITSU
How do you want to buy?
INTELLIGENT BATTERY SENSOR
CYLINDER HEAD GASKETS
COLUMN AND I-SHAFT
PLAS...
47 Copyright 2016 FUJITSU
Brocade is THE Networking Partner
Enabling Fujitsu to thrive in the Digital Business Era
Switchi...
48 Copyright 2016 FUJITSU
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Fujitsu the Channel Centric Company

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Fujitsu shares with its Channel Partners some key messages that will help them to grow. You will hear about relevant market messages from channel consultants and what our EMEIA Channel Partners think about Fujitsu as a partner; we will share the main outcomes from our Reseller Satisfaction Survey. Our MetaArc proposition and our strategic alliances with other IT vendors create real value for Channel Partners. Learn about the most important programs and tools that we manage centrally to help Channel Partner to grow with Fujitsu.

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Fujitsu the Channel Centric Company

  1. 1. 0 Copyright 2016 FUJITSU Fujitsu Forum 2016 #FujitsuForum
  2. 2. 1 Copyright 2016 FUJITSU Fujitsu: Channel Centric Company Welcome
  3. 3. 2 Copyright 2016 FUJITSU TRADITIONAL TO DIGITAL Re-enforce channel centricity Michael Keegan Head of EMEIA Product Business
  4. 4. 3 Copyright 2016 FUJITSU Fujitsu Vision - Human Centric Innovation Global Strategic PC Cooperation Our Channel Partners What We Do
  5. 5. 4 Copyright 2016 FUJITSU Fujitsu Vision - Human Centric Innovation Global Strategic PC Cooperation Our Channel Partners What We Do
  6. 6. 5 Copyright 2016 FUJITSU 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
  7. 7. 6 Copyright 2016 FUJITSU The challenges of digital  Organizations are facing difficult challenges in shifting to digital
  8. 8. 7 Copyright 2016 FUJITSU Human Centric Innovation 7 © Copyright FUJITSU 2016
  9. 9. 8 Copyright 2016 FUJITSU  MetaArc Combination of “Meta” and “Arc” Meta = Beyond in Greek Arc = Connect  Meaning Beyond the framework of the organizations, companies and industries. Connecting humans, things, information and realizing digital transformation with customers.
  10. 10. 9 Copyright 2016 FUJITSU Fujitsu Vision - Human Centric Innovation Global Strategic PC Cooperation Our Channel Partners What We Do
  11. 11. 10 Copyright 2016 FUJITSU A global portfolio
  12. 12. 11 Copyright 2016 FUJITSU Proud to be Fujitsu
  13. 13. 12 Copyright 2016 FUJITSU Business-Centric Data Center: Maximizing the value for customers Business-Centric Integrated Systems Business-Centric Computing Business-Centric Storage What it is  Server, storage, connectivity, software combined  Pre-configured, pre-integrated, pre-tested  General purpose & purpose-built  Converged & hyper-converged  Ready-to-run & reference architecture  Flexible services options Experience for many years  Long track record (1st shipment in 2002)  Many references Benefits  Reduce complexity, time, risk & cost  Increase operational efficiency What it is  FUJITSU Server PRIMERGY  FUJITSU Server PRIMEQUEST  FUJITSU SPARC Servers Experience for many years  Pošta Srbije (Serbia) - PRIMERGY 561, 17 years (01/1998)  Schaubroeck N.V. (Belgium) – PRIMERGY 270, 15+ years (12/1998)  I-Business Klein GmbH (Austria) - PRIMERGY P470, 15+ years (06/1999) Benefits  Versatile - Expand with ease  Modular – Integrate everything  Hyper-converged – provide more power  Continuity - mission critical performance What it is  Business Centric Storage – ETERNUS  Partner products – NetApp, Oracle, Broccade, Quantam, Commvault, FalconStor, Veritas  Fujitsu maintenance – Professional, Managed cloud services Experience for many years  Complete solution with NetApp for Rehau  ETERNUS & Simpana at BKK Salzgitter, Germany Benefits  Better business support at lower cost  Align storage resources with business priorities  Drive utilization and consolidation for reducing costs of storage
  14. 14. 13 Copyright 2016 FUJITSU 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
  15. 15. 14 Copyright 2016 FUJITSU Fujitsu Vision - Human Centric Innovation Global Strategic PC Cooperation Our Channel Partners What We Do
  16. 16. 15 Copyright 2016 FUJITSU Global Strategic PC Cooperation Leverage Fujitsu’s global sales, customer support, R&D and manufacturing capabilities together with Lenovo’s operational excellence to improve competitiveness in the dynamic global PC market.
  17. 17. 16 Copyright 2016 FUJITSU Fujitsu Vision - Human Centric Innovation Global Strategic PC Cooperation Our Channel Partners What We Do
  18. 18. 17 Copyright 2016 FUJITSU Growth through our partners 9.683 4.727 89 The highest level of engagement with exclusive benefits enabling growth in datacenter. High Loyalty leading to Expertise on key customer-centric specializations. The easiest, fastest way to start working with us. Un-Registered 21.033
  19. 19. 18 Copyright 2016 FUJITSU Business Opportunities for Channel Partners Dave Hazard EMEIA Head of Sales Operations & Channel Business
  20. 20. 19 Copyright 2016 FUJITSU Dave Hazard – Head of Channel EMEIA Barclays Bank Banking, before technology Systemax Europe European Reseller and customer Royal Bank Canada Outsourced settlement systems, STP VMG Salesworks Consultant in CRM, MSCRM, SFDC,SUGAR DELL Distribution, Channel in EMEA Dun & Bradstreet Credit & Risk Analytics solutions Fujitsu joined during Fujitsu Forum last year
  21. 21. 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 in 2016
  22. 22. Customer-led Partner value proposition: complex solutions, business outcomes Managed services Professional services-led, longer sales cycles Partner brand-led, new digital techniques Changing channel economics From vendor-led to customer-led model Vendor-led Profitability: product margin, vendor-dependent Services: maintenance and technical support Sales model: product and price-led Marketing: vendor brand-led demand pull and MDF Channel profitability under pressure
  23. 23. 22 Copyright 2016 FUJITSU Predicting Growth in 2:1 detachables Fujitsu‘s R726 Windows 10 Pro for pen or multi-touchinput Cradle Enterprise performance and security Wireless display technology Serviceability Active pen Anti-glare Display 31.8 cm (12.5-inch) PLS display option Magnetic keyboard 2 in 1 multi-mode design
  24. 24. 23 Copyright 2016 FUJITSU The impact of a digitalized world on Data Center New dimensions of fast and flexible scalability are to be served  Will be gathered  Will be transported  Will be processed  Will be stored More data Digital world Servers Storage Networks
  25. 25. 24 Copyright 2016 FUJITSU Leading the right data center discussion Technology-Centric Hyper-converged Software-defined Fast IT Robust IT Hybrid IT Open Stack Open Source All-flash Hardware-optimized Fujitsu’s Direction: The Business-Centric Data Center. Business-Centric SLA AgilityCosts Hyper-converged Software-defined All-flash Open Stack Hybrid IT Hardware-optimized Fast IT Open Source Robust IT
  26. 26. 25 Copyright 2016 FUJITSU Business-Centric Data Center The right solution for your business needs On your Premises – Hybrid IT – in the Fujitsu cloud Managed by yourself – managed by Fujitsu Robust IT – bimodal – fast IT Business-Centric INTEGRATED SYSTEMS Servers Storage Networks
  27. 27. 26 Copyright 2016 FUJITSU Fujitsu PRIMEFLEX Integrated Systems 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
  28. 28. 27 Copyright 2016 FUJITSU Fujitsu PRIMEFLEX wins in virtualization
  29. 29. 28 Copyright 2016 FUJITSU What we do for our customers ? Intelligence Led Security
  30. 30. 29 Copyright 2016 FUJITSU The Threat Large corporations reported a cyber breach in the past year 93% Small businesses reported a cyber breach in the past year 87% The time it takes for 60% of security vulnerabilities to be identified 9Months
  31. 31. 30 Copyright 2016 FUJITSU Major threats predictions State sponsored cyber espionage POS Malware Major Software FlawsRansomware ATM Jackpotting Crimeware as a service Banking Trojans DDOS attacks Mobile platform threat IoT Attacks
  32. 32. 31 Copyright 2016 FUJITSU What we offer
  33. 33. 32 Copyright 2016 FUJITSU Fujitsu Cyber Security – 4 decades of experience 40+ Year History in design & delivery of large scale, cyber security services Highest Partner Accreditations Operating in Public and Private sector, and National Defence Businesses R&D Capability – developing/delivering Fujitsu security products, e.g. PalmSecure 5 Global Security Operations Centers operating to highest National Government security levels 1000+ Security professionals – over 220 in UK&I IDS/IPSData Loss Prevention Web & email security End point protection Firewalls Palm Vein Products Cloud Assessment Training & Awareness Technical Design DLP AssessmentContinuity & Security Consultancy 3rd Line Support Advanced Cyber Ops SIEM Vulnerability Management Identity & Access Mgmt Consult & Services
  34. 34. 33 Copyright 2016 FUJITSU Fujitsu Cyber Security – 4 decades of experience 40+ Year History in design & delivery of large scale, cyber security services Highest Partner Accreditations Operating in Public and Private sector, and National Defence Businesses R&D Capability – developing/delivering Fujitsu security products, e.g. PalmSecure 5 Global Security Operations Centers operating to highest National Government security levels 1000+ Security professionals – over 220 in UK&I IDS/IPSData Loss Prevention Web & email security End point protection Firewalls Palm Vein Products Cloud Assessment Training & Awareness Technical Design DLP AssessmentContinuity & Security Consultancy 3rd Line Support Advanced Cyber Ops SIEM Vulnerability Management Identity & Access Mgmt Consult & Services
  35. 35. 34 Copyright 2016 FUJITSU Device and HaaS - Six vital selling points With FUJITSU Hardware as a Service, customers will benefit from: No more upfront capital investments All the hardware, software, and services they need without any costly capital outlay. Access to best-in-class devices No loss of productivity due to ageing or obsolete equipment – just the latest devices. Easy monthly subscription Major CAPEX converted into manageable OPEX with a fixed monthly payment. Hi-tech at low-cost The fast and flexible IT end users expect but for a fair monthly rate. Regular upgrades All the latest tech and minimal breakdowns with regular hardware renewal. Simple scalability Easy to change to suit new requirements with a simple increase to the monthly payment.
  36. 36. 35 Copyright 2016 FUJITSU Cloud & Services 2020Delivering of computing as a service through Cloud and supported by Managed Services is the new name of the game for Channel Partners
  37. 37. 36 Copyright 2016 FUJITSU A New Business Model with clear Benefits  Increase Customer Intimacy & Retention  Improve Margins - Recurring Revenue Stream – Growth Potential  Quick Scalability thru Efficiency  Flexibility to address different types of End-Customers GOALS: ‘Be sticky’ & more essential to Customers businesses  Pay-as-you-go. Building a Recurring Revenue Stream – RRS- on a new and vital cash- flow scenario  From CAPEX on IT to Operating cost-based provision  Efficiency on Service Delivery - cost per seat. NEW Business Model Service Centric  Closer proximity to end- customers  Develop a stream of predictable revenue that makes Channel Partner business more competitive & profitable  Higher Contribution margins liberates Channel Partner to focus more on Customers Channel Partner Benefits
  38. 38. 37 Copyright 2016 FUJITSU Digital transformation Businesses are rapidly digitalising and moving to software-defined environments. Channel Ready Respond to your clients digital needs using our services  Hybrid IT  Workplace Anywhere  Digital Transformation
  39. 39. 38 Copyright 2016 FUJITSU How will it work? Channel Digital Partnership  Our knowhow and your customer expertise  We enable you to sell our infrastructure solutions & services  You continue to own and manage your client relationship Fujitsu MIS Solutions & Services
  40. 40. 39 Copyright 2016 FUJITSU Your Innovation Solutions Partner Anne MacRae Vice President Head of Incubator Sales Business
  41. 41. 40 Copyright 2016 FUJITSU Digital Adoption Fujitsu & BAS Incubator sales consultants can help Disruption of traditional technology Sales Disruption of traditional technology procurement Fujitsu Incubator Sales
  42. 42. 41 Copyright 2016 FUJITSU Aligned with Fujitsu EMEIA Digital and SaaS practise FUJITSU IP
  43. 43. 42 Copyright 2016 FUJITSU Aligned with Fujitsu Global Retail and Spanish COE for Banking Retail Analytics Retail Marketplace ATM Digital ATM Middleware FUJITSU IP
  44. 44. 43 Copyright 2016 FUJITSU Channel Partners Call to Action • Worried about missing out on some of the rapidly evolving technologies and business models such as IoT, and utility-based pricing? • Unsure how to start new, innovative conversations to improve your client’s business? Talk to Incubator Sales within Fujitsu EMEIA. We will help with knowledge, solutions and innovative commercial models to generate new revenue streams for you.
  45. 45. 44 Copyright 2016 FUJITSU Strong with Partners
  46. 46. 45 Copyright 2016 FUJITSU Brocade Communications Systems,Inc John Rozwadowski Director Global Fujitsu Business Unit
  47. 47. 46 Copyright 2016 FUJITSU How do you want to buy? INTELLIGENT BATTERY SENSOR CYLINDER HEAD GASKETS COLUMN AND I-SHAFT PLASTIC FASTENERS ANTI-FRICTION BEARINGS QUICK CONNECTORS ENGINE OIL COOLER SOUND DEADENERS ADHESIVE TAPES DUAL MASS FLYWHEEL PISTON RINGS ENKO LOCKNUT AGM BATTERIES HEADLAMPS TORSIONAL VIBRATION DAMPER ELECTRIC TORQUE MANAGEMENT MOTORS GEARBOX SHAFTS UNDERBODY HEAT SHIELDS FENDERS FRONT AXLE DRIVE RACK AND PINON RETRACTORLOCK SET POWER STEERING LINES SIDE SKIRT CHASSIS COMPONENTS INSTRUMENT CLUSTER SEAT BELT TENSION SENSOR DOOR PANELS ELECTRIC-SEAT ADJUSTMENT FRONT ARMREST DAMPER TRANSMISSION CONTROL UNIT SIDESHAFTS AXLE BEARINGS ALLOT WHEELS PANEL FASTENERSFRONT AIRBAGS CENTER CONSOLE LIFTGATE HINGE BACKLITE REAR SPOILER GAS SPRING MANUAL TAILGATE ANTENNA SUN VISORS INSTRUMENT PANEL UPHOLSTERY MATERIAL AIR VENTS OUTSIDE MIRRORS HOOD CABLES HVAC RECOIL INSERTS
  48. 48. 47 Copyright 2016 FUJITSU Brocade is THE Networking Partner Enabling Fujitsu to thrive in the Digital Business Era Switching & Routing Software-based Virtualization & Control Analytics Mobile Networking Wireless NETWORK EDGE DATA CENTER Storage Networking Open for innovation Zero downtime Automation & Analytics Availability & Performance Software- enabled
  49. 49. 48 Copyright 2016 FUJITSU

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