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7
Annual Report 2006
We eschew a one-size-fits-all global business approach and pursue instead business development strat-
egies tailored to specific regional markets. Strategies for our key geographic markets are discussed on
pages 10 and 11.
쎱 What are you doing to expand Fujitsu’s business globally?
upgrading project management using web-based tools, among other methods, and concluding customer
contracts based on percentage-of-completion standards. These measures have allowed both Fujitsu and
our customers to visualize project progress and clearly delineate our respective responsibilities.
In fiscal 2005, we experienced some painful incidents related to the operation of Fujitsu systems. With
the benefit of hindsight, I think we can see now that we tended to place too much emphasis on system
design and development at the expense of operation, and we have reflected seriously on this issue. With
any IT system, value starts with operational stability. We therefore must reaffirm the importance of sys-
tem operations and work to raise operational quality by enhancing training for our personnel, improving
business processes, and implementing design and development from the operational standpoint.
I’d like to answer the question in two parts by talking first about System
Products, which includes our range of servers, and then Network Products,
which covers network equipment.
Our System Products business in Japan is currently battling a tough busi-
ness climate of falling prices, particularly in the server market, where price
competition is increasingly fierce. Especially for PC servers, it is essential
that we further strengthen sales, and we will strive to do so by working with
partners to enhance our sales channels and by using the internet to expand direct sales to customers.
Outside Japan, our high-quality, high-performance servers are selling well, particularly in Europe
and North America, where they have won a strong reputation among customers in the financial services
and communications sectors. We plan to build on this success by working to boost sales further. In fiscal
2005, we concluded a deal with Electronic Data Systems Corporation (EDS) of the US, the world’s
second biggest IT services vendor, under which EDS will utilize our PRIMEQUEST mission-critical
IA server as part of its solutions infrastructure. In addition, we have been steadily opening Platform
Solution Centers in various locations around the world. These centers act as one-stop pre-verification
and evaluation sites providing a whole range of customer support, from consulting to actual system
verification and performance testing.
쎱 What initiatives are you taking to strengthen sales in System Platforms?