Fujitsu 2009 Annual Report Download - page 20

A.9 No. We will continue to create the kind of unique value that only we can create with diverse services
and products underpinned by our technology, from servers and networks to the semiconductors
and other device technologies used to build them.
Q.9 It is often said that Fujitsu’s strength lies in its technology. Does the
strategy you’re putting forth represent a change in policy?
Fujitsu’s strength lies in the fact that we possess a broad
range of both services and products rooted in technol-
ogy. For example, we have network technologies,
technologies for creating highly reliable, high-
performance servers, technologies for building systems
for mission-critical business processes, supercomputers
and processors boasting world-class performance.
The reason why we put so much emphasis on
products is that without products it would not be
possible to continue to invest in technology. Being
able to control technologies ourselves is an important
part of providing even higher value. Additionally, we
are able to provide even higher value services precisely
because they are integrated into our products.
A.8 We have set a challenging target for x86 servers. We want to sell 500,000 units globally and capture
a 7% share of the worldwide market in fiscal 2010. The target includes 200,000 units in Japan and
a 30% share of the Japanese market. Given current economic conditions, we recognize that this
target will be difficult to achieve, but we see it as pivotal to Fujitsu reforms, and to achieve it we
intend to make changes across the board from research and development to partner strategy.
Q.8 How do you intend to achieve your fiscal 2010 target of selling 500,000 x86
server units on a global basis?
In order to achieve such a challenging target, we will
need to radically change our approach. I believe that in
the process of sharing this goal and working to achieve
it, it will become clear what we must change, both
within Fujitsu and in our relationships with partners. To
achieve the sales target of 200,000 units in Japan, we
will make major changes that will include reviewing our
sales systems, including relationships with partners, and
bolstering product marketing.
A worldwide share of 7% is not our final goal. Over
the medium-to-long term we plan to build strength
to capture an even higher share of the market. Our
current goal represents Fujitsu’s first attempt to act
globally towards one, unified target. It also represents
a major step forward in terms of putting into practice
the “Think Global, Act Local” approach I have promoted
since the start of my tenure.
In terms of what we specifically intend to change,
it will not just be server divisions. We believe it will be
necessary to reorganize related research and develop-
ment functions, materials procurement, marketing,
groups outside of Japan and sales systems inside Japan.
In addition, we must develop collaborative relation-
ships with our global partners, including Microsoft and
SAP, in ways that fit with our new business structure. In
Japan, we have already started making changes. One
example is the establishment of a business group with
responsibility for x86 server sales promotion.
Fujitsu Group
Target Market Share
4%*
7%
Over
10%
500,000 units in FY2010
(7% worldwide share)
x86 Server Business Plan
CY2006
(Ending March 31, 2011)
* Source: IDC’s Worldwide Quarterly Server Tracker, 2009 Q1
CY2008 FY2010
A Conversation With the President
018 ANNUAL REPORT 2009
FUJITSU LIMITED