Fujitsu 2014 Annual Report Download - page 32

HUMAN CENTRIC INNOVATION
President
Finance & Social Infrastructure Sales Group
Corporate Senior Vice President
Masaaki Hamaba
The Finance & Social Infrastructure Sales Group works with customers in the fields of
finance and social infrastructure. Specifically, our customers in the financial field include
securities, insurance, credit, and leasing companies, in addition to megabanks,
government-affiliated banks, and regional banks. Customers in the social infrastructure
field range from telecommunications carriers to those in the electric power industry and
the media industry, which includes newspapers and advertising agencies.
FINANCE & SOCIAL INFRASTRUCTURE
Providing a Total Sales Model
from Products to Services
Fiscal 2013
Recovery in ICT Investment Such as System Business
Deals and Mainframe Upgrades
In the financial field during fiscal 2013, customers across each
industry achieved a strong overall performance, and investment
in ICT recovered from an extended period of restraint following
the Lehman Brothers collapse. Contributing to Fujitsu’s business
results were deals with customers looking to upgrade to next-
generation systems, including megabanks, other financial insti-
tutions serving agricultural and fisheries-related organizations,
and a securities exchange. Other business wins had Fujitsu
renewing the mainframe, ATM, and sales branch systems of a
regional bank, and supplying tablet PCs to customers in the
insurance industry and regional banks. In the credit and lease
market, ICT investment rebounded after a period of low activity,
which clearly reflected an overall recovery in the finance industry
for the year.
In social infrastructure, our business with mobile telecommu-
nications carriers contributed significantly to the year’s results.
Investments by major carriers in base stations and network
equipment came earlier than expected as these customers
worked to prepare their networks for the introduction of LTE and
to bolster their backbone systems. As a result, we also won deals
for mainframe upgrades and other projects.
Fiscal 2014
ICT Support for Business Growth of Diverse Customers
In fiscal 2014, the financial industry is expected to continue its
underlying growth trend. Going forward, an emphasis on mea-
sures to secure stable earnings is expected to continue. In ICT
investment, however, in addition to taking measures to comply
with revised laws, bolstering information security functions and
other ongoing investments in existing fields, we also expect to
see customers expand their strategic investments in such areas
as systems for their overseas offices and enhancing customer
contact points.
In fiscal 2014, I would like to see Fujitsu build on its track
record in the financial field by winning more large projects like
the next-generation systems deals we struck with a megabank
and an agricultural and fisheries-related financial institution. We
will also respond to moves to reorganize the regional banking
industry. Companies throughout the financial industry have
made concerted efforts to improve sales, working to streamline
their sales efforts and strengthen their financial product offer-
ings to suit the lifestyle needs of their clients’ customers. What
we can do as Fujitsu, for example, is to support by developing
omni-channel marketing and other ICT systems. In terms of
improving sales efficiency, a success story is the insurance
field’s widespread adoption of solutions that utilize Fujitsu’s
tablet PCs. This has brought about a major transformation in the
approach and style of insurance companies’ sales staff. Looking
ahead, we will aggressively develop this type of business across a
range of industries.
030 FUJITSU LIMITED ANNUAL REPORT 2014
FEATURE: MESSAGE FROM SALES GROUP HEADS AND A REGIONAL HEAD