SATISFACTION LEVELS CONTINUE TO SURGE IN 3Q10, SPURRED BY ENTHUSIASM FROM RENEWED 1H10 CORPORATE DESKTOP PURCHASING Strong Lenovo performances drive increasing brand differentiation, earning Lenovo its second consecutive No. 1 ranking position · WSI scores rose for all three OEMs in 3Q10, but by varying degrees. Lenovo's scores exhibited the greatest level of improvement, Dell's the least. · Lenovo enhanced its No. 1 ranking position as the performance gap against competitors increased substantially. HP retained its No. 2 position, while Dell dropped to No. 3, the result of its positions having improved by lesser magnitudes than the competition.
· 2009 was a challenging year for IT industry hardware vendors given that the Great Recession forced companies to delay or limit purchases. Customer perceptions of their OEMs were affected, manifesting in TBR's study results as fewer cases of customer delight and an increase in dissatisfaction. · Companies began to renew spending on new corporate desktop solutions by early 2010. This had a decidedly positive effect on customer sentiment: The negativity of 2009 was replaced by supreme enthusiasm, a natural reaction brought forth by a new equipment experience following an extended purchasing drought. · While much of the positive sentiment abruptly made itself known during the 2Q10 survey results, some satisfaction attributes maintained elevated levels into 3Q10. And while other positions exhibited corrections, the combined results of the 3Q10 reporting period (incorporating interviews for the second and third calendar quarters) represented significant improvement over those TBR observed during 2009.
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FUJITSU'S PLANNED GLOBAL EXPANSION IS PREDICATED ONITS ABILITY TO MAINTAIN STRONG TECHNOLOGY AND CHANNEL PARTNERSHIPS AND INTEGRATE ITS PORTFOLIO Fujitsu is relying on internal portfolio integration to drive profit growth in its core markets … · TBR believes Fujitsu's efforts to integrate pieces of its multifaceted portfolio enabled the company to support revenue and profit growth, evidenced by a 114.3% increase in operating profit in 3Q10. · By bundling hardware, software and services into solutions, Fujitsu is going to market with offerings that help solve specific business needs, tailoring its solutions for key verticals, including healthcare, and cloud computing. · In addition, Fujitsu's focus on deploying integrated solutions is opening new doors to growth within its existing customer base, as the company is increasingly focusing on touting its entire portfolio to customers that are currently utilizing Fujitsu point solutions, such as PCs. · Going forward, the company will develop solutions that are interoperable and targeted at functionality, such as clients for the cloud that are built on Fujitsu's mobile phone technology. … while leveraging partners to expand distribution and portfolio into high-growth areas · TBR believes Fujitsu is leveraging partners as a vehicle to expand into new geographic and portfolio areas, better aligning the company for growth. · While its competitors are seeking acquisitions to expand, Fujitsu is forging alliances, enabling the company to position for growth without having to outlay capital for an acquisition, ultimately helping support margins. · In 3Q10, Fujitsu expanded its global reselling partnership with NetApp for integrated enterprise storage, and formed a new OEM partnership with CA Technologies for IT management services offerings. · Although we expect Fujitsu to continue leveraging partnerships for growth, TBR expects the company to also investigate smaller, tuck-in acquisitions to complement this strategy in future quarters, particularly in solutions that enable the company to better integrate its offerings.