Fujitsu New Zealand has restructured in light of moves by its Australian counterpart and is looking again at outsourcing and retail equipment possibilities.
The company has reorganised its sales force into vertical markets rather than along geographical lines. Some positions have been disestablished and new ones created but the net result is no reduction in the number of staff, general manager Chris Brice says.
“We took the chance to look at how we went to market and to redo our business plan on the back of the massive restructuring at Fujitsu in Australia,” he says. In Australia, Fujitsu has merged with its consulting subsidiary DMR.
Formerly owned by Amdahl, DMR has not operated in New Zealand for some years. However, Brice says the Australian merger has enabled Fujitsu New Zealand to consider bringing DMR’s consulting expertise in applications development and outsourcing back to New Zealand.
“We’re working out what is relevant.”
Fujitsu New Zealand claims some good recent wins. It resecured its outsourcing contract with the Department of Conservation for five years –- Datacom was the other company shortlisted –- in a deal worth around $2 million a year. But with hardware and software included, DOC could be worth $4 million to $5 million annually to Fujitsu.
The vendor is in the final throes of signing a multimillion-dollar contract with the New Zealand Defence Force for a military messaging system, fundamentally providing ultra-secure email. The deal is thought to be worth around $3.5 million.
Brice confirms that Fujitsu is also looking at whether it should re-enter the retail equipment market. It is undertaking a survey of the market, the move being driven by the recent success Fujitsu has had in retail in Australia.