We experienced many highlights at Citrix Summit 2020, but one of the most memorable was the announcement of Fujitsu as Citrix Partner of the Year. A long-term partner, this leading Japanese information and communication technology (ICT) company offers a full range of technology products, solutions, and services across more than 100 countries. Fujitsu uses its experience and the power of ICT to help customers realize their digital transformation journey. Together, Citrix and Fujitsu create a formidable team in offering compelling solutions for the customer workplace.

Keeping Pace with Dynamic Trends

Fleur Copping (@FleurCopping), Vice President of Global Strategic Alliances, Fujitsu, notes that today’s organizations are increasingly taking an outcome-driven approach to digital transformation. They are looking externally in terms of how they can apply digital transformation to support their customers, as well as internally, and how it can empower their own organizations.

“For us, the workplace is key to digital transformation,” Copping explains. “The way our employees work, and their engagement, make such a difference in what we can do. We have employees that are global, and employees that are working increasingly from home. And of course, recent developments with the Coronavirus have brought these issues to the forefront for everyone. Our customers are increasingly focused on how they can enable the workforce so they can stay productive at home, with the same level of productivity, engagement, and enablement that they enjoy in the office.”

Copping also noted that security continues to drive new workplace challenges, as well as the need for agility and flexibility. “One of our customers in particular is doing quite a bit of mergers and acquisitions, bringing new organizations into the fold,” says Copping. “The faster you can get new acquisitions enabled and the employees up to speed, the faster you can realize the business benefits of the acquisition.”

Building on Shared Strengths

Together, Fujitsu and Citrix share a similar philosophy and strategy for meeting these customer challenges. Our joint go to market strategy is shaped by our internal experiences and market expertise, with emphasis on an outcome-based approach driven by the employee experience.

“Where I see the value in the Fujitsu and Citrix relationship is that we both tend to talk less about technology with customers, and more about how we can enable their workforce to achieve the outcomes they desire,” says Copping. “We value the way Citrix thinks and how they take their services to market. Together, we can have business conversations with people, whether they are in HR, marketing, or sales and delivery organizations — all centered around their employees and what they want to achieve together. That’s really powerful.”

Both Fujitsu and Citrix are focused on relentless innovation, enabling us to not only meet customer needs, but predict and anticipate them. “The Citrix portfolio is evolving and changing, and they are an exciting organization to work with,” Copping says. “It’s not simply about VDI solutions, but about what’s going to happen — how we can help a customer that is thinking about moving their services to the cloud; what it means for employees; and how we can provide meaningful analytics and insight into how their business is working.”

Delivering Intelligent Workspace Solutions

Fujitsu builds on its experience with Citrix Cloud, as well as its own application integration expertise, to enable complete intelligent workspace solutions. For example, the Citrix Workspace and Fujitsu RunMyProcess powerful integration and orchestration engine enables multi-step workflows to provide a powerful and secure digital workplace experience.

“Fujitsu is consistently looking at how we can utilize our industry IP and capabilities in conjunction with what Citrix is doing to provide a more comprehensive service offering for our customers,” says Copping. “We talk a lot about co-creation within Fujitsu, working with customers to look at the problems they are trying to solve, where they are trying to get to, and working as co-creators. RunMyProcess deepens and strengthens that relationship between us and gives additional value to that offering for our customers.”

Our shared philosophy and approach to empowering outcomes extends to customer relationships as well. “Gone are the days when customers came to us with an RFP and asked for a network and specific applications,” says Copping. “Now they tell us where they want to go, and they look to us to tell them what they need to do it. Fujitsu and Citrix do a great job at working together to build a joint value proposition for customer that is relevant to their industry. We do it not only for a single engagement, but over the long term, together.”

Leading Social Change

The close synergy between Fujitsu and Citrix goes beyond solutions and customer relationships. Both companies share a common commitment to driving diversity and inclusion (D&I) in the workplace. For example, Fujitsu’s Women in Business Dinner at the UK Houses of Parliament last year welcomed a diverse group of female leaders from the companies’ shared enterprise customer base. Participants engaged in a discussion on their experiences and how together they can move forward to better equalize the current imbalance — and also improve upon driving diversity in general.

“We have worked closely with D&I leaders in both companies to better engage our ecosystems of customers and partners on this topic, and plan to reach out to our key customers with joint D&I messages to inspire the possibilities our workspace solutions enable in Fujitsu’s new year,” says Kristian Blackshaw (@V_Alliance), Senior Manager WW Alliance Marketing at Citrix.

Together, Citrix and Partner of the Year Fujitsu are redefining the future of work, and are empowering customers to realize the outcomes they need to succeed in the years ahead.

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