Fujitsu Case History of Products 2 Market Corporation

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Fujitsu Business Communications Systems is a leading supplier of ISDN PBX systems to commercial busbusiness. Products 2 Market was asked to identify new products that are complementary to the PBX business line and launch these products through the direct sales force.  Six new products were introduced that then accounted for more than 20% of revenue.  The products transformed the company and  its sales force from a PBX supplier to a solutions supplier. Account managers are more productive and energized. Rather than a two year sales cycle, they now close business in less than two months. Some of the products identified and launched are:

	Spectralink, a wireless telephone similar to a cellular phone. This spread spectrum phone operates with the PBX and provides the same functionality as desktop devices but with the added convenience of portability.
The Poqet PC is Fujitsu's pen-based computer. It was positioned for industry specific mobile decision support applications
	Desktop Conference for Windows was one of the initial white board conference systems using personal computers communicating through ISDN phone lines.

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 Last modified: 01/02/2006