Customer Value Proposition Report: Fujitsu Integrated System PRIMEFLEX

This report provides a comprehensive analysis of the Customer Value Proposition (CVP) for Fujitsu's PRIMEFLEX Integrated System, designed for High Performance Computing (HPC). The report begins with a high-level description of PRIMEFLEX, emphasizing its integration of servers, storage, and network connectivity. It then delves into the benefits, such as enhanced efficiency, reduced complexity, and cost savings, particularly within the context of HPC. The report addresses customer pain points, including the historical expense and complexity of HPC systems, and highlights how PRIMEFLEX offers a more affordable and secure solution. It identifies the buyer profile, differentiating between technical customers (scientists and engineers) and enterprise customers, and emphasizes Fujitsu's ability to cater to both. Furthermore, the report examines Fujitsu's differentiation strategy, emphasizing its integrated approach and ability to provide solutions for both technical and enterprise customers, while many competitors focus on the technical market. Finally, the report outlines Fujitsu's delivery mechanism, highlighting its global network of channel partners and the company's efforts to support them, including a dedicated Artificial Intelligence (AI) ecosystem. The report concludes by referencing the cited sources.

Running head: CUSTOMER VALUE PROPOSITION
A Customer Value Proposition for Fujitsu Organization
Name of the student:
Name of the university:
Author note:

1CUSTOMER VALUE PROPOSITION
CVP Questions Answer
High Level Description For departmental, institutional and remote access
The company develops an integrated system in
form of PRIMEFLEX for combination of storage,
servers, software and network connectivity
(Fujitsu.com 2019).
Benefit Statement PRIMEFLEX is an integrated system developed by
the leading Japanese Information and
Communication Technology (ICT) Company. It
provides an integration of servers, network
connectivity and storage. This means the integrated
system can be used for bulk storage, which is very
much suitable for departmental and institutional
usage. The integration of servers will establish a
remote connection between remotely placed servers
and provide a remote access to its users. This
means data can be accessed from anywhere in the
world. Since, it provides connectivity between
remotely placed servers it provides a huge storage
capacity to store important and company specific
data (Fujitsu.com 2019). For example, cloud
servers (Rao and Selvamani 2015). FUJITSU
Integrated System PRIMEFLEX when used in
High Performance Computing (HPC) will make it
more robust and highly efficient. Hence, efficiency

2CUSTOMER VALUE PROPOSITION
to handle complex and large tasks will increase.
FUJITSU Integrated System PRIMEFLEX reduces
the amount of complexity and risk. Nevertheless,
there is always a risk in accessing to remotely
connected servers (Arabo 2015). An integrated
system as provided by the company also reduces
cost and shortens the processing time. This rightly
serves the purpose of an HPC system. An HPC
system came to the existence when the cost of
computing for complex tasks was hugely
expensive. PRIMEFLEX for HPC computing
solutions is an optimized framework. This helps
incorporating software components, hardware and
services with HPC (Fujitsu.com 2019). It provides
a complete solution to support and services. It
provides a reliable HPC environment for a trouble
free operation and proven performance. It contains
a pre-built automated workflow packages. This will
make HPC easier to use. Moreover, the team
performance will also become more productive
(Fujitsu.com 2019).
Customer Pain High Performance Computing (HPC) has
traditionally been in use in variety of tasks like
crash tests, scientific researches and seismic
modeling of oil reservoirs. HPC has delivered in
past and is now expanding in its applicability for a

3CUSTOMER VALUE PROPOSITION
diverse and more advanced role such as assisting
artificial intelligence and data analytics. The
beginning of data analytics in context to HPC
started when IoT (Internet of Technology) brought
new data streams. This can help in revising and
refining modeling. The High Performance
Computing (HPC) system as stated above has
remained in existence for long span of time
(Fujitsu.com 2019). However, it was very
expensive, and only affordable to departmental and
institutional firms. The platform was also very
complicated and comparatively less secure.
FUJITSU Integrated System PRIMEFLEX
provided solution to HPC on all these challenges. It
is less expensive as compared to the HPC system
used in the past. It is also more secured. Customers
always have few concerns from technologies.
These are broadly the cost of maintenance for a
technology and its security level (Fujitsu.com
2019). FUJITSU Integrated System PRIMEFLEX
helps its customers take a sigh of relief from this
pain. With this customers will be able to make vital
decisions, to promote and flourish product
innovation, to reduce the time to market retaining
the competitive advantage and to speed up the
research and development works (Fujitsu.com

4CUSTOMER VALUE PROPOSITION
2019).
Buyer Description The buyer profile for FUJITSU Integrated System
PRIMEFLEX for HPC is broadly two major classes
of customers. These are technical and enterprise
customers. In the category of technical customers,
there are scientists and engineers. They are needed
to perform number crunching or to deal with
complex numbers. Examples include protein
folding simulations, defense and aerospace work,
climate prediction, automotive design, oil and gas
discovery and financial forecasting etc. The
enterprise customers use it for various purposes.
These are inventory management, the corporate
data centre to store customer records and employee
details. The technical customers usually require the
Message Passing Interface (MPI). On the other
hand, enterprise customers require an SQL
database (Vosough et al. 2016). Many smaller
companies often are interested for and target only
the technical customers hoping to become famous.
However, Fujitsu target both classes of customers
by delivering an utmost quality software stack. The
company is able to offer so because of number of
database implementations and MPI, which are
being created with sockets or DAPL (Vosough et

5CUSTOMER VALUE PROPOSITION
al. 2016).
Differentiation As stated earlier in the above question that
Fujitsu offers an integrated solution to High
Performance Computing (HPC) to both technical
and enterprise customers. On the other hand, many
smaller companies only target the technical
customers to be able to attain market recognition.
Customers will have no better option than buying
an integrated HPC framework from Fujitsu.
Additionally, customers in the form of FUJITSU
Integrated System PRIMEFLEX for HPC will get a
trustable, secured and affordable HPC solution
(Fujitsu.com 2019). Fujitsu does not just claim to
offer an HPC solution to both enterprise and
technical customers. It is actually able to make it
with its innovating capability. The company with
the help of database implementations and MPI was
able to create DAPL or sockets. It is to be noted
that these sockets make the Fujitsu’s integrated
HPC solution beneficial for both customers.
Delivery Mechanism Fujitsu has channel partners all across the globe.
They take care of selling Fujitsu’s products in
countries where they operate. Fujitsu provides
many benefits to these partners on joining its
network of “SELECT Partner Program”. Now, the
company is providing an entirely dedicated

6CUSTOMER VALUE PROPOSITION
Artificial Intelligence (AI) ecosystem to its
SELECT Channel Partners. This new ecosystem
will help fast-tracking the ability of the company’s
channel partners in context to offering AI-based
solutions to its end customers (Fujitsu.com 2019).
These channel partners create opportunities for
Fujitsu to promote new products and services
globally. In return, these partners get access to
many things. These are access to products, access
to marketing based training, technical supports,
discounts, beta versions of every new releases and
lead generation tools (Gautam and Kamohi 2015).
In this way, Fujitsu is able to encourage its
SELECT Channel Partners to promote and make
the products of the company available for both
technical and enterprise customers.

7CUSTOMER VALUE PROPOSITION
References
Arabo, A., 2015. Cyber security challenges within the connected home ecosystem
futures. Procedia Computer Science, 61, pp.227-232.
Fujitsu.com 2019. Fujitsu Enables Channel Partners to Develop Powerful Artificial Intelligence-
based Services - Fujitsu CEMEA&I. [online] Fujitsu.com. Available at:
http://www.fujitsu.com/fts/about/resources/news/press-releases/2018/emeai-20181009-fujitsu-
enables-channel-partners-to-develop.html [Accessed 28 Mar. 2019].
Fujitsu.com 2019. FUJITSU Integrated System PRIMEFLEX for HPC - Fujitsu CEMEA&I.
[online] Fujitsu.com. Available at: http://www.fujitsu.com/fts/products/computing/integrated-
systems/hpc/ [Accessed 28 Mar. 2019].
Gautam, A. and Kamohi, L., 2015. The Impact of Channel Relationship Management on the
Channel Partners of Telecom Industry-A Case Study of Reliance Communications in Western
Uttar Pradesh Circle, India. Journal of Economics, Management and Trade, pp.1-9.
Rao, R.V. and Selvamani, K., 2015. Data security challenges and its solutions in cloud
computing. Procedia Computer Science, 48, pp.204-209.
Vosough, Z., Walter, M., Rode, J., Hesse, S. and Groh, R., 2016. Having Fun with Customers:
Lessons Learned From an Agile Development of a Business Software. In Proceedings of 9th
Nordic Conference on Human-Computer Interaction.