FUJITSU – Enterprise Infrastructure Solutions
Accelerating Enterprise IT Transformation Across the DACH Region ENTERPRISE LEAD GENERATION • OPPORTUNITY DEVELOPMENT • ACCOUNT-BASED BUSINESS DEVELOPMENT
Project Overview
Between 2013 and 2015, Fujitsu partnered with B2B Galaxy to support the expansion of its Enterprise Infrastructure business across Germany, Austria and Switzerland.
The project focused on identifying new business opportunities for FUJITSU PRIMERGY Server Solutions, while simultaneously creating cross-selling opportunities across Fujitsu’s complete Enterprise Infrastructure portfolio.
Rather than relying on mass outreach, B2B Galaxy implemented a structured account-based development strategy focused exclusively on enterprise organizations with more than 5,000 employees, where large-scale IT infrastructure projects offered the greatest long-term potential.
By combining market intelligence, executive engagement and opportunity qualification, B2B Galaxy became an extension of Fujitsu’s Enterprise Sales organization throughout the DACH region.
The Challenge
Between 2013 and 2015, enterprise organizations across the DACH region entered a major infrastructure modernization cycle. The introduction of Fujitsu’s latest PRIMERGY Server platform created significant opportunities for companies seeking higher performance, virtualization readiness and modern data center capabilities.
The challenge was identifying the right organizations, engaging senior IT decision-makers and developing qualified opportunities before infrastructure investment decisions were finalized.
B2B Galaxy was tasked with building a predictable business development process capable of supporting Fujitsu’s Enterprise Sales organization across the DACH market.
Client
Fujitsu Limited
REGION
DACH
INDUSTRY
Enterprise IT Infrastructure
Server & Data Center Solutions
Services
Enterprise Market Intelligence
Account-Based Lead Generation
Opportunity Qualification
Appointment Setting
Pipeline Development
CRM Management & Reporting
TEAM
Up to 2 Dedicated Business Development Specialists
Our Approach
Enterprise IT Opportunity Development
Every opportunity started with a structured enterprise account qualification process. B2B Galaxy analyzed organizations with more than 5,000 employees across the DACH region to identify companies with upcoming infrastructure modernization requirements.
Our team researched IT environments, identified senior decision-makers, evaluated technology refresh cycles and created qualified sales opportunities around Fujitsu PRIMERGY Servers, while opening the door for the company’s complete Enterprise Infrastructure portfolio.
RESULTS DELIVERED
Between 2013 and 2015, B2B Galaxy built a highly targeted enterprise business development program for Fujitsu across the DACH region,
helping identify qualified IT infrastructure opportunities and connecting the sales organization with senior technology decision-makers.
Business Impact
Rather than simply generating meetings, B2B Galaxy built a predictable enterprise opportunity pipeline for Fujitsu.
The combination of market intelligence, executive relationship development and investment cycle tracking enabled Fujitsu’s Account Managers to engage customers at the right moment—when infrastructure modernization projects were actually being planned.
This approach increased sales efficiency, improved conversion rates and opened the door for long-term Enterprise Infrastructure opportunities throughout the DACH region.
