Case
Study:
Fujitsu
/ Sun Microsystems
Strategic Software and Business Transition
Goal
(Fujitsu)
Move
from a "make" solution to a "buy" solution
and
transition a strategic product line in a rapidly
changing and consolidating enterprise IT market
without disturbing their customers' businesses.
Fujitsu's
critical issue was how to redeploy
employees, resources, and technology without upsetting
existing relationships and customers.
Goal
(Sun)
To increase to its full potential the energy and profitability
of a complex competitor/partner relationship spanning hardware,
software, and chips.
Sun's
critical issue was how to achieve a deeper level
of trust and close cooperation without compromising
competitive advantages and intellectual property
rights and to achieve joint market expansion without
customer disruption.
Joe
Bosurgi:
Developing
an OEM business solution
The
initial level of Sun's Solaris-based software
business with FJ was only a few $M/year when Sun first
proposed a Solaris-OEM initiative to Fujitsu.
Joe
Bosurgi convinced Fujitsu at very senior levels to transition
its strategic server line over from its own proprietary brand
of UNIX to Sun's Solaris. Since large numbers of jobs could have
been put at risk or disrupted, Joe worked with Fujitsu to form
new strategies to profitably deploy Fujitsu's internal UNIX division
in the shift to Solaris. In turn the deal depended on convincing
Sun to change - its product plan, engineering process, and ways
of doing OEM business.
Joe
also negotiated the key contract that gave FJ what it needed,
technically and business-wise, to succeed in their transition.
He worked with Fujitsu's most senior executives, their negotiation
team, their engineers, Sun's engineers and executives, and many
other stakeholders.
He
then followed through with members of Sun's team,
including engineering, services, etc., to drive the
go-to-market plan, ancillary engineering projects, and
to make sure the bet paid off well for Fujitsu. Joe
later helped to integrate Siemens' Solaris-based
server business, which was acquired by merger, into
Fujitsu's.
This has resulted in a stronger, thriving
Solaris-based business, in Japan and world-wide, for
both parties, and has culminated in the recent signing
of a new multi-year contract guaranteeing very high
levels of yearly revenue, a radical increase from
initial levels of business.
