Fujitsu : Customer Success / Regional Strategy

IR Day 2023

Customer Success /

Regional Strategy

Fujitsu Limited

© 2023 Fujitsu Limited

Customer Success Strategy

Corporate Executive Officer

SEVP, CRO

Shunsuke Onishi

2	© 2023 Fujitsu Limited

Onishi Shunsuke

CRO, SEVP Head of Global Customer Success

For over 35 years, he has worked for Japanese and international IT services and consulting companies. For the last 20 years, he has supported the globalization of Japanese companies and cross-border PMI in a multinational environment. Before joining Fujitsu, he was President and CEO of NTT Data Global Solution, where he supported the global business

development of Japanese companies using SAP. As the Country Head/Vice President of

Infosys, he led business development and M&A in the Japanese market.

He joined Fujitsu in 2019 as Vice Head of Enterprise Business Group.

In 2020, he served as Head of Enterprise Business Group and led the launch of

JGG (Japan Global Gateway), which paved the way for the One Global Delivery strategy.

In 2021, he led the overall planning of the Uvance Sustainable Manufacturing area.

From 2022, he served as the head of the Global Customer Success Business Group, integrating the manufacturing, distribution, and financial units to drive business with approximately 1,300 large enterprise customers.

Appointed CRO and Head of Global Customer Success Business Group in 2023.

He will be responsible for maximizing the revenue by driving the growth strategy globally

based on customer focus.

3	© 2023 Fujitsu Limited

Global execution of customer success strategy

• Ensure global consistency and drive strategies for customer success, resulting in increased revenues for the entire group

Business Model and Portfolio Strategy

Business segments and portfolio

Shift to growth areas

Customer engagement model

Technology Strategy

Develop core technologies

Business utilization of technologies (Enhance value delivered)

Customer

Business

Technology People

Digital society

Customer Success / Regional Strategy

Expand consulting

Modernization

International focus on services

Strategic alliances

Further stability of customers' business

People Strategy

Globally unified roles

Improve productivity (per employee)

Strengthen management foundation

4	© 2023 Fujitsu Limited

Strategy and Governance of the CRO

• CRO(Chief Revenue Officer) Mission

Responsible for and authorized to expand Fujitsu's business revenues and grow Front BG and all regions' businesses by developing and executing strategies to maximize revenues from a global perspective, without being restricted to specific areas or functions.

	Customer
Japan	Europe Americas	APAC
	Deal by Deal Collaboration
Global	Global	GDC	GDC
Offering	Offering

Each region and delivery unit works individually

• Individualized/non-structured

Customer

Japan Europe Americas APAC

CRO

GDC/ JGG

Execute the front office strategy on a global basis

• Driving a strong portfolio transformation to Uvance
• Focus on Strategic Partner Offerings
• Global Account Management

Old Structure	New Structure
5	© 2023 Fujitsu Limited