Organization
Fujitsu’s purpose is to make the world more sustainable by building trust in society through innovation. Headquartered in Japan, Fujitsu is the digital transformation partner of choice for customers around the globe. Its 113,000 employees work to resolve some of the greatest challenges facing humanity. Fujitsu’s services and solutions draw on five key technologies: AI, Computing, Networks, Data & Security, and Converging Technologies, which it brings together to deliver sustainability transformation.
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The challenge
When you operate across multiple public sector markets, tender decisions are time-critical. Missing this tight window means the business opportunity is gone.
Opportunity values can reach millions or billions, tender preparation costs €30K–€200K, and limited market info often lowers success rates.
As such, Fujitsu’s team needs to spot the right opportunities fast, and to do that, they need the full picture. Fujitsu was already monitoring tenders through procurement sources like TED, the EU’s official procurement portal. But raw tender data wasn’t enough. Understanding buyer history, tracking renewals, and making a fast go/no-go call requires much more information and knowledge.
Fujitsu relies on Salesforce CRM to track budgets and opportunity values. But making informed decisions requires additional, detailed inputs (client context, competitors, meeting notes, selection criteria, and bid-process milestones). Managing that volume of information efficiently—without the right tooling—is difficult.
As Karel Maes, Senior Engagement Manager and Head of Presales European Institutions at Fujitsu, put it: “The manual effort to input detailed data into generic tools, such as Excel or CRM, is much higher than the benefits obtained”.
In public procurement, context is everything. Buyers return to the market on a cycle. After four or five years, contracts are retendered. The suppliers and conditions are stable, and do not change significantly in time. Future tenders can be forecasted based on various signals. Knowing the past suppliers and conditions are important for deciding to bid or not.
Fujitsu must gather detailed information from multiple sources in order to make informed bid decisions. This requires a huge amount of manual work, if proper tooling is not used.
The solution
Fujitsu evaluated several tools. After adopting Hermix for the international institutions business unit, Fujitsu rolled it out to other business units and countries, as teams saw the difference it made on the ground.
Karel puts it simply: “We looked at what the market had to offer. What stood out with Hermix was the renewals tracking, the AI functionality, and the export features. It all connects with our existing internal tools, and makes the data easy to visualize.”
Hermix provides Fujitsu with fast, consolidated visibility into public-sector opportunities: calendars of contract renewals, buyer profiles, accurate multi-source data, and AI-generated tender summaries, all built around how their teams actually work.
Fujitsu maps out EU entity renewals through to 2029 and does the same across the entire Belgian public sector, giving them a clear view on future opportunities they simply didn’t have before. Buyer profiles let them quickly check past projects, previous suppliers, and incumbent contractors before committing time to a bid.
Rather than spending half a day reading through a tender, the AI summary gives teams an immediate overview covering company background, tender context, and selection criteria, structured to match their internal bid/no-bid process. Being able to export data clearly means findings move straight into existing workflows without re-entering information or rebuilding reports from scratch, with a Salesforce integration keeping everything connected seamlessly.
When questions come up, support comes from real people who know the platform well and solve problems in real time. Karel pointed out that “They’re always there for us—real people, not chatbots.”
Erik Francq, Account Director European Institutions at Fujitsu also stated that Hermix is ”An amazing, powerful platform that stands as a solid improvement over all other tools for public sector work.”
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The result
Several key features made all the difference for Fujitsu. They enabled faster decision-making with more confidence, while significantly reducing the time spent collecting, extracting, organizing, and understanding data.
“Hermix gives us instant insights on renewals, buyers, and tenders, letting us analyze opportunities in minutes instead of hours.” said Karel Maes.
Hermix helps leading companies win public contracts, with tender monitoring, analysis, and market intelligence based on AI. As the window to act closes fast, if you want your team to stay ahead and decide with accuracy and speed, don’t wait any further. Explore Hermix now.
