THE POWER OF LENOVO 360 People, Programs And Tools To Activate Partners
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enovo has taken bold action to adapt to the new realities of IT. Organizations have accelerated timetables for digital transformation given an urgent need to deliver more business value and flawless experiences. Staying agile is imperative in an unpredictable world. As customer demand for advanced IT surges, Lenovo is re-imagining its channel approach from the highest levels of corporate strategy to the foundational tactics of partner engagement. “We see the market shifting to become more service- and solutions-based,” says Jeff Taylor, executive director, Global Channel Programs & Marketing, at Lenovo. In response, “we are activating the Lenovo 360 framework,” he continues. “We need to make sure we have the right people, programs and tools as we expand our routes to market.”
JEFF TAYLOR
Executive Director, Global Channel Programs & Marketing
The Power Of People “People are Lenovo’s biggest strength,” says Fiona O’Brien, vice president, Sales Transformation & Enablement, International Markets, at Lenovo. “The next step is how do we redesign our go-to-market strategy to unlock the power of the Lenovo portfolio and make it easier for our partners to engage with us.”
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It begins with empowering people—both Lenovo employees and the partner ecosystem—to meet customers’ need for complex IT solutions and more flexible consumption models. Under the Lenovo 360 framework, partners will now have a concierge-like experience when dealing with the company. A dedicated partner account manager will oversee the relationship, streamlining access to Lenovo’s sales, technical and other specialized resources across the solution portfolio. “The partner account manager is your door opener, and they will navigate through Lenovo so you have access to the specialists and everything else you need,” says O’Brien. Programs To Accelerate Growth “There’s an opportunity for partners to expand and attract new customers by bringing in other aspects of our portfolio,” says Taylor. “Partners who have sold PCs and client [devices] can move into data center infrastructure sales to create a stickier Lenovo-based relationship.” Whether it’s partners that have traditionally sold PCs or mobile phones reaching for opportunities in the data center or hybrid cloud domain or data center-focused partners expanding their smart collaboration or edge computing practices, partners are rewarded under Lenovo’s Better Together program. Partners who sell across Lenovo’s portfolio have individual targets for endpoint, data center infrastructure and services. Partners who hit two of those
