The Chinese hardware giant claims to have done 95% of its EMEA business through partners last year, and upped channel sales by €1.5bn (£1.2bn), and is keen to keep the momentum going into the new year.
To this end, it has splashed out on a number of enhancements to its One Channel programme, re-emphasising its focus on the SME market as a growth engine with increased rewards and cash flows, whilst also introducing incremental rewards on its server and storage lines.
The changes will see Iomega’s ioclub portal and programme folded into Lenovo’s Partner Portal and One Channel rewards portal, with Lenovo tier two Premium partners now earing rewards for storage. It will also be introducing funding for partner business development plans around the server and storage lines, and removing access barriers around technical certification and training.
Additionally, Lenovo will take away earning gates and minimum thresholds across all lines, including servers and storage, and start paying rewards from the first sale, although SME targets will be put in place, with higher incremental rebates available to those successfully driving business into the sector.
Elsewhere, Lenovo disties will get extended credit terms of 50%, while tier two Premium resellers will get new e-invoicing to speed rebate payments into their accounts – as a result Lenovo claimed it can now get cash into partners’ hands within four weeks of quarter close date.
Two further enhancements will be introduced later this year, including an initiative to simplify revenue measurement, built with help from Context, with the intent of giving the channel a more transparent view of their Lenovo business, sales and rewards, as well as a new quotation tool built around Salesforce.com, which will be made available to authorised partners in April.
Lenovo said it believed this would help it evolve its programme and focus on improving and simplifying its partner engagement processes.
“We are at an exciting time as a business – we are expanding our portfolio of products in line with our PC Plus ambitions and are creating new opportunities for the channel to work with us and grow their business,” said Lenovo Group SVP and EMEA president, Gianfranco Lanci.
“By continually investing in our relationship and programmes with the channel, we believe we will achieve our mid-term objective of also leading the PC Plus space,” he explained.
Tech Data Europe VP of PC systems, George Uzan, added: “Lenovo’s quality product portfolio and the enhancements to their channel partner programme, together with Tech Data’s focus and widest customer breadth in the European SMB market provide all the ingredients for continued growth and success for our resellers.”