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Lenovo unveils 360 channel framework

Vendor will bring channel activities under one umbrella to reflect changes it made to the firm’s structure earlier this year

Having made plans to unify its structure, Lenovo is following that up with moves to bring its channel framework under the same strategy.

The firm is launching Lenovo 360 next month, giving channel partners access to its entire portfolio – devices, infrastructure plus services and solutions.

As well as giving partners access to numerous programmes, the vendor will also provide more support from a unified global channel team.

Lenovo is offering the channel around eight solutions, including workforce productivity and collaboration, infrastructure flexibility, sustainability improvements, and industry-specific solutions to address common business challenges.

The firm is also flagging rebate programmes and initiatives that have the potential for partners to earn up to 30% on sales. Although the emphasis is on simplification, there are still opportunities for partners to get certified and activate more rewards and rebates through marketing activities.

“We recognise that we have partners who would like to diversify their revenue and earnings streams by becoming more service-led or solutions-based,” said Pascal Bourguet, global channel chief at Lenovo. “Lenovo 360 unites our portfolio in a way that delivers easier access to our full suite of products and solutions and will allow partners the opportunity to pursue those goals, while still offering our PC and infrastructure-focused partners anything that they demand.”

Bourguet said the changes were coming at a time when the channel was having to help customers deal with growing demand for as-a-service and needed to pitch a wider solution that dealt with more customer needs.

“Many of Lenovo’s partners are seeking disruption-proof solutions for their customers, considering the lessons learned during the pandemic,” he added. “Solutions that support such new norms as work-from-anywhere [WFA] and other hybrid working models will be available to the channel under one structure now.”

Everything starts in January and 360 comes after Lenovo announced plans to reorganise around three core business units – intelligent devices, infrastructure solutions, and solutions and services.

Earlier this autumn, the firm also launched Lenovo TruScale as the branding to cover its XaaS (anything-as-a-service) portfolio, bringing together everything it has done so far, including infrastructure services and desktop activities. Taking the single-umbrella approach will make life easier for partners, which can now offer a range of options to customers under a single contract framework.

The vendor’s partners will be able to access information about the 360 programme through the portal, said Bourguet. “Through Lenovo 360, we have also created turnkey marketing materials and campaigns that our partners will be able to leverage, ensuring they can go to market as soon as we do, with the most current solution and service information,” he added.

“Also, we are adding more resources in subject matter experts to provide concierge-level of service that guarantees our partners always have access to the products, services, experts and Lenovo talent they need.”

Read more on Infrastructure-as-a-Service (IaaS)

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