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Lenovo aiming to work closer with channel to hit ambitious growth targets

Lenovo is looking to work more closely with channel partners to get them to sell more of its portfolio as it aims for significant UK growth

Lenovo has informed the channel it wants to work more closely with partners to make sure it can hit ambitious growth targets for its current fiscal year.

The vendor has been holding an event, Connect, in East London for partners outlining its plans to shift 2.5m units, including laptops, servers, tablets and take more UK market share.

Lenovo still feels that there is business out in the market for those that are able to bring innovation to the market and deliver products that appeal to users.

"We have a strong growth aspiration in the UK market," said Philip Oldham, director business and product management at Lenovo UK.

"We want to grow 20% in revenue this year and will really focus on the channel. More than 95% of our business goes through partners," he added.

To achieve its growth ambitions the vendor is encouraging partners to sell more of its products to extend relationships with existing customers, as well as targeting new business opportunities.

As part of moves to make sure that partners have a firm grip on the portfolio the firm has set up the Lenovo Channel Sales Centre (LCSC), which will be manned by a 15 strong team.

"There is a big group of resellers underneath the platinum and gold levels that we are talking to directly," said Oldham. "We can build the relationship with the smaller resellers and offer them incentives to encourage them to grow."

Distribution will also play a key role supporting partners and working alongside the LCSC to make sure that smaller resellers are giving every opportunity to get support from the vendor.

Oldham said that it had 5,000 registered partners and the focus was doing more with that base rather than expanding it further, although it was open to signing up more data centre specialists.

"The x86 server market is still a huge opportunity and we have a hyper convergence offering and big data and cloud infrastructure will be [spurring on investments in technology]," he added.

Oldham has been at Lenovo for eight months, joining from Samsung, and said that he felt the firm was driving innovation and had a range of tablets, convertibles and 2-in-1s that would appeal to the market and it had already seen it claim the top position in the B2B market.

"If you are agile enough and innovate there is still growth to be had and profitability for our partners and Lenovo is really well placed to build that with our channel," he said.

As well as delivering a range of new products, with more to come for the key Q4 sales period, the vendor has also noted a growing Windows 10 effect in corporate customers as more to look upgrade to take advantage of the latest Microsoft OS.

"We have already seen it in consumer and the free upgrade to Windows 10 has been very successful but it is flowing through to the corporate space and we are supporting partners through that. it is starting to take off in the B2B space," said Oldham.

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