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Lenovo announces significant updates to channel framework

By Catherine Knowles
Tue 12 Apr 2022

Lenovo has made several updates to its Lenovo 360 Global Channel Framework. First announced in Australia and New Zealand last September, the updated framework aims to offer channel support and management, and provide easier access to the entire Lenovo product and services portfolio.

Following on from the initial launch, as Lenovo 360 establishes itself with the partner ecosystem across A/NZ, Lenovo is set to strengthen and bolster its framework across the three pillars of ‘People’, ‘Programs’, and ‘Tools’.

Lenovo MD Australia and New Zealand Matt Codrington comments, "Lenovo 360 comes at a time when many small businesses and large enterprises alike are increasingly moving toward the 'Everything-as-a-Service' model.

"Lenovo 360 seizes the opportunity to equip partners with the tools, programs and expertise to deliver solutions that reflects the full spectrum of their customer needs, from device, to infrastructure, to services, including the need to ensure our program and initiatives allows us to collaborate more closely with partners to tackle sustainability and ESG goals.”

Additional updates include further investment into channel leadership and teams, with the appointment of three new channel managers in A/NZ, new incentive programs, and evolved tools for ease of engagement.

Pillar one: People

In keeping with Lenovo’s one channel vision, the people pillar will see Lenovo 360 provide partners with specialist and generalised support through a single point of contact.

Later this month, Lenovo 360 will welcome three new channel managers including Mayur Baruah, A/NZ channel manager, Cheryl Sullivan – A/NZ channel ISR manager, and Luke Skinner, A/NZ distribution manager. All three new appointees will report directly to Sunny Gandhi, head of commercial channel and distribution at Lenovo.

Sunny says, "These updates to Lenovo 360 will streamline the channel process for partners and distributors, representing a significant investment in our offering and our people.

"Already we've nearly doubled our team locally, with a view of further growing the team by the end of 2022. These measures will provide ongoing partners support across in their operations, including access to a comprehensive, end-to-end portfolio that reflects the full spectrum of their customers' needs.”

Pillar two: Program

In its ‘Programs’ pillar, Lenovo 360 will offer ANZ partners access to its rebate accelerator program ‘Better Together’. which allows partners to increase earnings by up to 30% or more on sales across Lenovo's portfolio of products, solutions, and as-a-Service sales, the company states.

Additionally, from July 2022 onwards Lenovo 360 will introduce TruScale Accelerator to reward partners who sell as-a-service solutions, as well as Solution Sales Rewards, an additional accelerator program for partners who sell any of Lenovo’s outcomes-based solutions across all three business groups.

Gandhi says, "We understand partners are constantly looking to diversify their revenue and earnings streams by becoming more service-led or solutions-based. By uniting our entire portfolio under a single platform, we can simplify access to our full range of products and solutions, providing partners and distributors more revenue streams to tap into.”

Pillar three: Tools

New updates to Lenovo 360’s ‘Tools’ pillar will ensure partners can continue to access Lenovo's entire range of offerings and partner materials through the Lenovo Partner Hub, a one-stop-shop for services offerings.

Looking forward and in response to partner feedback, Lenovo also plans to roll out an enhanced self-serving tool. This aims to enable partners to quickly configure and confirm pricing for a range of services to help reduce friction in interactions and help partners and their customers to make informed decisions more quickly.

Additionally, Lenovo 360 is working towards helping partners uncover new opportunities in sustainability and across environmental, social, and governance (ESG) business areas, as demand for ESG-related initiatives grow rapidly.

Lenovo is incorporating tools to help partners sell sustainability by offering ESG-related services like Asset Recovery Service and CO2 offset service.

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