LENOVO DCG HAS ALWAYS BELIEVED IN A “CHANNEL FIRST” STRATEGY

ASHISH TANEJA
Channel Lead,
Lenovo DCG

NEED OF A PARTNER PROGRAMME

Innovation and Intelligent Transformation are at the core of any successful business. For Lenovo DCG, channel partners are at the epicentre of our go-to-market strategy. Our goal is to elevate the partner experience by offering more attractive incentives, providing partners with tools that enable seamless sales, and automate the co-selling process. Lenovo DCG has always believed in a “Channel First” strategy, with an aim to provide continued support to and improve the performance of our channel partners.

IMPORTANCE OF A PARTNER PROGRAMME

Our channel strategy is constantly evolving. Market dynamics are changing along with demographics. The challenge is that as customer demands increase, so does the pressure on the channel to understand every aspect of a customer’s business. It is no longer enough to be simply good at selling a product - partners also need to offer guidance on how that product will maximize business outcomes for the customer and transcend their status from a ‘seller’ to a trusted business aide.

MAIN CONCERNS TO ADDRESS

At Lenovo, we are guided by our ‘3S’ Intelligent Transformation strategy – with Smart Infrastructure being one of those three pillars. It is our belief that in order for the world to be able to support its technological ambitions, we need to invest in our core technologies, such as servers, cloud, and edge computing. Our partner programs are built around this strategy and how we can help them value-add to their customers with Intelligent Transformation in mind.