Lenovo invests in and supports partners for hyper growth

Ashok Nair,
Director SMB,
Lenovo - India

Lenovo has grown its market share in the SMB segment over the last two years and recorded a over 9.3 per cent during OND. It is now looking at a double-digit market share in the next three years’ time frame by expanding its reach and increasing the capacity of the channel. 

Lenovo is investing in both of its verticals of RD and VAR to ensure that it achieves its goal. Also, it will be introducing new products like Tablets, Storage and Thin Workstations. 

Ashok Nair, Director SMB, Lenovo – India, shares his views on the company’s core channel philosophy and channel strategies.

Lenovo’s criteria for selecting partners for commercial activities

Lenovo believes in core channel philosophy where it wants long-term relationship. Lenovo believes in growing in a territory along with the partner. It expect the partner to be synchronized with this ideology and invest in our business. Lenovo expects its partners to have a very high share of wallet of their business in the Lenovo portfolio.

Social Networking assisting SMBs to drive business

Most small businesses in India thrive on their locational awareness (walk-ins) or word of mouth publicity. In a connected world, they realize that they can tap into the network of their network using social media augmentation. Most SMEs have their websites today and they drive traffic to their sites using social media tags and posts that they depend on their existing network to endorse and spread the word around – digitally (like Facebook for business). Social media is also being used to showcase their reputation and delighted customer reactions. An example is the usage of trade-specific review sites like Zomato to drive business. Keeping into consideration this potential, companies are taking lead in launching services for SMEs to tap into social media. Also, social media is a great platform to “listen” to customers and understand their pain points and successes.

Message for Channel fraternity

Lenovo will make efforts in improving its engagement with them at all levels. Partners are its primary route to market. Their profitability matters to Lenovo. Its channel policy and programmes are consistent and fair and we invest in and support partners for hyper growth. Lenovo's new products will open up new opportunities for growth for the partners. Lenovo's partner portal contains all the required information in one place for communication and technical query support. Feet on the street people, Spartan programme and other initiatives have started enabling partners to identify and clinch more opportunities. 

satinder@varindia.com