Lenovo's channel management policy emphasizing consistency and support for partners
In the ever-evolving landscape of information technology, innovation and transformation have become the cornerstones of success. Businesses and organizations across the globe are navigating a complex digital terrain, and one company at the forefront of this technological revolution is Lenovo. With a rich history spanning decades, Lenovo has not only witnessed the transformation of the IT industry but has actively shaped its future.
In an exclusive interview with VARINDIA, Amit Luthra, Managing Director- India, Lenovo Infrastructure Solutions Group (ISG) has delved into the company's strategic vision, its commitment to partners, and its role in propelling India into the digital age. Amit, a seasoned professional with a deep understanding of the IT landscape, shares Lenovo's approach to partner transformation, its focus on empowering small and medium-sized businesses (SMBs), and its dedication to delivering superior solutions in areas like cloud services and gaming.
How Lenovo is focusing on the strategy for partner transformation?
In the IT industry, transformation is a buzzword. Digital transformation is a reality, and what makes it real is IT transformation. For Lenovo, IT transformation is of great significance as it covers the entire IT landscape. We work closely with our partners, recognizing that they come from diverse backgrounds. Some excel in artificial intelligence deployments, others in high-performance computing, and some have expertise in machine learning and other AI-related areas. We collaborate with all our partners to enable and facilitate transformation, sharing our experiences and insights on how to make transformation a reality. Our partners play a pivotal role in our strategy.
Elaborate on Lenovo's take on adopting a partner-first approach.
Lenovo relies heavily on its partner ecosystem, with approximately 90% of our business conducted through partners. We firmly believe in a partner-first strategy. Partners often have strong relationships with their customers, which makes them excellent at identifying opportunities. Some partners have gone the extra mile, acquiring the necessary skills to meet the evolving needs of digital transformation. We provide support and training programs to assist them in filling any skill gaps. It is a symbiotic relationship, and prioritizing our partners is crucial for our partner-first strategy to thrive.
Outline Lenovo ISG's business goals and key priorities for India in 2023-24.
In the ever-changing tech landscape, two key pillars stand out: mobility and artificial intelligence. Mobility is driven by technologies like 5G and Edge, which are gaining prominence. Artificial intelligence is no longer a distant concept but a reality with wide-ranging applications. Lenovo ISG's priorities are centered around these pillars. We focus on providing solutions for 5G, Edge, artificial intelligence, and hybrid cloud, alongside our traditional strengths like serving SAP workloads. Our goal is to maintain relevance and leadership in these areas while continually improving and adapting to meet customer needs.
What is Lenovo's priority for empowering SMBs in India?
SMBs hold a special place for us. We believe that the definition of an SMB shouldn't be solely based on turnover or employee count but rather on their IT business model. We understand that every SMB is unique, and their IT needs can vary significantly. Lenovo works closely with SMBs, offering both horizontal and vertical solutions. Our expertise spans across various sectors like manufacturing, education, healthcare, and more. We provide solutions in areas like 5G, Edge, high-performance computing, artificial intelligence, and enterprise analytics, helping SMBs on their transformation journey.
How is Lenovo preparing to deliver a superior cloud-as-a-service experience?
We take a customer-centric approach. Understanding the customer's requirements is the key to delivering the right solution. There is no room for trial and error when dealing with live data centers and business environments. Lenovo works closely with customers from the inception stage of an opportunity to fully comprehend their needs. Drawing from our vast experience and industry knowledge, we strive to provide the best solution on the first attempt. This approach ensures a superior cloud-as-a-service experience.
What steps is Lenovo taking to support the server needs of the gaming industry?
The gaming industry demands a robust backend infrastructure, especially when delivering gaming experiences. Lenovo has extensive experience serving some of the world's largest gaming companies. We understand the unique requirements of the gaming sector, where each game and workload differs. Lenovo shares its knowledge and expertise in managing large gaming organizations with Indian gaming companies. We help them build the strong backend infrastructure needed for successful gaming operations.
What are Lenovo's initiatives for the Tier 2 market?
Our strategy is clear: prioritize partners and avoid conflicts between direct and channel sales. We consistently support our channel partners, ensuring they have the necessary skills and competencies to serve their customers effectively. Lenovo offers programs like Lenovo 360, which provides a unified platform for channel partners to access resources and support across our product portfolios, including PCs, workstations, servers, and more. This framework helps channel partners engage with us seamlessly and serve their customers better.
How do you see the IT industry shaping the future of India?
The IT industry is the backbone of Digital India. It plays a pivotal role in enabling the digital transformation of the country. As we witness advancements in areas like software, services, hardware, and gaming, India's IT ecosystem is becoming more robust. This industry is instrumental in driving India's growth and ensuring that it remains on an upward trajectory.
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