Tuesday, 21 April 2015 15:45

Lenovo launches new channel strategy for ANZ market

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Lenovo has launched a new channel strategy which brings together PC Group and Enterprise Business Group (EBG) channel programs to provide what it says is a “unified experience” to all Lenovo resellers across Australia and New Zealand.

Since the beginning of January, EBG and PC Group have been managed under one channel team giving resellers one point of contact within Lenovo.

Lenovo says today’s announcement marks an even closer integration of the two through a new channel program for all partners operating under the two groups.

According to Lenovo Channel Lead for Australia and New Zealand, Fred Viet, the “highly-regarded” Lenovo Partner Advantage program (LPA) has served the PC Group channel partners for many years and Lenovo wants to bring all the benefits and best-practices from LPA to EBG partners as well.

And, Viet says the new channel program will provide greater efficiencies to Lenovo and its business partners, opening doors to new growth opportunities.

Viet said the new Lenovo Partner Advantage (LPA) program aims to bring stability and predictability to Lenovo’s business partners’ margins and profits in the competitive technology industry. The company is also bringing in higher rebates under the new program to reward partners that overachieve in their sales results.

With the LPA program, Lenovo will be paying rebates from $1, which means if a partner doesn’t achieve their target, they will still be able to claim a rebate. Conversely, if a partner overachieves on their quarterly target, they will be eligible for higher rebates than those offered under the previous program.

“Lenovo is a channel-centric organisation and we are always striving to improve our channel programs and strategies and empower our partners with the best offerings, rewards, and services,” Viet said.

“We have seen the competitive IT market evolve rapidly in the last few years and it is imperative that we facilitate resellers in doing business in this changing landscape.While some other vendors are splitting out their business divisions, we are bringing ours together because it makes sense. Customers are confronted with a swathe of choices from different IT providers and with our unification of PC Group and EBG’s channel programs, our partners can offer up end-to-end solutions that make life easy for customers to implement or upgrade their IT environment.

 “This is an important differentiator for our channel partners and will give them additional opportunities to become managed service providers as well to increase their revenue stream.”

Viet says a highlight of the new LPA program is the introduction of a Funded Head program which will see Lenovo provide investment for top channel partners with a headcount of over 25 people to hire new staff dedicated to Lenovo within their businesses.

The Lenovo Service Provider (LSP) Program, which was announced on 1 April, is also a part of the new channel strategy, and Viet says this is the first partner program for cloud and managed service providers (MSPs) from Lenovo in Australia and New Zealand, bringing service providers advantages in forms of competitive prices, unique financing plans, and the ability to choose infrastructure from a large and diverse product portfolio that best meets their needs.

Viet said Lenovo has made additional investments to the channel to enhance the reseller experience including a new partner portal and the introduction of Lenovo LIVE Roadshows which will be travelling around Australia to provide product training and support for partners.

The company has also increased its channel headcount by 20% to ensure partners are supported in transitioning to the new LPA program.

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Peter Dinham

Peter Dinham is a co-founder of iTWire and a 35-year veteran journalist and corporate communications consultant. He has worked as a journalist in all forms of media – newspapers/magazines, radio, television, press agency and now, online – including with the Canberra Times, The Examiner (Tasmania), the ABC and AAP-Reuters. As a freelance journalist he also had articles published in Australian and overseas magazines. He worked in the corporate communications/public relations sector, in-house with an airline, and as a senior executive in Australia of the world’s largest communications consultancy, Burson-Marsteller. He also ran his own communications consultancy and was a co-founder in Australia of the global photographic agency, the Image Bank (now Getty Images).

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