Interview
Lenovo’s 360 revolution
There have been several developments in Lenovo’s 360 framework since its launch at the end of 2021. Here, Natalie Noor, UK&I channel & SMB director at Lenovo walks us through some of them.
What is Lenovo 360? Lenovo 360 is a global framework which offers our channel partners easier access to the full breadth of our portfolio, from devices, to infrastructure, to services and solutions – in a cohesive, easy-to-use platform. It was originally launched in December 2021 and includes incentive programmes and tools to make it easier for our channel partners to work with us and strengthen their position in the market. Our partners gain access to human expertise along with specialised
automated sales and marketing tools. It is designed to help our partners broaden their expertise across our whole range of technology and solutions, and also empower them with more unified global channel team structures. The Lenovo 360 framework addresses specific issues our partners
are grappling with in today’s world. It enables greater workforce collaboration, productivity and even industry-specific solutions that address common challenges. It also offers sustainability improvements, which is something our partners are increasingly interested in. There are financial incentives too, including our rebate accelerator
programmes ‘Better Together’ and ‘TruScale Accelerator’ which offer partners the chance to increase earnings by up to 30%, or more, on sales. This includes sales across our portfolio of products and solutions, as well as sales delivered via an ‘as-a-Service’ model.
20 | April 2023
Why was it created and how does it cater to an “Everything-as-a- Service” consumption model? We launched Lenovo 360 shortly after the reorganisation of our core business units. The framework was built to help partners expand their Lenovo offerings and their sales footprint across the full breadth of that portfolio. It brings people, programmes and tools together, and it arrived
when many of our partners were already keen to diversify their revenue by becoming more service-led or solutions-based. Many partners are shifting their business models towards the ‘Everything-as-a-Service’ model, and Lenovo 360 is built to help them with that journey. Lenovo 360 allows partners to switch to this model and earn
money from service-led and solutions-based opportunities in a time characterised by rapid industry change. We aim to boost our partners’ sales conversations with sales models that can adapt to everything from as-a-Service models to outcome-based solutions. Whatever selling motion our partners opt for, Lenovo 360 offers easy access to our full suite of products and solutions.
How does the framework benefit Lenovo partners? The Lenovo 360 framework offers marketing and sales enablement resources and valuable connections for our partners. For example, connections to subject matter experts and to other partners in our
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