thebiginterview
AI, INFRASTRUCTURE AND SERVICES CONVERGE
In this exclusive interview with PCR, Lenovo’s Natalie Noor discusses how UK partners are moving from transactional sales to outcome-led solutions, with AI
readiness, hybrid infrastructure, and expanding service capabilities creating the strongest growth opportunities in 2026 and beyond.
A
s AI adoption accelerates, what changes are you seeing in the types of conversations partners are having with customers?
Unsurprisingly, AI is one of the biggest topics of conversation our partners are having with customers. But increasingly the discussion isn’t simply, ‘What AI technology should I buy?’ Customers are instead asking, ‘What does AI actually mean for my organisation?’ Customers want to understand whether their data
and technology environment is ready for AI, how it can improve productivity, and what infrastructure, devices, and services they need to support it. Our latest CIO research, for example, found the architecture underpinning AI is undergoing a profound shiſt, with 84% of CIOs preferring to leverage on-premises or edge deployments for AI workloads and applications as part of a hybrid deployment environment. At the same time, it’s important to acknowledge that there’s still
uncertainty, particularly among SMBs. Many businesses know they need to prepare for AI, but don’t necessarily know where to start. Tat creates a significant opportunity for channel partners to move the conversation from AI hype to practical use cases and measurable business outcomes that demonstrate its true value.
Where are partners currently strongest in supporting AI-driven transformation? Tere’s a lot of enthusiasm for AI across the channel, and some partners are already very sophisticated in the way they approach these conversations. At Lenovo, we’re also seeing strong momentum around infrastructure as organisations start thinking seriously about the foundations they need to support AI.
12 | September/October 2026 Te gap, however, is consistency. AI, hybrid cloud
and advanced infrastructure require deeper technical expertise and a more solution-led approach. Tat’s why we’re investing in communities and enablement that bring technical sellers together and give them greater access to Lenovo’s expertise. Globally, Lenovo 360 Tech Connect is creating a
community for presales engineers, solution architects, and technical specialists, and we are reinforcing that community locally by building our own team of technical specialists to better support the channel. Tis
community provides tailored enablement, learning resources and direct engagement with Lenovo experts. Te objective is to help partners develop the confidence and technical credibility to design and deliver increasingly complex solutions in an AI era.
How is demand for services evolving as organisations transition from AI pilots to broader deployment? Services are one of the areas I’m most excited about. We’ve seen as-a-service models take time to build momentum, but that is now changing significantly. Tere are big opportunities for partners to increase deal value,
develop more predictable recurring revenue and build deeper customer relationships. Tere’s also significant momentum around MSPs. Lenovo 360 for MSPs has expanded into UK&I, giving those partners tailored tools, training and incentives to integrate Lenovo solutions into their own managed service offerings. Te opportunity is ultimately about moving from selling
technology to delivering outcomes. Tat’s good for customers and creates a more valuable, sustainable relationship for partners too.
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