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Q/A – Lenovo’s new channel partner program

Published: May 19th, 2017 By: Glenn Weir

Lenovo

Lenovo launched its Data Centre Program for channel partners on April 1st because it believes in its partners and wants to give them everything they need to have greater success this year and beyond.

For those of you who want to know what the program is all about but don’t want to Google it right now, here’s a quick “cheat sheet” Q/A that covers the major bases for you:

Q: What is Lenovo’s Data Center Partner Program?

A: “It’s a simple, global and lucrative partner program that is uniquely focused on partner growth, customer acquisition, and solutions for the advanced data center,” said Stefan Bockhop, who is responsible for the organization’s comprehensive NA Data Centre Channel business including Distribution, DRC, VAR, and Managed/Cloud Service Providers. “We’re offering a consistent and predictable framework for partners selling data center products and services, with three performance tiers — Silver, Gold, and Platinum. Recognition, rewards, and support resources are commensurate with a partner’s level of commitment and expertise.”

“This is a program where you get out of it what you put into it. For those who work hard and keep their eyes on the prize, the rewards can be huge.”

Q: Why has Lenovo decided to launch the program now?

A: “As the market evolves, differentiators become the big thing,” said Bockhop. “We would have launched a lesser version of the program we ended up launching, much earlier. But we wanted to take our time and come up with something that could break things wide open for our loyal partners.”

“Whatever anyone says about the program, they can’t say it has been slapped together in a haphazard fashion. We put a lot into this program and are happy — but not surprised — to see it take off.”

Q: Are there any requirements? How do partners progress through the program?

A: “You don’t have to have a PhD to figure out our program,” said Bockhop. “Our program is built around two key measurements: annual data centre revenue and competencies measured through Lenovo certifications. Lenovo certifications provide individuals with higher levels of expertise, which enhances their industry reputation. Partner progress from Silver to Gold to Platinum by hitting specific revenue thresholds and by getting more certifications.”

Q: What are some of the benefits partners can enjoy in this program?

A: “The program offers recognition in the form of financial benefits as well as overall relationship support including sales, marketing, and technical resources,” said Bockhop. “As partners progress, they see more in their pocket and get more relationship support.”

“The benefits support overall alignment with Lenovo, and help drive data center growth and customer acquisitions. All partners are eligible for specific bid pricing and SPIFFs, and are encouraged to take advantage of customer acquisition programs including Deal Registration and New Customer Bonus. Additionally, all partners are eligible to receive base rebates on data center products and services.”

“Gold and Platinum partners receive quarterly Partner Development Funds, which enables them to invest back into the business and grow Lenovo data center products. Platinum partners are eligible for exclusive mid-year and annual growth rebates.

Q: Anything you’d like to say to Lenovo partners and people who are on the outside looking in?

A: “To the first group, I just want to say thanks for your loyalty,” said Bockhop. “Keep doing what you’re doing, focus, work hard, and you’re going to reap a nice harvest. To those who have yet to come into the fold, I’d say: if you’re looking for a situation where there are direct links between how hard and how smart you work and how you’re rewarded, then look no further. With validation from our partners — a validation we reciprocate with this program — we’re delivering the very best products to market.”

“We’re Lenovo and we’re moving into an exciting chapter of our story.”

Full details of Lenovo’s new channel partner program can be found here.