Vlad Rozanovich says partners that once only offered Lenovo PCs now offer its infrastructure.

Jeffrey Schwartz

November 28, 2022

7 Slides

The Lenovo 360 unified partner program has already resulted in higher attach rates, according to a top company official. Lenovo partners who have traditionally focused on selling PCs and devices increasingly are also offering the company’s servers and services.

Lenovo 360, launched earlier this year, builds on the company’s new organizational structure, which it created in April 2021. The reorganization created Lenovo’s Intelligent Devices Group (IDG), Infrastructure Solutions Group (ISG) and Solutions and Services Group (SSG).

One of the critical goals of the new organization was to enable the groups to work more effectively together. And that culminated in the launch of Lenovo 360, which aimed to make it more appealing for PC partners to provide offerings from the other groups.


Lenovo’s Vlad Rozanovich

In the quarters since launching the program, Lenovo officials believe that it has achieved its intended results. Vlad Rozanovich, president of Lenovo’s North America international sales organization, explained how Lenovo 360 has accelerated cross-organizational sales.

Lenovo Channel Sales Growth

During its fiscal quarter ending Sept. 30, non-PC products accounted for 37% of revenues. Data center product revenues in North America grew 67% year-on-year, Rozanovich said. He emphasized that customers made the bulk of those transactions through the channel.

“We’ve seen really good results through the channel around our server compute and server storage offerings,” he said.

The Lenovo 360 program played a significant role in that growth, Rozanovich added.

“As part of the Lenovo 360 ‘Better Together’ program that we ran for the channel, one of the things we saw is that one plus one plus one doesn’t necessarily equal three. It could equal 3.3,” he said. “What that means is when we give our channel partners targets of ISG, product, IDG product and SSG products; if they hit all of their metrics, they get accelerators on the overall total amount.”

Other observations from Rozanovich are in the slideshow above.

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About the Author(s)

Jeffrey Schwartz

Jeffrey Schwartz has covered the IT industry for nearly three decades, most recently as editor-in-chief of Redmond magazine and executive editor of Redmond Channel Partner. Prior to that, he held various editing and writing roles at CommunicationsWeek, InternetWeek and VARBusiness (now CRN) magazines, among other publications.

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