https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Sales & Marketing


Aymar de Lencquesaing president of Lenovo North America

Lenovo Outlines 2015 Ambitions

  • Written by Michael Vizard 1
  • April 28, 2015

At the Lenovo Accelerate 2015 Partner Conference this week the new leadership of the company’s North American operations outlined goals for the next fiscal year that includes 15 percent growth in its PC business and 30 percent growth for its server business.

At the Lenovo Accelerate 2015 Partner Conference this week the new leadership of the company’s North American operations outlined goals for the next fiscal year that includes 15 percent growth in its PC business and 30 percent growth for its server business.

While that might strike some Lenovo channel partners has aggressive, Aymar de Lencquesaing, the new president of Lenovo North America, said those numbers are attainable in part because the launch of Windows 10 will create opportunities to displace PC rivals, while an more open distribution model means that Lenovo will be invited to bid on more server deals.

Overseeing the channel programs that will drive that growth is Sammy Kinlaw, who is now channel chief for North America for Lenovo. Former Lenovo channel chief Chris Frey has been tasked with creating a new high-touch sales organization that will work with Lenovo channel partners specifically to go after business opportunities involving 1,000 or more seats.

In the PC space Lenovo’s share of the market in the United States with 11.6 percent. But de Lencquesaing said there is still plenty of upside to be had by going after the other 89 percent of the market.

Meanwhile, in the wake of acquiring the System X server business from IBM, Lenovo has opened that platform to every major distributor. IBM, in contrast, sold most of its servers either direct or through a limited number of distribution partners.

Lenovo also intends to expand the active number of partners it has in the channel to 13,000 PC partners from 11,000 and 5,000 partners to 3,000 server partners. Obviously, not all those partners will be exclusively committed to Lenovo, so the challenge will be getting more of its partners to lead with its offerings versus rival platforms. To that end, Kinlaw said Lenovo is obsessed with making sure it has the right product configurations available via its distribution partners at the exact moment there is any shift in the market demand.

In addition, Kinlaw noted that Lenovo has one single channel program covering both PC and servers, which reduces any friction involved in selling PC and servers together. In all, the channel now accounts for 89 percent of its sales, according to Lenovo, and the only time the company will take a deal direct is when the end customer absolutely insists on it.

In short, the new North America leadership for Lenovo is calling for exponential growth at rates that can only come at the expense of its arch rivals. Whether Lenovo can achieve that remains to be seen, but with 968 partners in attendance this week, it’s off to a solid start.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Sales & Marketing

Related


  • Target group
    Stratus Technologies Targets VARs with New Partner Program
    Stratus offers two edge computing platforms.
  • COVID-19 pandemic
    How the Pandemic Will Influence Channel Partner Businesses in 2021
    From reshaping workspaces to doing more with less, four trends will dominate operations and sales.
  • Business Diversity
    MSP 501 Profile: Monroy IT Services with a Minority's Perspective on the Channel
    Now that he thinks about it, everything makes perfect sense as to why George Monroy became a business owner.
  • Newcomer
    MSP 501 Newcomer Award: Oosha Limited Comes of Age
    Oosha joined the MSP 501 in a big way this year.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • HPE, Synnex Channel Execs Look Forward to Former Intel CTO Returning as CEO
  • Pax8 Follows Wirehive Acquisition with $96 Million in New Equity Capital
  • Alteryx Chooses Palo Alto Networks Vet to Lead Go-to-Market Plan
  • MSP 501 Profile: DCG Technical Solutions on the Managed Services Pivot

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

Cloud-Based CRM: What SMBs Need to Know about Backup and Recovery

January 19, 2021

Cybersecurity: What to Expect in 2021

January 19, 2021

Help Your Customers Mitigate Malware: Viruses, Worms, and Trojans…Oh My!

January 15, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

How Managed Hosting Providers Thrive with the Alternative Cloud

February 24, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

Backup and recovery is essential for #cloud-based CRMs @ConnectWise #SaaS #dataprotection #cloudbackup #databackup… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

You an #MSSP looking to avoid a #SolarWinds-type breach? @Asigra, @Barracuda, @CynetSystems give advice. Don’t blam… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

What to expect in 2021 @Webroot #cybersecurity #MSP #remoteworkforce #remoteworking #Carbonite… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

From #itautomation to #workfromhome, a look at 2021 trends from @BitTitan. dlvr.it/RqwFZg https://t.co/EkCeJVNAPo

January 19, 2021
ChannelFutures

Are you helping your clients with #cloudgovernance? Now is the time. @CloudSphereAI @fortanix @MontyCloudInc… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

.@StratusAwaysOn announces new #partnerprogram for VARs. #edgecomputing dlvr.it/Rqvrxf https://t.co/vcLw8e4Ob6

January 19, 2021
ChannelFutures

bit.ly/3bSd4nD twitter.com/DigiRobot/stat…

January 19, 2021
ChannelFutures

In the latest 'It's 501 Somewhere', @channelsmart (Janet Schijns) talks about what it takes to be a true leader.… twitter.com/i/web/status/1…

January 18, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X