Lenovo Poised To Loosen Old IBM Conditions

Lenovo has begun telling some solution providers about its plans, which include giving them greater ability to sign off on special pricing and eliminating layers of bureaucracy that existed under IBM&s control.

“They&re taking the gloves off and are looking at everything as a brand-new company,” said Joe Vaught, vice president and COO of PCPC, a Houston-based solution provider and Lenovo partner. A member of Lenovo&s channel advisory board, Vaught said executives of the Purchase, N.Y.-based vendor began explaining some proposed new terms and conditions earlier this month.

“They are trying to take only the good from IBM,” Vaught said. “There is a lot of luggage they just jettisoned—most of the red tape of doing business.” Last week, Lenovo executives were slated to meet with other top channel executives, including John Edwardson, CEO of CDW.

Mark Enzweiler, Lenovo&s vice president of worldwide channel strategy and sales, stopped short of spelling out many of the details of the company&s soon-to-be-announced terms and conditions. But, he said, “We will absolutely be easier to do business with.”

Enzweiler said Lenovo has been fashioning a channel program based largely on feedback executives received from solution providers after spending the past several months in extensive discussions with channel partners. Enzweiler said he will meet with Lenovo&s senior executive team this week to lay out details of the proposed channel terms and conditions.

“You&ll see two to three weeks after that, we&ll be much more aggressive in the channel,” Enzweiler said.