Lenovo's Kinlaw On Resolving Issues Created By 'Drastic Change' In The Channel Program, Putting Partners In Position To 'Win Based On Merit'


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Kinlaw On The Record

Starting Oct. 1, Lenovo rolled out a host of changes to its channel program structure, affecting margins on PC products for some VAR partners. Sammy Kinlaw, who serves as the channel chief for Lenovo's North America PC business, said the moves were "difficult" but necessary to make the pricing structure more equitable for all resellers. "I had really to make a drastic change," he said.

The result, Kinlaw said, is that Lenovo has "created an even playing field where every VAR can participate." He sat down with CRN at Lenovo's North American headquarters in Morrisville, N.C., to discuss how Lenovo has worked with partners to adjust to the changes. "Anyone that had an end user that was at risk or in jeopardy, we've listened and worked to make sure we had something that VAR could take to the end user to keep the business," Kinlaw said. "I personally have gone over 200 individual opportunities, and we've resolved every one that's hit my desk."

What follows is a portion of Kinlaw's conversation with CRN.




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