Lenovo Channel Chief Kinlaw On Life After Chris Frey And The Hyper-Converged Opportunity

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Kinlaw On The Evolution Of Lenovo

Lenovo is challenging legacy hardware vendors who have a massive installed base and loads of loyal customers by partnering with innovative, high-growth software firms like Nutanix, SimpliVity and Nimble.

The evolution of Lenovo's channel program, its strategy for growing in the hyper-converged infrastructure market and its competitive angles on hardware heavyweights like Dell EMC and Hewlett Packard Enterprise are all topics CRN covered in its recent discussion with Lenovo Channel Chief Sammy Kinlaw. CRN contacted Kinlaw following the departure of longtime Lenovo exec and Vice President and General Manager of U.S. Commercial Sales Chris Frey.

Since buying IBM's 'System X' x86 server business in late 2014, Kinlaw said Lenovo has quadrupled the number of partners selling that line. System X is the cornerstone of Lenovo's strategy to push software-defined technology, a data center effort that depends almost entirely upon partners to win accounts and accelerate growth. To that end, Kinlaw is upping Lenovo's incentive game to keep partners in an aggressive frame of mind.

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