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CRN Exclusive: Lenovo's Kinlaw On Channel Program Changes, Cost Increases, CDW And The E-Tail Threat To Partners

Lenovo Channel Chief Sammy Kinlaw explains to CRN why the vendor will reduce rebate levels on some PC lines and how that will affect partners.

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When you come out the other side, will you return rebate levels and back-end dollars to where they were?

I want programs that enable growth and drive behavior and get partners to consider me. I do not want programs created that allow for cost-minus pricing. I think cost-minus pricing is not a healthy behavior and it masks the needs of what our end users require to close business. I would rather be more transparent in understanding the real cost to the end user that's needed to close the business rather than working within a model that's cost minus one, two, three. That's not healthy, and to be blunt, that's where we were going and I had to cost correct that.

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