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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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And rebates are going down?

How do we respond as a manufacturer that's going to be viable and have funding to continue investing in people and locations and coverage and in technology? We've had to look at all variables, and that includes anything that comprises controllable costs, or whatever makes up expense models. We took a step back and looked at all our design plans for programs. I would not say the changes we have made are drastic, but I will say we are making changes. We are making changes to pay more for things like workstation. We are making the opportunity available for partners who have specific capabilities and interests to grow verticals, and we're continuing to pay more for acquisition and breadth for distributors who can help us reach new markets and for our larger partners like CDW who can help us reach a new type of end user. So we've restructured somewhat.

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