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Lenovo North America Interim President On Keeping Business From HP And Dell, Smart Office, And The 'High-Margin' Opportunity In Workstations

In the wake of a major pricing change on PC products, interim Lenovo North America President Christian Teismann says the company hasn't been losing channel-generated business.

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Regarding the changes in October, what was your thinking for why those were needed?

I believe we wanted to achieve two major things. One is predictability, in terms of what the margin opportunity really is for partners, and also for us to really have the right pricing approach with the channel and also to the end customer. And second, I believe it is also some simplification that we wanted to drive. And quite frankly, in some cases we felt it was not entirely balanced between how the channel programs were rewarding [partners], in terms of the results they were ultimately driving. So that's why I asked the team to take a look at this, and created a new channel program structure that I believe is improving on the number of areas significantly, in terms of earning opportunities. But it also is balancing a little bit more on other ones. I believe, combined with additional growth initiatives that we are driving together with the channel, where we are very tailored with the channel partners on driving joint investments into the market for joint share growth, I think it's a better balance structure.

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