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Lenovo Channel Chief Cato On Increasing Rebates, MDF And Sales Alignment To Get Back Into 'Growth Mode'

Rob Cato tells CRN that Lenovo is looking to pick up the pace on adding new customers with a series of moves aimed at 'channel transformation.'

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'Channel Transformation' At Lenovo

Following an overhaul to Lenovo's channel compensation program last fall that hurt profitability for many partners, company executives pledged at the Accelerate 2018 conference in May to make partner-friendly changes as a way to spark growth in the Lenovo PC business.

Now, CRN has learned more details on the changes from Rob Cato, Lenovo's channel chief for its North American PC and smart devices business. "Last year, growth and acquiring new customers were not at the forefront of what we were doing," Cato said in an interview with CRN. "We're now in a position where we want to reward growth and reward our partners for going out and acquiring new customers."

What follows is an edited portion of the conversation.

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