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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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What's your strategy for targeting these segments with partners?

Feedback that we heard first-hand at Accelerate and in roundtables with partners was that we needed to align around our mutual goals and objectives. Partners were very clear that, 'Hey, you guys have a world-class portfolio. But in some cases we don't feel like you're aligned with our objectives. And maybe you're not quite as relevant as you should be with our business.' We took that to heart. So we're trying to drive new levels of engagement to become more relevant to them.

Another thing that's part of this transformation is that Lenovo is now in a position to get back to growth and [customer] acquisition. Last year, growth and acquiring new customers were not at the forefront of what we were doing. We're now in a position where we want to reward growth and reward our partners for going out and acquiring new customers, at very high levels. And so we're going to reward them and incentivize them to go out and grow their business across the SMB, large enterprise and K-12 space, and also acquire new customers with us.

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