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


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What is changing about Lenovo's channel approach right now?

This stems from the last few months, having spent a lot of time with partners at Accelerate, and at roundtables and in one-on-ones. It's really related to the overall transformation that Lenovo is going through. Lenovo is transforming from a very product-centric company to one that is very focused on customers. The channel transformation is about optimizing everything that we're doing.

One [focus] is optimizing our investments -- everything from our financial investments, our marketing investments, our people investments -- to drive growth and market share across three segments. Those are SMB -- which is still very relevant for us -- as well as the large enterprise space, and also the K-12 customer segment. Those are the three segments that we're going to focus and hone in on with our partners. We're increasing the level of engagement -- engaging our partners with the coverage model that we have, allowing us to be deeper and more strategic with them, and aligning with them across North America.



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