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Lenovo’s New Global Channel Chief: 5 New Programs, Tools And Initiatives Ahead

‘We’re simplifying the TruScale as-a-service contracts for partners, simplifying the financial models by making it a lot easier to understand and to make projections,” says Lenovo’s new global channel chief, Jose Luis Fernandez, in an interview with CRN.

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How Lenovo’s New Channel Leader Plans To Boost Partner Sales

Lenovo’s new data center global channel chief, Jose Luis Fernandez, has bold plans in store to drive more sales opportunities and channel synergies through new joint architectures, systems integrator and service provider programs, and bringing best-of-breed practices from each geography to its global partner community.

“We are building joint architectures in a couple of fields. There’s a remote virtualization tool that’s being developed in partnership with both business units—our Data Center Group and Intelligent Devices Group,” said Fernandez in an interview with CRN. “It’s an opportunity for some of our channel partners to join and participate through professional services as well as their own professional services.”

Fernandez held top sales and channel executive positions at Cisco Systems, Hewlett-Packard and Arista Networks before becoming president of Lenovo’s Data Center Group for Latin America and the Caribbean in 2018. He recently took over the global channel chief role after the departure of Nicole Roskill.

On the data center side, Lenovo channel partners account for 85 percent of the company’s total revenue, with no plans of that changing, according to Fernandez. “Indirect is top of mind for me, and I’m excited to be working with new partners on a worldwide basis,” he said.

In the interview, Fernandez details five new initiatives, programs and tools he is bringing to the Lenovo data center table.

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