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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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New Programs For Systems Integrators And Service Providers

We’re going to build specific programs for systems integrators and service providers. We are actively working on that to make sure that we integrate them in a more specific way that’s more tailored to their needs. That’s going to come in the second half of our fiscal year. Global systems integrators and service provider companies have very specific needs. The way they’re consuming technology these days is very different compared to two years ago. It’s mostly Opex models and all the investments have to be very aligned from the cash-flow point of view. That’s going to be key to our new programs, working closely with systems integrators and service providers.

Our indirect business is currently around 85 percent of our total revenue. It will continue to be in the same position. So indirect is top of mind for me, and I’m excited to be working with new partners on a worldwide basis. That’s why our channel partners are so important because they bring in the vast majority of our revenue.

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