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Lenovo’s Steve Biondi On Winning Dell, HPE Partner Mindshare

‘Are there challenges within the partner community saying that other vendors take deals direct and are a little unpredictable? Yes, that’s real. For Lenovo, that’s not,’ says Lenovo’s North American channel chief Steve Biondi.

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Why are partners picking Lenovo over HPE and Dell?

We’re growing our Platinum partner base by almost 50 percent in one quarter. Why is that happening? Our supply chain is better, we now have a program that’s a lot more meaningful that shows them how they can make money by selling with us, a next-level support strategy and coverage model -- our plan is working. The things we put in place in our first calendar quarter are working.

We’re getting a lot more surgical about getting partners who can help us in major cities where we don’t have many partners. We’re getting partners to help us with different solution offerings like storage, etc. The growth that we’re seeing now is by design. That’s working out for us. We’re moving a lot of that acquisition conversation back to our distribution partners. We’re going to continue to see the kind of growth we’ve already seen in one quarter for the balance of our year in terms of growth in our partner program.

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