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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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What is Lenovo’s market differentiation around data center as-a-service versus Dell Technologies Cloud or HPE GreenLake?

The success of the competition’s strategy right now has been lackluster. I think the approach we’re going to take here is, I’m going to do three things really well, then the next three things, then the next three things, etc. We have an amazing market position compared to our PC counterparts. Is there a way to come to market together and approach an as-a-service consumption model different from our competition? The answer to that is ‘yes’. I know some of our competition play in both camps as well, but from a deployment standpoint, we benefit from our channel-first mentally now. What it means to us is any deal we find, we give to the partner. So ever single net new deal, unless the customer mandates they want to go direct – which doesn’t happen very often – we give to the channel.

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