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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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With virtual sales and marketing being key during COVID-19, can you provide some information on Lenovo’s upcoming new partner portal?

The portal allows you to have different personas. Today in our competition’s portal, you’d log in and then have to navigate your way to the things that you wanted, commensurate with what you are trying to accomplish, etc. Our new platform can say, ‘Oh he’s a sales guy. He needs access to all the sales material – how to build pitches, how to get pricing, how to ensure deal registration and sales-oriented stuff.’ On the other hand, ‘This person is running all the marketing. So we’re going to have a persona for her to do marketing. That means she has access to all the marketing collateral, all the marketing campaigns, where are the press points that we can apply, etc.’ So having a clear path for people when they log into this thing is really meaningful. So up to date pricing and all the stuff you would expect. This is a big investment for us.

Is the portal just for Lenovo data center partners or for partners on the device side as well?

It’s not just the data center group. It’s going to be a single platform for both partners that sell DCG and the device side of the house as well. So the partners that sell both will have one platform. They’ll get up-to-date pricing on all this stuff. The same kind of market intelligence information and the same kind of pitch presentation, all in one place. You’re not having to hunt around for it. We want to show our partners and other partners in the fray, it’s all about them. We want them to have an easy experience. We think we’re the easiest vendor to do business with. We think partners can make the most money dealing with us and we have the solutions that satisfy customers more than anybody.  

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