Lenovo's North American President Jay Parker Talks Channel

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What is the most exciting aspect of the Lenovo channel right now?

I'd say the biggest thing we are doing right now is hand-to-hand combat. The idea is this: A lot of companies come to partners and they talk about making money with programs and not about the technology. The partners are forced to be program jockeys. We see this as a gap at the seller level.

So we have done a tremendous amount of training and have developed what we call combat kits. These are kits with Lenovo products in them. This gives partners access to new technologies like Helix and Twist and Tablet 2.

Now Lenovo partners can give their customers something to touch and feel. That helps them tell the Lenovo story. It's important to make sure our partners aren't just program jockeys.


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