The channel is rapidly evolving. With software-defined and cloud-based solutions increasingly taking centre stage, many resellers are in the process of rediscovering where their value proposition lies.
It has undoubtedly become a tougher space to operate in. More and more manufacturers are now adopting a direct sales approach, while just a handful of global resellers force many of the midmarket players out of the picture.
But behind every cloud is a data centre and behind every data centre is a thousand end-users – all demanding state of the art hardware. There is plenty of money to be made, but if you are going to succeed in the PC and server game, you need to adopt a best of breed approach.
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Exception to the rule
The PC market is shrinking. The most recent figures from Gartner found that worldwide PC shipments totalled 73.7 million units in the third quarter of 2015, a 7.7 percent decline from the third quarter of 2014. There is one vendor, however, that has proven to be the exception to the rule.
Lenovo might not be the first manufacturer to come to mind when looking for a channel partner, but more than 95 percent of its business in EMEA is done via the channel.
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Lenovo also leads the field in worldwide PC shipments and has been the fastest growing major PC company for more than four consecutive years, taking a 20.3 percent share of the PC market according to Gartner’s latest figures, leaving HP, Dell and Apple in its wake. It is the number one PC company on the planet for the enterprise and public sector and it manufacturers one of the best known and most popular notebooks in the world – the ThinkPad.
But it isn’t just PCs and workstations that Lenovo sells. Last year, the manufacturer bought IBM’s x86 server business, instantly making it the number three provider of x86-based server hardware, software and services in the world.
If you’re in the business of reselling PCs, notebooks or servers, the breadth of Lenovo’s portfolio it unmatched. It’s that simple.
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A well-considered channel programme
Underwriting this world-class portfolio of products is a remarkably well-thought-out partner programme enabling resellers to maximise their revenue and find new customers.
Lenovo has paid a great deal of attention to its channel programme, ensuring that its partners have access to the tools and resources needed to maximise sales. As a Lenovo Business Partner, you don’t just get a folder with a handful of generic marketing assets; you get the full weight of Lenovo’s marketing power right behind you.
The Lenovo One Channel Partner Programme with its new portal www.lenovopartner.com is a powerful collection of sales access and marketing tools. From product configurators, online bid tool, lead programme, campaign guides and promotions to logos, videos and other marketing collateral, including a new co-branding tool to create individual marketing assets, lenovopartner.com is a one-stop shop, designed to help your business get the most out of Lenovo’s portfolio.
Start small, think big
Unlike many other partner programmes, Lenovo doesn’t have unattainable entry requirements.
There are three membership levels: Member, Premium and Gold Partner. There is no benchmark to become an entry-level partner. Simply fill in the form and wait for approval. All Member-level partners have access to exactly the same marketing and technical support as the higher levels. And even entry-level partners have the chance to earn quarterly rebates and grow their business.
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As the business grows, the premium levels offer access to highly competitive rebates, as well as a host of other benefits, from sales support to advanced product training and demo units.
Now is a great time to join Lenovo’s partner programme as the PC maker is giving away ten VIP tickets to a race weekend in Monaco. The trip includes tickets to the 2016 Monaco Grand Prix for both qualifying and race days, with all-inclusive hospitality, food and open bar for both days. There are also 100 Yoga Tablet 2s!