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Lenovo ups the partner ante

Lenovo ups the partner ante

Tweaks staff resources and lead generation programs to help the vendor engage with partners on a SMB level

Lenovo is increasing its channel focus with tweaks to staff distribution and marketing programs.

Lenovo senior vice-president of mature markets, Milko van Duijl said the need to address more customers in the SMB space was only possible with significant channel assistance.

“We’ve doubled our channel teams in the region, and increased channel headcount in Western Australia, NSW, South Australia and New Zealand,” van Duijl said.

“We have to be careful about bringing on new staff in the economic climate, but through a reallocation of staff, and the central campaigns we’re now running acts as virtual headcount from our partners’ perspective.”

The staff relocation was completed early this year, and is being used to assist partners with sales support and to improve the vendor’s value proposition.

van Duijl claimed with the vendor running a number of successful higher-profile campaigns in its western European mature markets, the time had come to offer a localised version, as Lenovo had previously run lower scale campaigns around lead generation and support for lead closure.

“We’ve run 12 such campaigns in western Europe, on a quarterly basis,” he said. “We’re pulling together the campaigns here to be more ‘professional’ in presentation and picking the right products to run with it.

“The idea is that if we pass on an increased number of leads and support or partners when closing deals, then we become consistent and sustainable for them.”


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