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Ashish Sikka is One Lenovo Channel Head & Director- SMB, Lenovo India. Here he tells us about the new channel interaction system of Lenovo.
How does Lenovo 360 help Channel partners?
Ashish Sikka - As part of Lenovo’s channel-first strategy, we work closely with our partners and encourage them to participate across the I.T. value chain from devices, infrastructure to services. Many small businesses and large enterprises alike are increasingly moving toward the “Everything-as-a-Service” model. Lenovo 360 equip partners with assets and a portfolio that reflects the full spectrum of customer needs from device to infrastructure, to services, and beyond. Through the new framework, partners will be able to sell and customize solutions with Lenovo’s consolidated as-a-Service offerings under the TruScale brand. We’ll have experts who will work with our partners on building a complimentary service delivery model via the Lenovo 360 ecosystem. In India, partners can already start to sell as-a-service solutions, such as Device-as-a-service. We intend to add more tools over time to help partners sell more as-a-service offerings.
How has been the response of partners towards Lenovo 360?
Ashish Sikka - Lenovo 360 will be available in early 2022. However, many of our partners are selling either devices or infrastructure, and we see an opportunity to help them sell across a suite of IT solutions and attached services.
We had previously introduced a few programmes that take a step towards a solutions-based approach and were well-received by our partners. One of the programs rolled out was ‘Better Together’ in AP, which combines the scale and reach of our IDG channel partners with the innovative portfolio of ISG. Over the past six months, we’ve seen close to 200 partners working with more than one business group to harvest new opportunities through the program.
What kind of training programmes does Lenovo have to help its partners stay updated with the latest partner programmes of Lenovo?
Ashish Sikka - Designed for partners selling across the Lenovo portfolio from traditional hardware, infrastructure to services, Lenovo Partner Hub provides a single access point to tools, resources and intelligent, personalized information that is most relevant to the partner’s needs, geographic markets and past history.
The new global framework Lenovo 360 will equip channel partners with resources and tools to grow their business and increase their earning potential. Channel partners will have access to global experts in as-a-Service and subject matter experts to build vertical-based solutions such as healthcare and education, along with important areas such as ESG (environment, social, and governance). Our programs will help partners sell or up-sell solutions and services.
Can the partners grow their business by using Lenovo 360?
Ashish Sikka - Lenovo 360 places channel partners in the strongest position to address market trends and meet their customers’ needs. Our most successful partners are those who have been able to diversify their portfolio fast so they’re not strictly selling purely devices or infrastructure. Through Lenovo 360, partners will be able to increase their earning potential by selling or up-selling solutions and services beyond their existing portfolio.