Lenovo Wants Euro Partners to Target Midmarket

Editor’s note:  As part of our special editorial partnership, Channelnomics is publishing this recent article from CRN in the UK.

Lenovo Group Ltd. is piloting a dedicated mid-market partner program with 15 UK resellers.

The effort, which includes the promise of a two-hour SLA turnaround on opportunities and dedicated account management, is designed to help partners target business among firms with 100 to 999 seats.

Under the program, stock will be available from distribution for immediate delivery, while tiered discounts based on volumes – including options and services – have also been introduced. “Seeding units” will also be available at discounted rates, with partners also benefiting from lead generation, marketing and preferential financing terms, Lenovo said.

Lenovo has risen rapidly from relative obscurity to the peak of the PC market since it bought IBM’s PC business in 2005. It currently sits in third place in the UK PC market, on 10.8 percent market share, according to IDC Corp.

Darren Phelps, Lenovo’s director of channel and SMB UK and Ireland, said: “There is a huge opportunity for our partners with mid-market businesses but they need the tools to be able to convert leads into real business.

“By simplifying and accelerating our mid-market process, partners stand to win significantly.”

Lenovo said there are an estimated 20,000 mid-market firms in the UK.

Paul Barlow, managing director of Lenovo partner Servium, said: “The mid-market is where the growth is and this is an example of Lenovo trying to further penetrate the market.”

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