become a lenovo channel partner, win

Emilio GhilardiPresident, Lenovo North America

Different Is BetterWinning in a changing IT worldSammy KinlawNA Channel Chief, Lenovo North America

2

Who We Are

A New Lenovo

Preparing for the Future

The Results

32016 Lenovo Internal. All rights reserved.

A global technology leader with $45b in sales, 55,000 people, and customers in 160+ countries.

3

42016 Lenovo Internal. All rights reserved. 4

Seventh Quarter as Fastest Growing Major PC Vendor

5.4%

7.2%

8.7%

10.5%11.3%

14.4%

FY11

FY12

FY13

FY14

FY16

14.8%

FY17, 3Q*

FY15

5

With Lenovo … The Channel Is First

82%

89%

89%

100%

PUBLIC

CANADA

CORPORATE

FEDERAL

SMB 96%

$101M

2016 LENOVO INTERNAL. ALL RIGHTS RESERVED.

HEALTHCARE 94%

6

CHANNEL Growth by segment

65.1 92.9

365.5 358.4

657.5

963.5

591.5745.4

263.4 236.5

359.9 376.1

454.0

422.51,074.5

1,027.5

0

200

400

600

800

1,000

1,200

1,400

1,600

1,800

2,000

FY'4Q15-3Q16

4Q16-3Q17 4Q15-3Q16 4Q16-3Q17 4Q15-3Q16 4Q16-3Q17 4Q15-3Q16 4Q16-3Q17

$M

T1 Reseller

T2 Reseller

Global

Public Sector

SMB

Corporate

Channel in FY’17 =

$5B

7

608M 637M

2,184M2,352M

4,821M

5,090M

FY16 FY17(est'd) FY16 FY17(est'd) FY16 FY17(est'd)

7

FY'17 RESULTS – REVENUE

Topseller Revenue Total Revenue

↑7.7%TopSeller Revenue YoY

↑5.6%Total Revenue YoY

DCG Revenue

↑4.8%DCG Revenue YoY

88

FY17 Results – Units & Services

Total SystemsTopSeller Systems

2.9M

3.7M

6.0M

6.6M

FY16 FY17(est'd) FY16 FY17(est'd)

61.1M

65.2M

FY16 FY17(est'd)

Services Revenue(PC TS / DCG All)

↑11.0%Total System Units

↑28.3%TopSeller System Units

↑6.7%Services Revenue

9

LENOVO VAR PCG PROGRAM – CY1Q17

TopSeller Rebate 1.5% at $649 or less per unit 2.5% at $650 or above TopSeller System only

$

TopSeller Services 5% on TopSeller PC ServicesLL

Lenovo Leads 5% on NCB 5% on Deal Reg

Lenovo Partner Credit Net 60 for qualified SMB partners

Partner Demo 35% discount Up to 4 units per qtr based on revenue

level

Volume Delegation 4% at qty 5 – 1,000 Select TopSeller systems, options$$

* All the numbers are strictly for reference only; the final rebate amounts are subject to the terms and conditions in Program Letters** Program Rebates are subject to changes from quarter to quarter

Base

Acq

uisitio

nR

elation

ship

PREMIUM PRODUCTS2.

4.KEY VERTICALS

1.CLIENT GROWTH

3.DATACENTER GROWTH

5.SERVICES


Winning with the Lenovo DCG Channel Strategy

Next Gen

Innovation

Cloud

Big Data

Analytics

Oil Exploration

Cure Research

Exploring the Universe

Foundational IT

Servers,Storage,

Networking

+Ecosystem


Channel Certifications

Enhance partner’s understanding of Lenovo’s DCG portfolio

Provides platform to assist partner in meeting customer’s needs

Available Now:

• Lenovo Certified Data Center Sales Professional

• Lenovo Certified Data Center Technical Sales Professional

Certification Exams for Storage & Server in calendar Q2

Partner Accreditations

Tiered partner program aligning investment w/ benefit

• (Authorized, Gold, Platinum)

Simple Compliance Requirements

• Competency, Revenue Clip

Simple Spend & Partner Benefits

• Earning Potential, Resource Alignment, MDF

Strategic DCG Plans in Process


NA DCG Channel Tiering Program – April Launch

Platinum

Gold

Authorized

Channel Tiering Program

• Multiple Tiers

• Revenue & Certification Requirements By Tier

• Differentiated Coverage, Program, & Enablement Benefits

Requirements

14

ACTIONS TO DIFFERENTIATE IN 2017

One Lenovo! New Routes /

New Customers!

Customer

Experience!

15

Accelerate 2017

• April 24-26, 2017 at Swan and Dolphin Resort in Orlando, FL

• Key features and topics:– Product showcase

– General session(s) & Breakout tracks

– Evening networking events

– Partner certification review class

– Hands-on server training

– New product announcements & channel programs

• Register Today!

• www.lenovopartnernetwork.com/accelerate

become a lenovo channel partner, win

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