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Lenovo Unveils New Partner Services Program

PC manufacturer Lenovo has introduced a new Partner Services Program to expand U.S. partners offerings and accelerate their sales cycle. Effective immediately, all partners have access to improved incentives, and a range of new support services and resources, including a Service Support Center to field partner questions.

The move comes just days after the company promoted Chris Frey from acting head of North America channel sales to the post permanently. Frey fills the spot left after the former company channel chief, Stephen DiFranco, moved over to Hewlett Packard, building on his track record of growing partner-driven revenues.

Weve created a robust portfolio of service offerings covering the entire lifecycle of the PC, from deployment to maintenance to recycling at the end of life, said Peter Bartolotta, senior vice president, Global Services at Lenovo. Weve always given partners the flexibility to pick and choose which Lenovo services best fit their needs, and now were rewarding them for helping to grow priority services.

The primary new benefits start with a new influencer program, dubbed the Performance Incentive Program, which enables resellers to pick up to 10 additional discount pints on their standard discount received for selling Lenovo Priority Support, offering direct access to high-level technicians who handle break/fix warranty issues. Resellers can also add to their potential profit base by bundling an onsite upgrade or ThinkPad Protection for more risk-averse customers.

The program also rewards resellers with broader company portfolio that include data protection and lifecycle services. Influencer Program resellers offering Online Data Backup Enterprise Edition (from a secure off-site storage location), Deployment Services (customized services ranging from migration planning and factory integration to delivery and installation), Imaging Services (which develop, manage and maintain several images across multiple platforms, network drivers and business applications) and Asset Recovery Services (for de-installation, secure data wiping and recycling and refurbishment) stand to earn between 7 and 12 percent of the invoice cost, at the time of the sale or when customers re-up for these services.

The other centerpiece of the program is the Lenovo Services Sales Support Center, a single point-of-contact center that handles resellers sales teams questions on Lenovo products through chat. E-mail and phone support is on the way. The company is offering additional quick reference sheets for different series, part numbers and common issues, as well as new data syndication services.


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