Lenovo is one of the best companies in the field of computers and laptops, but it is still the most challenging in the data center business. Here DACH Vice President and General Manager Mirco Krebs sees “room for improvement,” summarizing it in front of 170 good Lenovo partners at Channel Kickoff 2022 at the Thurn und Taxis Palais in Frankfurt.
In order to place the data center business on a broader partner base, one at Lenovo wants system homes, which has so far mainly sold personal computers and laptops to the group, as well as to data centers. Sales Director Oliver Rootsey acknowledged that “only one-fifth of our PC vendors are active in the data center”. Now he wants to make more technical resources available to drive this cross-selling approach, which goes with the tagline “it could also be a little bit more,” Routsi explains. On the partner side, where, according to Rootsey, there has now been a significant increase in knowledge, and on the customer side, where the demand for a range of solutions has increased, it is now time for more cross-sell.
The Frankfurt Thurn und Taxis Palais provides the right setup for the Lenovo Channel Kickoff 2022.
True to the motto of “No cake is also a small solution,” Dieter Stehle (Lenovo) and Tom Dreger (Ingram Micro) handle the solution business.
Networking between and after sessions: Intense discussions take place in the inner courtyard of the palace.
Jens Winter (Lenovo) is happy to visit Jens Ehrentreich (Atos) of the same name.
Segments should not be missing either. Nobody has to come home hungry!
New Lenovo member Frank Kosetza (left) is already active on the partner front with teammate Andrei Rolsky (left) at Thomas Dunker and Frank Thiede (both WeCanDoProjects).
Drums are part of the business – also at Lenovo!
Stefan Zibell and Andre Kröger (both Bytec) discuss the intricacies of Lenovo distribution with Thomas Wolff (Lenovo).
In addition to a lot of specialized information, there is also a lot of entertainment.
Oliver Rootsey (Lenovo) and Armin Weiler (ChannelPartner) with a beer after work.
Netgo is located in Frankfurt with Khurram Butt and Marco Marra.
“There were more adornments” (Loriott). This is not the case for Lenovo!
A warm applause from the participants in the launch of the successful event.
Nadia Stahlberg of Grover Group and Chelsea Mensah have a comfortable ending to starting the Lenovo channel.
His colleague and data center specialist Dieter Stehl, general manager of Lenovo Infrastructure Group DACH’s Infrastructure Solutions Group, also combats concerns that more managed services business could lead to customers losing a direct sales channel. “We won’t get you out of the deal, you can count on us,” Stehle promises. All clients remained indirect though managed services.
Preparing teams for vertical markets is another part of Lenovo’s strategy, which has been given to channel launch partners in the major capital. In order to better support partners in the development of niche sectors, specialists from the respective markets should be involved in these teams. “These are colleagues who speak the same language as customers,” DACH President Krebs explains. He particularly sees great potential in the health care system, which is considered “to be behind in this country in terms of digitization”.
In addition to these positioning, Lenovo management had other innovations with them at the Partner Conference: Claus Appelt, a new head of channel sales, was introduced. It complements and strengthens existing sales structures. Appelt is an expert at Lenovo and was already active in the earlier structures, which at that time were owned by IBM. Lenovo has managed to gain another “old hand” for the Northeast region: Major ex-sales director Frank Quasnitza will strengthen Lenovo’s sales team going forward.
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