4P Power Hour – DCG Services

2016 Lenovo

Kelly Bowen

1.18.2017

2 2016 Lenovo

Services Inclusion in Channel Programs for Q4 FY17

Benefits $ Personal Computing Group Data Center Group

Company Rebates

Topseller Client Rebate 1.5% | 2.5% Service Rebate 5% Volume Delegation 4%

DCG Rebate 2.5% Service Rebate 5%

Individual Seller Incentives

SMB Reseller SPIFF $10K Max / QTR

SMB Reseller SPIFF $10K Max / QTR

Acquisition Rewards

New Customer Bonus 5% Deal Registration 5%

New Customer Bonus 10% Deal Registration 8%

Investments

Partner Credit 60 Days 0% Interest Partner Demo Program 35% Off

Partner Credit 60 Days 0% Interest Partner Demo Program 50% Off

3

Growing Services Revenue w/Partner Sold Partner Delivered

Program Construct: 1. Become a Lenovo DCG Authorized Service Provider

2. Sell and Deliver Lenovo DCG Maintenance Services

3. Receive significant incentives and benefits

Program Benefits: 1. Accelerated revenue and profit with Lenovo services!

2. Earned rebates from dollar one

3. Simple structure

Example using System x3650M5 5462ECU and

DCG Service upgrade 7x24x4 00WW500 Benefit

List Price $3,649

Entitled Price $3,196 12.42%

Enterprise Rebate $80

Services Rebate $32

New Customer Bonus $320

Partner Delivered Services Rebate $190

Total Incentives $621 19.42%

Total Partner Margin Dollars $1,074 29.43%

Total SPIFs $135

Complements all

current Lenovo channel

incentives creating

more profit opportunity

than ever!

4

How Partner Sold Partner Delivered Works • Eligible T2 Reseller ASP partners earn rebates on Lenovo DCG Maintenance Services

– All standard DCG maintenance portfolio offerings sold by part numbers or contract

– Paid through channel backend rebate process

– Partners must meet a $50K minimum revenue requirement over pasts 4 quarters in HW/SVC

– Partners must register and activate services with end user customer information

– Partners commit to performing repairs for registered services

• Partners also earn ASP claim rebates – no changes to ASP program

• Partners will earn a 30% backend rebate on DCG Maintenance Services sold

– Excluding Special Bids which are not eligible for rebate

• Program revenue counts for all other standard incentive programs

– Margin opportunity for partner is stacked

- Sales Rebate

- Revenue and profit incentives

- ASP claim payments and performance bonuses

• Launched October 1, 2016

BAU

5

New! DCG Hardware Installation Services

Announced October 1st

Current sales 1-2% attach; industry average 60%

‒ Target: 10% attach rate on Hardware Install in second half FY17

Simple to sell!

1. Sell as standard part number

2. Send partner/customer the checklist to fill out

Highly Profitable Offer: 30% off BP1 vs. 20% standard BP1

5% Rebate on DCG

2.5% Rebate on DCG Services

Total: 37.5% AND counts for all partner programs

‒ PoX customers get additional 7.5% Rebate

DCG TopSeller Services United States

7 Download the latest TopSeller Guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG TopSeller Quick Reference Guide

LENOVO TOPSELLER

System x Services [ 1 OF 1 ]

Compatibility Base Warranty Recommendation Part Number Term Onsite 24x7x4HR YourDrive YourData

ESS MultiOS ESS MutliApps List

x3500 M5 x3550 M5 x3650 M5 x240 M5

(MT: 5464, 8869 8871, 9532)

3 Year Onsite

Good 01JY247 3 Years $1499.00

Better 01JY248 4 Years $2199.00

Best 01JY249 5 Years $2999.00

Good 01JY250 3 Years $999.00

Better 01JY251 4 Years $1299.00

Best 01JY252 5 Years $1599.00

x3250 M6 (MT: 3633)

3 Year Onsite

Good 01KC274 3 Years $399.00

Better 01KC275 4 Years $599.00

Best 01KC276 5 Years $699.00

x3250 M6 x3100 M5

3 Year Onsite 1 Year Onsite

Good 01KC277 3 Years $1,479.00

Better 01KC278 4 Years $1,909.00

Best 01KC279 5 Years $2,329.00

x3100 M5 (MT: 5457)

1 Year Onsite

Good 01KC280 3 Years $299.00

Better 01KC281 4 Years $499.00

Best 01KC282 5 Years $599.00

8 Download the latest TopSeller Guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG TopSeller Quick Reference Guide

LENOVO TOPSELLER

ThinkServer Services [ 1 OF 1 ]

Compatibility Base Warranty Recommendation Part Number Term Onsite NBD Keep Your Drive Priority Support

Onsite 24x7x4HR ESS MultiOS & Apps List

RD350 RD450 RD550 RD650 TD350

(MT: 70CV, 70CX, 70D0, 70D2, 70D4, 70D6, 70D8, 70DA, 70DC, 70DE, 70DG, 70DJ, 70DL, 70DN, 70DR,

70DV)

3 Year Onsite

Better 5PS0K84989 4 Years $399.00

Best 5PS0K85000 5 Years $799.00

Good 5PS0K84995 3 Years $599.00

Better 5PS0K84994 4 Years $899.00

Best 5PS0K84993 5 Years $1299.00

Good 5MS0M36137 3 Years $1749.00

Better 5MS0M36141 4 Years $2249.00

Best 5MS0M36136 5 Years $2759.00

RS140 RS160 TS140 TS150 TS440

(MT:70A4, 70A5, 70AN, 7AQ, 70F3, 70F9, 70TG,

70LV )

1 Year Onsite

Better 5PS0K84982 3 Years $229.00

Best 5PS0K84996 4 Years $349.00

Good 5PS0K84983 3 Years $399.00

Better 5PS0K84986 4 Years $599.00

Best 5PS0K84985 5 Years $799.00

Good 5MS0M36138 3 Years $1479.00

Better 5MS0M36140 4 Years $1909.00

Best 5MS0M36139 5 Years $2329.00

DCG TopSeller Services Canada

10 Download the latest TopSeller Guide at www.lenovopartnernetwork.com/ca/topsellerguide Canada | DCG TopSeller Quick Reference Guide

LENOVO TOPSELLER

System x Services [ 1 OF 1 ]

Compatibility Base Warranty Recommendation Part Number Term Onsite 24x7x4HR YourDrive YourData

ESS MultiOS ESS MutliApps List

x3500 M5 x3550 M5 x3650 M5 x240 M5

(MT: 5464, 8869 8871, 9532)

3 Year Onsite

Good 01JY253 3 Years $2099.00

Better 01JY254 4 Years $3399.00

Best 01JY255 5 Years $4599.00

Good 01JY256 3 Years $1499.00

Better 01JY257 4 Years $1799.00

Best 01JY258 5 Years $2099.00

x3250 M6 (MT: 3633)

3 Year Onsite

Good 01KC286 3 Years $499.00

Better 01KC287 4 Years $799.00

Best 01KC288 5 Years $999.00

x3250 M6 x3100 M5

3 Year Onsite 1 Year Onsite

Good 01KC295 3 Years $2279.00

Better 01KC296 4 Years $2929.00

Best 01KC297 5 Years $35799.00

x3100 M5 (MT: 5457)

1 Year Onsite

Good 01KC289 3 Years $299.00

Better 01KC290 4 Years $499.00

Best 01KC291 5 Years $699.00

11 Download the latest TopSeller Guide at www.lenovopartnernetwork.com/ca/topsellerguide Canada | DCG TopSeller Quick Reference Guide

LENOVO TOPSELLER

ThinkServer Services [ 1 OF 1 ]

Compatibility Base Warranty Reccomendation Part Number Term Onsite NBD

Keep Your Drive

Priority Support

Onsite 24x7x4HR ESS MultiOS & Apps List

RD350 RD450 RD550 RD650 TD350

(MT: 70CV, 70CX, 70D0, 70D2, 70D4, 70D6, 70D8, 70DA, 70DC, 70DE, 70DG, 70DJ, 70DL, 70DN, 70DR,

70DV)

3 Year Onsite

Better 5PS0K84989 4 Years $399.00

Best 5PS0K85000 5 Years $799.00

Good 5PS0K84995 3 Years $599.00

Better 5PS0K84994 4 Years $899.00

Best 5PS0K84993 5 Years $1299.00

Good 5MS0M36137 3 Years $2689.00

Better 5MS0M36141 4 Years $3459.00

Best 5MS0M36136 5 Years $4239.00

RS140 RS160 TS140 TS150 TS440

(MT:70A4, 70A5, 70AN, 7AQ, 70F3, 70F9, 70TG,

70LV )

1 Year Onsite

Better 5PS0K84982 3 Years $229.00

Best 5PS0K84996 4 Years $349.00

Good 5PS0K84983 3 Years $399.00

Better 5PS0K84986 4 Years $599.00

Best 5PS0K84985 5 Years $799.00

Good 5MS0M36138 3 Years $2279.00

Better 5MS0M36140 4 Years $2929.00

Best 5MS0M36139 5 Years $3579.00