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HPC Workshop September 13th-14th
William Burns – [email protected]
Director, DCG Channel EMEA
Helping your customers
to build
the FUTURE READY - Data Center
2
A WORLD OF ESCALATING THREATS…AND
OPPORTUNITIES
Digital
adoption
IoT
“WannaCry”
3
Lenovo Vision – “Most Trusted” Data Center Provider
Open & Flexible
Purpose-driven
Innovation
Great Customer
Experience
No profit pools to protect
Partnering for customer benefit
Proven through references
2017 Lenovo Internal. All rights reserved.
4
Channel is “the” route to market
Core today and critical for tomorrow
You are key to expanding our reach
We will be easier to do business with
Create Opportunities together, not compete
Goal is mutual growth in revenue and profit
DCG Channel Principles
4
Lenovo is a channel first company
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Committed to Growth
5 2016 Lenovo Internal. All rights reserved. 5
Enhanced partner training & certification programs
Achieve highest quality & reliability in industry
Improved partner experience with enhanced tools
Attractive Incentive programs with focus on growth
Improved Channel Coverage & Specialisation
Investing in Your Success in 2017
6 6
Channel Programs
7 7 2017 Lenovo Internal. All rights reserved.
Lenovo is investing in our business partner’s success –
empowering their growth with systems and solutions their
customers and SI’s want
New common WW Tier naming
Simplified 3-Tier Program Design
Full specialization of PC & DCG programs
Accelerators for Solution & Services Sales (Platinum & Gold)
Launched in EMEA July 1st,2017
Incremental Benefits for Certified Partners
New in 2017 Lenovo Partner Engage Program
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Reseller Program Enhancements
Key elements
Separation of DCG and PC Schemes
Enhanced All products rebate gives better predictability of earnings
Incremental rebate for YOY growth
Accelerated rewards for solutions sales and services attach
LEAP rebate paid on total revenue rewards skills investment
2017 LENOVO ALL RIGHTS RESERVED
Coming Soon
9 2017 Lenovo Internal. All rights reserved.
Distributor Program Enhancements
Key elements
Targeted TopSeller SO & incremental SI rebate accelerator
Enhanced incentives for high-end products & Solutions
incl. Nutanix / SAP Hana / DataCore / SDS
CDI - activation bonus per reseller per month w/ new Quarterly
accelerator
10 10
Make selling with Lenovo Easy And Profitable!
11 2016 Lenovo Internal. All rights reserved.
LEAP 2017 – Refreshed Training & Increased Rewards
LEAP Enterprise
Partner for Business
Partner Firms
Have your company recognized
and rewarded for your investment
in solution selling with Lenovo
Data Center solutions.
Participants are rewarded with
richer incentives and a broad
portfolio of education, technical,
marketing and collaboration
benefits.
LEAP Specialist for
BP Sales and
Technical Teams
Get paid more for your Lenovo
sales by participating in Lenovo
partner training. Lenovo offers a
wealth of online tools and
resources specially for you, our
valued Business Partners.
• Refreshed Training for
April 1st
• Enhanced rewards with
Alliance partners • VMWare
• Intel
• Storage
• Eaton, Emerson…
• Improved access via
LPC
• Simplified LEAP
Enterprise Partner
qualification (coming
soon)
Lenovo LEAP
Certification
Equip your teams with the skills
and advance technical
capabilities to effectively sell
Lenovo Data Center Solutions
through Lenovo LEAP
Certification.
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LEAP - How to enroll
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How do I access LEAP… Sign up for LEAP… Get up to speed on LEAP…
Register your company on
LenovoPartner.com and log in with your
LenovoPartner.com user details, then go
to ‘Programmes and Trainings’/ ‘LEAP
Lenovo Expert Achievers Program’
Log in, accept program T&C’s and start
earning points on Sales and Education.
For help and benefits go to ‘Program
Details’ under the ‘Home’ menu on LEAP.
If your Firm is yet to enroll... Advise your administrator (EBA) to sign the LEAP Agreement.
2017 LENOVO CONFIDENTIAL. ALL RIGHTS RESERVED.
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LEAP Specialist – SELL and EARN
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The latest LEAP promotions can be found on Lenovopartner.com/Promotions
2017 Lenovo. All rights reserved.
14 14
Service Provider program & benefits
Think Cloud, Think Lenovo!
Designed to give Service Providers access to leadership Data Center technology and innovative means to grow their business
Key Benefits include:
Highly competitive and predictable pricing
Innovative financing models including deferred payment
Business development and co-marketing funds
Enhanced credibility partnering with Lenovo + Intel
To get started, register at www.lenovopartner.com
15 2016 Lenovo Internal. All rights reserved.
Lenovo Utility Pricing Model Preview
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Base Rev.
Expected
Usage Rev. Utilisation
Element Variable $x per
quarter for 3 years
LFS Base
Element Fixed
$x per month
for 3 years
One Qtly Invoice
Shared Risk with Lenovo >pay as you use First 25% utilisation free >no charge usage Capped payment @ 75% >no nasty surprises Choice at Contract End >return, buy, replace
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Partner Training & Certification
17 2017 Lenovo Internal. All rights reserved.
Professional Certifications
Value To:
Lenovo: Drives training utilization & confirms capability to represent Lenovo in specific area
Business Partners: Demonstrates capability & fulfills tiering eligibility requirement
Individual: Skill building, personal achievement, validates expertise
Q1
• Hyperconverged – May 1
• Storage – June 23
Q2
• DC Sales Prof - Sept
• DC Tech Sales Prof – Sept
• Refresh
Q3
• Big Data & Analytics – Mid-Dec
• Cloud – Mid Dec
Q4
• Services - Feb
• Networking - Mar
Today:
Lenovo DC Sales Professional
Lenovo DC Tech Sales Professional
Lenovo DC Hyperconverged Professional
Lenovo DC Storage Professional
FY1718 Roadmap:
Exams are initially released in English – Japanese and Simplified Chinese versions are released approximately 8-10 weeks later
18 2016 Lenovo Internal. All rights reserved.
How to prepare?
• Go to LPC/Programme & Training – Programme Details – Certification Program
• Find all details about the Certification Process, Kryterion testing procedure and available Professional Certifications
• Download Certification Study guide helping you to assess your skills needs
• Attend online learning material and Courses to support your preparation
• Find out about upcoming Preparation Workshops in your country
• 3,2,1 – become Lenovo Professionally Certified
19 19
Improving the Partner Experience
20 2016 Lenovo All rights reserved
Project Bora Bora
21 2017 Lenovo Internal. All rights reserved.
Bora Bora Release | EMEA Scope
Strategic Alliance
Enablement
One Configurator
Electronic Software
Delivery
Pricing Optimization
Architecture
Foundation
Upgrade
EMEA DCG EMEA DCG & PCG EMEA DCG & WE PCG EMEA DCG EMEA DCG
Objective Growth
Automation
Objective Sunset
LESC &
SSCT
Objective Electronic
Software
Fulfillment
Process
Objective Application
upgrade
How? How? How? How?
• Automate Deal Protection &
Cost Relief processes with
Strategic Alliances Partners
• E2E Dynamic Cost
enablement
• Electronically publish reports to
our Strategic Alliance Partners
• Consolidating into One
Configurator (online &
offline)
• Addressing performance
• Following various
Waves
• Enable electronic delivery
today physical paper
• Revamp the Entitlement &
Registration Process within
Lenovo Knowledge Mgt
System (LKMS)
• Targeted Lenovo
application
• CRM / SFdc not in scope
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DCG One Configurator deploys 2H 2017
2017 Lenovo Internal. All rights reserved.
Multiple Configuration Tools (Today)
LESC
▪ Dynamic CTO
▪ MTM + Options
▪ Rack Support
▪ ThinkAgile Support
▪ Online mode
SSCT
▪ MTM + Options
▪ Rack Support
▪ ThinkServer Support
▪ Offline mode
x-config
▪ Dynamic CTO
▪ HPC cluster support
▪ Rack Support
▪ ThinkAgile Support
▪ Online mode
▪ Online & Offline modes
▪ Enhanced user interface & experience
▪ Configure all products & solutions
One Configuration Experience
▪ Improved performance
Broadwell & Purley support
ThinkAgile support
Public / Partner availability
Summer 2017
ThinkServer Support
HPC configuration
Auto-error correction
Winter 2017
▪ Integrated to quotation platforms
(APTTUS, CRM, LMS, LBP)
SSCT Sunset
HPC/Cluster support II
(2018)
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Lenovo System Builder provides graphical representation
2017 Lenovo Internal. All rights reserved.
One Configurator
Pro
du
ct
Men
u
Rack Side
View
Rack Front
View
Products outside
Rack
Auto Placement
Rules On/Off Summary Page
Floor
Diagram
Server
Clones
Reserve
Rack location
Lock
Server location
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Integrated Memory Wizard created for Purley
2017 Lenovo Internal. All rights reserved.
• Guided memory
selection experience
integrated to config
session
25 25
Lenovo Bid Portal
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The Lenovo Bid Portal Simple 5-Step Process
5 Simple steps
Competitive quotes in seconds
Fully automated or assisted tooling
Get help from Distributors when needed
2015 Lenovo & Lenovo Distributor Confidential
27 27
LenovoPartner.com “Your one URL for complete Lenovo access”
28 *
Partner Registrationomepage
1. Open the portal public website
https://www.lenovopartner.com
2. Click “REGISTER NEW COMPANY" button.
3. The partner can select “One Channel Video” to see the
benefits as well as download an overview of the One
Channel
4. Two different scenario’s:
" REGISTER NEW COMPANY " button for New BP
registration process
"Add person to existing company" button for New
Contact registration process.
29 *
DCG Newsletter Enrollment
1. Navigate to MY PROFILE
https://www.lenovopartner.com/web/COUNTRY/my-
status/my-profile
2. Scroll to the bottom of the page
3. Select subscribe for SERVER & STORAGE (including
connected services/software)
4. SUBMIT
30 2017 Lenovo Internal. All rights reserved.
LENOVOPARTNER.COM (LPC) TOOLS
Bid Portal
Bid requests
Deal registrations
Data Center Consultant (DCC)
Configurators:
Data Center Configurator & Advisory Tool (DCCAT) – formerly LESC
Standalone Solution Configuration Tool (SSCT)
DCG Sales Configurator Forum
Lenovo Experts Achievers Program (LEAP)
Lenovo Expert Technical Sales (LETS)
Competitive Tool
Marketing Asset Builder
Merchandising Shop
ASSETS
xClarity Simulator
31 2017 Lenovo Internal. All rights reserved.
DCC (Data Center Consultant): formerly included in PSAT access to the complete EMEA DCG product portfolio complete overview of the product families provides a quick summary of individual part
numbers facilitates access to other valuable sources, e.g.
Lenovo Press, Compete tool, 3D tours partners may continue to start a new LBP quote
thanks to a fully integrated infrastructure Lucia Sestakova
LETS (Lenovo Expert Technical Sales): • team of highly-skilled, technical specialists. • provide expert presales technical support to all
EMEA Sales and BP community • language coverage in English, French, German,
Italian, Polish, Spanish & Russian • Tony Reid
DCACT (Data Center Advisory & Configurator Tool AKA LESC (Lenovo Enterprise Solution Center): • Configure CTO & TopSeller • Import Configuration from DCC • Add Services & Options • [email protected]
LPC – Key DCG tools/features
32 32
Digital Briefcase
33 2016 Lenovo Internal. All rights reserved.
Goal: provide sellers with solution-centric messaging, collateral, and
recommended hardware to support sales motion
33
Why do you need this tool?
So, you can have better first sales calls about all Lenovo solutions in prospects vernacular in order to earn right for second call.
How does it work?
By accessing via your mobile device or browser selecting your specific selling situation to quickly prep prior your first call.
What the tool does?
Select audience level, industry and solution area to obtain contextual selling guidance and supporting collateral that can be emailed prior or post call with prospect.
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The Digital Briefcase •The Digital Briefcase is
designed to help BP and
direct sellers conduct better
first sales calls. The tool
automatically organizes
messaging and collateral for
the intended customer
audience.
•The Digital Briefcase is
offered in two modes: Sell
and Search.
•The Briefcase is loaded
with our latest collateral
describing Lenovo’s
rebranding and associated
product announcements
• The Digital Briefcase
requires you to
register click here to
receive access to the tool 2017 Lenovo Internal. All rights reserved.
35
The Digital Briefcase – Sell Mode •The Digital Briefcase’s “Sell
Mode” asks three questions –
Audience, Industry, and Solution.
Once answered the tool guides
you to one of 216 customized
landing pages. Focus here is on
“solution-selling” and leveraging
our strategic partnerships.
•Each landing page has eight
“buttons” with Q&A, collateral,
case studies, recommended
hardware, and available services
•Landing pages also provide
access to the 3D catalog and
launch our latest videos
appropriate to the recommended
hardware of the chosen solution.
2017 Lenovo Internal. All rights reserved.
36
The Digital Briefcase – Search Mode •The Digital Briefcase’s “Search
Mode” organizes all of our
collateral and videos into five
groups: “Lenovo in the
DataCenter”, Hardware, Services,
Software, and Solutions.
• The “Search Mode” is intended
when there is time to study so a
much larger sampling of collateral
can be found here (ex 2x-3x!)
• 590+pieces of collateral drawing
heavily from our launch kits are
loaded along with 21 videos.
•Collateral includes solution-
centric case studies, links to
product guides, customer decks,
battle cards, reference
architectures, and more! 2017 Lenovo Internal. All rights reserved.
37
Lead with innovation, while balancing commitment to deliver cost efficient products
Present solutions to customers
Capitalize on growth segments of the data center market
Ensure customers are aware of Lenovo storage, networking and services
How We Win - Together
37
