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
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A global technology leader with $45b in sales, 55,000 people, and customers in 160+ countries.
3
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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
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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%
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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)
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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
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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
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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
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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
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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
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ACTIONS TO DIFFERENTIATE IN 2017
One Lenovo! New Routes /
New Customers!
Customer
Experience!
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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
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