Lenovo envisioning a Resilient, Data-driven, and Inclusive Channel ecosystem

Arvind Chabra 
Director - One Channel
Lenovo India

Lenovo’s policies are rooted in the foundational pillars of Enable, Connect, and Grow under the Lenovo 360 framework. Enable ensures partners have access to the right tools, digital platforms, and training; Connect brings together communities and collaboration forums that strengthen relationships and foster shared learning; Grow focuses on rewarding and incentivizing partner performance through structured programs.

At Lenovo, our channel policies are built on agility and partner-centricity. We align closely with Lenovo’s strategic imperatives while remaining responsive to the evolving needs of our ecosystem. Whether it’s through differentiated onboarding phases, flexible activation models like TruScale, or tailored support for strategic partners, our frameworks ensure that corporate goals are met without compromising partner growth and autonomy.

Our policies are rooted in the foundational pillars of Enable, Connect, and Grow under the Lenovo 360 framework. Enable ensures partners have access to the right tools, digital platforms, and training to drive business outcomes. Connect brings together communities and collaboration forums that strengthen relationships and foster shared learning. Grow focuses on rewarding and incentivizing partner performance through structured programs that recognize contribution and success.
Together, these pillars create a channel ecosystem that is not only aligned with Lenovo’s strategic direction but also adaptive to market shifts and partner aspirations, ensuring long-term, sustainable growth for all stakeholders.

UNLOCKING NEW MARKETS & OPPORTUNITIES

Our partners are growth multipliers. Through strategic onboarding of regional leaders and vertical specialists, we are expanding into untapped geographies and sectors. We optimize rebate structures, ensuring investments are directed where they deliver maximum impact. In addition, the strong Lenovo value proposition of Pocket to Cloud enables partners to explore and expand their play beyond one line of solutions for their customers like expanding from only endpoint hardware to infrastructure solutions and vice versa. Their deep local insights and trusted customer relationships drive relevance and speed in emerging markets. Through our Lenovo 360 framework, we equip partners with tools, training, and AI-driven insights to co-create value and deliver integrated solutions, fueling sustainable growth across the ecosystem.

NEW TECH ADOPTION

We are enabling partners to scale with emerging technologies through advanced training both virtual and face-to-face, dedicated enablement teams, and access to online learning tools like LEAP. Our TruScale model helps partners unlock diverse commercial options to meet the wide-ranging IT requirements of customers under one umbrella. Through the Lenovo 360 framework, we further equip partners with AI use-case workshops, hands-on co-creation opportunities at our AI Innovation Centres, and focused enablement to drive confidence in GenAI, cloud repatriation, hybrid cloud, and emerging tech solutions. This empowers partners to act as true extensions of Lenovo, delivering locally relevant, end-to-end solutions while driving innovation and growth.

VISION FOR THE CHANNEL

We envision a resilient, data-driven, and inclusive channel ecosystem. Our goal is to expand our activated partner capacity by deepening relationships and enabling partners in uncovered territories and segments.

Through the Lenovo 360 framework, we will continue to equip partners with AI-driven tools, targeted training, and co-creation opportunities at our AI Innovation Centres, helping them deliver locally relevant, end-to-end solutions. With continued investment in partner tools, strategic alignment, and ecosystem diversity, we’re confident in driving sustainable growth and market leadership. In the current era of AI and solution-driven IT needs, the channel is also transforming, and our wide portfolio strength and focus on co-learning are setting us well ahead for mutual success.