Lenovo leveraging a strong local partner network with deep market insight and customer proximity

ARVIND CHABRA
DIRECTOR - ONE CHANNEL, LENOVO INDIA
“Lenovo is a channel-centric organization, so strengthening partner performance and profitability is central to our strategy. We are doing this through the Lenovo 360 framework, which simplifies engagement, reduces incentive complexity, and creates clear pathways for growth across devices, infrastructure, and services. We have significantly streamlined our incentive structures and aligned them with capability building, ensuring partners are rewarded not just for volume, but for value creation. As the market shifts toward Hybrid AI and services-led models, we are enabling partners to move up the value chain, from transactional selling to solution led and annuity based opportunities like TruScale, driving more sustainable and predictable profitability.

MARKET GROWTH & EXPANSION

Expanding into Tier 2 and Tier 3 markets is a strategic priority for Lenovo, with our channel ecosystem playing a central role in driving this growth. We are leveraging a strong network of local partners who bring deep market insight, customer proximity, and the agility to address diverse regional needs. Through Lenovo 360, we enable these partners with targeted training, localized go-to-market support, and access to our full portfolio across devices, infrastructure, and services. In parallel, we are strengthening our distribution footprint to expand reach, improve availability, and ensure faster turnaround times.

As demand for digital transformation accelerates, we are focused on empowering partners to deliver higher-value, solution-led offerings. This helps address evolving customer needs while creating more sustainable, long-term growth opportunities for our partners and the broader ecosystem. Channel partnerships are at the core of our business, and our focus is on enabling partners to scale and succeed in a rapidly evolving market.”