Lenovo pulls up its channel socks

Screen Shot 2018-10-11 at 11.27.37At a keynote speech at the Canalys Channel Forum yesterday, analyst-in-chief Steve Brazier said Lenovo had a poor set of tools for its partners and made decisions too slowly.

But senior executives at Lenovo told ChannelEye this morning that it’s already taken significant steps to turn that position round.

Lenovo said it recognised its tools and processes weren’t perfect, but said it had been investing and making improvements. It’s committed to speeding up the way it works with resellers and investing money to improve the matter.

“We’re turning things round – we need a more sophisticated way of helping the channel.”

Lenovo recognised that it’s a big investment that it has to undertake. It’s been working on the project for 12 months.

“We have further to go but we are making progress. We [now] have the ability to give split second decisions on deals and on pricing.”

It claimed it was getting good feedback from its distributors and channel partners on the improvements it’s already made.

It recognises that it needed to be more collaborative at sharing material with partners and need to be more agile and have a bespoke method of getting its product message tailored to the customers that they’re pitching to.

* The company said it is likely to be protected in the event of a continuing trade war between the US and China. It has a factory in China but also in other territories and has the ability to switch production if it needs to.