Lenovo executives have decided that the mid-market is a crucial segment where its data centre business and channel can make a pile of dosh.
Lenovo’s UK Data Centre boss Ian Hume said the outfit had been investing in its Data Centre Group (DCG) back-end capabilities with teams to support partners as well as identifying fresh customers for resellers to target in the mid-market space.
The big idea is to encourage partners to take on more of its DCG portfolio – servers, storage, networking and software as well as gaining new customers.
Hume said his focus, both in terms of the investment and headcount, is new partner acquisition, new customer acquisition, and net new logo.
“The wraparound is supporting that with much richer programmes that reward our channel partners. We have a mobile business, PC business and in a data centre business. So we have many partners, all the major partners are working with us today, and our task is to expand that solution”, he said.
Hume said that there would be rewards for those that did make an effort to develop a solution approach, particularly one that would target the mid-market, where Lenovo has been working for a couple of years to drive more business.
