Lenovo says customers leaving clouds boosted its channel

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Lenovo says customers leaving clouds boosted its channel
Lenovo's Nathan Knight

Lenovo's Data Centre Group has attributed growth in its channel to workload repatriations from public cloud.

General manager for ANZ Nathan Knight told CRN that more customers have been looking to take more control of their technology and therefore pull back from public cloud.

Knight said partners get opportunities to provide with "specialist knowledge and capabilities" to help customers looking to manage the transition into hybrid cloud.

"The commercial transition opportunity to move to hybrid cloud environments can be in the form of transformation consulting, professional services, migration services, hardware and software sales and ongoing managed services contracts,"

Knight said hybrid cloud, particularly the emergence of software-defined infrastructure, also provided a boost, with Lenovo DCG’s more innovative partners seeing rapid growth.

“We do a lot of work with our technology partners like Microsoft, Nutanix and VMware and we engineer-specific solutions that allow us to be able to provide industry-leading performance,” Knight said.

“What that means for our partners when they elevate with new technology with less risk as Lenovo has already done the testing and development process for them.”

Lenovo's ANZ head of SMB and channel sales Frank Eagleton said Lenovo DCG’s channel business grew by 57 percent over the past year, with 32 percent more partners and more than 800 customers.

“It’s been a great year for Lenovo and we’ve got great momentum and are looking forward to the next couple of months,” Eagleton said.

Eagleton, who became channel leader last month, said he will continue using Lenovo’s hybrid selling methodology, where a channel partner works alongside a Lenovo channel representative as a united force when dealing with customers.

“One of the key elements of our strategy is continuing to use hybrid selling for the next year, so we can portray the Lenovo value offering with the reseller representing value add around that,” Eagleton said.

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