New Partner Welcome Guide. Our new partnership starts here.

Transcription

1 New Partner Welcome Guide Our new partnership starts here.

2 You re more than just a reseller. You re our partner. Before diving in, we want to point out a list of our top partner resources that can be found on the Lenovo Partner Network (LPN) website. US CA LPN is our one-stop marketing and sales tools shop for Lenovo Business Partners. The site is where you can find partner-related resources for Lenovo products, programs, services, rebates, sales tools, and more! Lenovo Partner Programs Maximize your margins by using our easy and stackable programs when purchasing through an Authorized Lenovo Distributor. US CA TopSeller Quick Reference Guide Use this as your guide to in-stock, TopSeller Focus products at Distribution. US CA Lenovo Solutions Centre Web-based product and services sales tool. Build customized quotes and make side-by-side product and services comparisons. US CA Lenovo Quick Pick Web-based options configurator tool. Quickly identifies compatible and recommended options for systems to aid in upsell. US CA Lenovo Pre-sales Advisor Tool (PSAT) Configure Lenovo and System x servers and storage systems with compatible options. Lenovo Partner Assist Contact Lenovo Partner Assist with any partner-related question lenovopartnerassist@lenovo.com Live Chat also available on the Lenovo Partner Network home page.

3 Quick Start Guide Overview Contents This brochure provides an overview to doing business with Lenovo as an Authorized Partner. On the following pages, you will learn about Lenovo and our innovative products, how to purchase these products, and how to gain the highest margins selling them to your customers. Please return to this checklist after reading through this guide and complete the following activities to familiarize yourself with LPN. Company Overview 6 Learn about the One Lenovo philosophy. Products and Services 10 Overview of products and services available in the Channel. What to Purchase? 22 Learn about which type of products and services provide the highest margins. How to Purchase? 28 View the list of Authorized Lenovo Distributors and financing options. How to Profit? 32 Stack our Partner Programs to gain higher margins. Accolades & Glossary 38 View product reviews and learn some Lenovo lingo. LPN CHECKLIST Visit the LPN home page to join our Twitter and LinkedIn Partner Communities. US CA Learn about our simple, consistent, and profitable Partner Programs. US CA View and download the TopSeller Quick Reference Guide. US CA View and download TopSeller Rebates Guide. US CA Educate yourself on our Product Configurator tools. US CA Find the next date for our monthly Partner Webinars to learn about the latest Channel updates. US CA Learn how to get up to $500K of interest-free credit (for 60 days) through Lenovo Partner Credit. US CA Visit our Branding page to download Lenovo logos and other elements for your marketing efforts. US CA Have a website? Register for Content Syndication to display Lenovo s product showcase for free. US CA Start selling!

4 06 09 COMPANY OVERVIEW

5 COMPANY OVERVIEW COMPANY OVERVIEW ONE LENOVO One Lenovo is our effort to be simple and predictable, and we designed our coverage model and programs to accelerate your growth with us. Lenovo is now your one-stop-shop for anything from data center servers to tablets and PCs. We are excited to bring you these opportunities and enhancements to our product and program solutions. WHO IS LENOVO?... One Sales Coverage Model One Set of Programs $46B GLOBAL AND FORTUNE 500 TECHNOLOGY COMPANY We ve developed an integrated sales team which is positioned to assist you with all products, through all routes. This collaboration effort will provide tighter alignment and deeper engagement with an emphasis on driving growth. System x and legacy Lenovo programs are now unified and payable from $1 on all TopSeller models. 60,000+ EMPLOYEES COUNTRIES WORLDWIDE HAVE LENOVO OFFICES LENOVO DEVICES ARE SOLD EVERY SECOND One Distribution Model We offer an open and competitive Distribution model where you can purchase any product, anywhere, anytime. We are setting a new standard providing a single route for purchase, finance, and warranty across all solutions. One Portfolio A newly consolidated portfolio provides you the opportunity to transcend from a traditional hardware provider to a solutions integrator, offering significant value to your customers, greater margin in attached services, and supporting longer term relationships. One Vision Simplicity. Regardless of program or process, tablet or high-end server, Lenovo emerges today with best-in-class solutions for the business partner channel. We strive for simplicity in every aspect, which results in speed and profitability in your business. 8 9

6 10 21 PRODUCTS & SERVICES

7 PRODUCTS & SERVICES PRODUCTS & SERVICES Move your business forward with Intel Inside ThinkPad & Lenovo Laptops & Tablets Thin and light. Multi-mode designs. Workhorse machines. You will have no trouble finding a suitable fit for your customers mobile needs with Lenovo s wide range of legendary and award-winning ThinkPad laptops and tablets. Innovation Always From laptops, desktops, and tablets to datacenter servers, Lenovo s innovative and reliable products have your customers needs covered. This section provides an overview of products you can purchase from Authorized Lenovo Distributors. Visit the Lenovo Partner Network website for full product details. Multi-Spec Tested Spill-Resistant Keyboards Multi-Usage Modes Multi-Touch Displays ThinkPad T Series Legendary premium 14" & 15.6" laptops & Ultrabooks For product pricing and specs, view the Lenovo TopSeller Quick Reference Guide. US CA ThinkPad X Series Uncompromising 12.5" & 14" Ultrabooks ThinkPad P Series Powerful 15" & 17" mobile workstations ThinkPad Yoga 2-in-1 business ready 12.5" & 15" Ultrabooks ThinkPad 11e Rugged 11.6" laptops built for education ThinkPad E Series 14" & 15.6" laptops with great performance at a great price ThinkPad Helix Detachable 11.6" 2-in-1 Ultrabook Lenovo MIIX 700 Stylish 2-in-1 12" tablet 12 13

8 PRODUCTS & SERVICES PRODUCTS & SERVICES ThinkCentre & Lenovo Desktops & All-in-Ones ThinkStation Workstations Space-saving form factors. Tool-less design. Energy efficient. ThinkCentre desktops and all-in-ones deliver rock-solid reliability and security along with the manageability businesses demand. Easy-to-use, modular designs. ISV certified. High-performance processing. ThinkStation workstations combine the latest Intel multicore processors with powerful NVDIA graphics while running cooler, quieter and more reliably than the competition. Space-Saving Designs Multi-Monitor Support ISV Certified High-Performance Processing Tool-less Maintenance Energy Efficiency Certifications ThinkCentre M Series Tiny Full-Featured Micro desktops Tool-less Maintenance Flex Bay Features ThinkStation P300 1P tower with up to 4 storage drives and memory slots Lenovo S Series All-in-Ones Entry-level 21.5" & 23" AIOs for SMB ThinkCentre E Series All-in-Ones Value 19.5" AIOs for SMB ThinkCentre M Series All-in-Ones Premium 21.5" & 23" AIOs for SMB & Enterprise ThinkCentre Tiny-in-One 23 (23") Display designed for Tiny desktops ThinkStation P500 1P tower with up to 11 storage drives and 8 memory slots ThinkStation P700 2P tower with up to 12 storage drives and 12 memory slots 14 Lenovo S Series Towers Entry-level desktops for SMB ThinkCentre E Series Towers Stylish desktops for SMB ThinkCentre M Series Towers Enterprise desktops ThinkCentre M Series Thin Clients Thin client solutions ThinkStation P900 2P tower with up to 14 storage drives and 16 memory slots ThinkPad P Series Powerful 15" & 17" mobile workstations 15

9 PRODUCTS & SERVICES PRODUCTS & SERVICES Server Racks + Towers Storage + Networking Solutions Lenovo s rack and tower servers are ideal for a range of customers and use cases from lineof-business applications in smaller firms, to full data processing needs in mid-sized firms, to distributed computing deployments in the largest of organizations. Maximize savings and improve data protection for your customers business with world-class features that store, manage, and protect their valuable files. #1 Industry-Leading Reliability & Satisfaction Enterprise Virtualization High Performance Advanced Data Protection Lenovo Storage 3200 Feature-rich, high-performing SAN Extreme Performance Flexible & Scalable High-Density Expansion Cloud Convenience ThinkServer TD350 Tower Compact 4U, dual-processor tower 1P/2P Rack & Towers Industry workhorses from small office to datacenters High-End Enterprise Rack Systems Fastest performance that can handle mission-critical workloads Storage Area Network (SAN) Performance and value Network-Attached Storage (NAS) Enterprise storage features at a great price Direct-Attached Storage (DAS) High-density expansion Converged/Blade Systems Convergence of server, network, and management Dense Systems Maximizing performance and massive scalability Tape Storage Low-cost, archival storage Networking Switches Intelligent and fast data center switches 16 17

10 PRODUCTS & SERVICES PRODUCTS & SERVICES ThinkVision Monitors Think + Lenovo Accessories We put our monitors through 2,000+ quality tests so they won t fail you. ThinkVision monitors also meet the highest efficiency ratings and most are made from 85% recycled materials. The average ThinkPad customer will spend over $200 on accessories over the course of any single ThinkPad laptop s life-span. Help your customers get the most out of their investment while maximizing your margins by attaching the right Think accessories at the point of sale. Energy Efficient Full HD Displays ThinkPad Stack Power. Router. Speaker. Storage. Tiny PC Mounting Multiple Video Input Options ThinkVision X24 (23.8") FHD, Ultra-Slim Profile Monitor Power adapters Convenient access Batteries Delivering a greater amount of run time Cases Protect and carry Docks Multi-functional convenience ThinkVision E1922 (18.5") Best value commercial monitor ThinkVision E2223s (21.5") FHD monitor that meets all work and home needs. ThinkVision E2323 (23") FHD monitor that meets all work and home needs. Graphics cards Efficient and ideal graphics solutions for professionals Hard drives Rugged, light, and reliable performance Keyboards Compact and award winning Locks Manage physical security ThinkVision T2424p (23.8") FHD monitor that can maximize your visual experience ThinkCentre Tiny-in-One 23 (23") Simple, all-in-one FHD display for Tiny PCs Find compatible and recommended monitors and accessories on Lenovo Quick Pick. US CA Mice Perfect for anyone on the go Memory Capacity to enhance any systems ability to run more programs Optical drives Compact and stable solution to access discs when you need them Monitor stands Providing a better user experience 18 19

11 PRODUCTS & SERVICES PRODUCTS & SERVICES Lenovo Services Lenovo Services Augment your services portfolio and increase profit margins with cost-effective, close-to-the-box Lenovo Services. We offer a wide range of TopSeller Services, making it easy to attach at point of sale. Lenovo Services Depot or Courier Service Parts and labor repair coverage where shipping (including packaging) or delivery to the repair center is paid for by Lenovo Expedited Depot With this service, your system receives the highest priority for parts and position in the repair queue, and repairs receive priority over and standard Depot service. You also receive expedited ADP repairs. Onsite/In-Home Service Parts and labor repair coverage where labor is provided onsite at your place of business or home. 4-Hour Onsite Response Time Primarily for Lenovo servers, we offer best-in-class 4-Hour Onsite Response Time in either a 24x7 Service Window or 9x5 Service Window. Our 24x7 response includes nights, weekends, and 24x7x365 phone support. 8-Hour Onsite Response Time in 24x7 Service Primarily for Lenovo servers, we offer best-in-class 8-Hour Onsite Response Time in a 24x7 Service Window. Our 24x7 response includes nights and weekends, and 24x7x365 phone support. Warranty Extensions Available for periods of up to five years (depending on your system). Match coverage terms to your refresh cycles to extend the lives of your PCs and get the most out of your PC investment. Visit Lenovo Partner Network for more details about Lenovo Services. US CA Sealed Battery Warranty Extension With a non-customer replaceable unit (non-cru) battery, replacement involves Depot or onsite servicing by a trained technician. Protect your investment and minimize system unavailability by extending the 1-year base battery warranty to a 3-year Sealed Battery Warranty. Priority Technical Support An enhanced warranty plan that provides direct anytime-access to the right level of tech support on the first call, making your priority our priority. You get faster problem resolution of PC problems, with low predictable pricing that helps manage overhead costs. Priority Technical Support includes: Accidental Damage Protection (ADP) Lenovo s ADP Service covers accidents beyond the system warranty and protects your PC from non-warranted operational or structural failures incurred under normal operating conditions. Keep Your Drive Service (KYD) Lenovo s Keep Your Drive Service allows you to keep your drive, so you improve data security and potentially alleviate civil liability risks associated with data breach. Lenovo Service Notebook Desktop Workstation Server Depot Onsite Expedited Depot Extension Accidental Damage Protection Sealed Battery Warning Priority Technical Support Keep Your Drive 4-Hr Response 8-Hr Response Available on these models Available on certain models 20 21

12 22 27 WHAT TO PURCHASE

13 WHAT TO PURCHASE? WHAT TO PURCHASE? Move your business forward with Intel Inside TopSeller Definitions TopSeller Focus Models If you need to fill an order fast, TopSeller Focus Models are the way to go. These pre-configured systems are in stock at Distribution and ready for immediate shipment, even overnight. TopSeller Models TopSeller Models are top customer-requested system configurations that come with standard ordering lead times. TopSeller Products Purchasing and Selling. Made easy. Both of these model types qualify for many of our money-making Partner Programs, which are explained later in this guide. TopSeller Focus Models have the added benefit of carrying rebates on select systems quarter-to-quarter to maximize your profits even further. TopSeller Focus Model Features In Stock at Distribution Qualify for Partner Programs Refreshed quarterly Addresses the majority of customer needs Designed to maximize your margins Lenovo is committed to making it easy to get its products in your hands and out to your customers quickly. While we sell products in any configuration your customer may need, we also offer popular pre-configured TopSeller models as well as TopSeller Focus models that are guaranteed in stock at distribution and ready for immediate delivery. Use your Business Partner ID Number to order through your preferred distributor. For product pricing and specs, view the Lenovo TopSeller Quick Reference Guide. US CA Where to find TopSeller Focus Products A complete listing can be found in the TopSeller Quick Reference Guide, available on the Lenovo Partner Network Website under the Resources tab. This easy-to-use guide highlights the specs and pricing of TopSeller Focus Models and Options that are currently available at Distribution. If you cannot find the right system in our Focus portfolio, we also offer non-focus TopSeller models that still qualify for our Partner Programs. However, these models do come with standard ordering lead times. Custom To Order (CTO) options are also available. Please contact your sales rep or Distributor for more information. These guides provide a view of: Specs and pricing for TopSeller products and options New additions to the TopSeller portfolio Lenovo partner rebates and discounts TopSeller transition models 24 25

14 WHAT TO PURCHASE? WHAT TO PURCHASE? Product Comparison & Configuration Tools Lenovo offers our Channel Partners useful online product tools to help you find the right solutions for your customers. Follow these three easy steps to view, compare and configure Lenovo products. STEP 3 Lenovo Quick Pick PC STEP 1 TopSeller Quick Reference Guide STEP 2 Lenovo Solutions Center Lenovo Quick Pick offers the ability to find compatible accessories and services to aid in your upsell. Search by system name, machine type, or just view all accessories. US CA Lenovo Pre-Sales Advisor Tool (PSAT) SERVER The Lenovo TopSeller Quick Reference Guide lists our TopSeller Focus products, which are guaranteed in stock at Distribution and ready for immediate shipment. Lenovo Solutions Center gives you the ability to compare TopSeller products side-by-side, even across multiple product families. Download your search results and share with your customers. US CA US CA Configure Lenovo and System x servers and storage systems with compatible options in PSAT. Search by part numbers, features, specs, product name, and more. Visit Lenovo Partner Network to view more Product Configuration tools. US CA

15 28 31 HOW TO PURCHASE

16 HOW TO PURCHASE? HOW TO PURCHASE? Authorized Lenovo Distributors As a Lenovo Partner, you have the freedom to purchase products from any Authorized Lenovo Distributor. It s easy to set up an account with a Distributor. Just give them a call. Be sure to have your Lenovo BPID number handy. Financing Solutions As an Authorized Lenovo Business Partner, you now have easy access to channel-friendly financing solutions so you can secure credit, manage cash flow, and acquire the inventory you need. We also offer financing for your customers to help you close more sales. FOR YOU FOR YOUR CUSTOMERS Arrow US CA arrow.com ASI (US or CA) asipartner.com asipartner.ca Avnet US CA avnet.com D&H Distributing US CA dandh.com dandh.ca Ingram Micro US CA ingrammicro.com ca.ingrammicro.com Synnex Corporation US CA synnex.com synnex.ca Tech Data US CA techdata.com techdata.ca Still unsure of how to purchase products or have other questions? Reach out to your Lenovo Sales Representative or Lenovo Partner Assist (LPA) team. Lenovo Partner Assist (LPA) Chat Live Chat is available off of the Lenovo Partner Network home page, or you can contact LPA by phone or . Monday - Friday: 9:30 am - 6 pm lenovopartnerassist@lenovo.com To assist in conserving cash and increasing working capital for partners, Lenovo has teamed up with De Lage Landen Financial Services (DLL) to bring you Lenovo Partner Credit. Lenovo Partner Credit offers 60- day interest-free terms for credit lines up to $500,000 on purchase of Lenovo products. Benefits? 100% interest-free money for 60 days Credit lines up to $500,000 Conserve cash and increase working capital 1-page application ( Questions US Dave Healy dhealy@lenovopartnercredit.com CA Jennie Quinn jquinn@lenovopartnercredit.com Lenovo is dedicated in delivering a positive financing experience to your customers as well. Enter Lenovo Financial Services (LFS). This leasing option allows your customers to bundle and finance the entire solution (hardware, software, and LFS-approved services), allowing you to close more sales quicker. Benefits? Bundle your various hardware, software, and services solutions Leverage competitive leasing rates and no payments for 90 days Increase your margins with LFS rebates Obtain quick credit aprovals and dedicated support Questions US Sales.US@LenovoFS.com CA sales.cdn@lenovofs.com Visit Lenovo Partner Network for full details about our financing programs. US CA

17 32 37 HOW TO PROFIT

18 HOW TO PROFIT? HOW TO PROFIT? THE PROGRAMS YOU NEED TO KNOW New Customer Bonus (NCB) Earn up to a 15% rebate on deals involving a new customer. 5% Rebate Select laptops, desktops, workstations, monitors, options, and services NCB nominations can be registered at 15% Rebate Select server, storage, options, and services Deal Registration Earn up to an 8% rebate on new opportunities where Lenovo is also engaged with an End User Rep. Get with the programs. Maximize your growth with Lenovo s profitable Partner Programs. Now that you know where to find Lenovo s products to sell, use our stackable Partner Programs to maximize your profits. These programs have been sharpened and honed over the years to be best-in-class and make the purchasing and selling of Lenovo products easy and profitable. Our key programs are instantly available at Distribution, so no back-end claiming is required. 5% Rebate Select laptops, desktops, workstations, monitors, options, and services Lenovo Rebate Program Earn up to a 2.5% rebate when purchasing products through an Authorized Lenovo Distributor. 1.5% Rebate on TopSeller products $649 or less 2.5% Rebate on TopSeller products $650 or greater 2.5% Rebate on all server systems, server options, server services, and lenovo storage Partner Demo Program Up to 50% off list price when you use the products for demonstrations, seed units, or internal use. 35% Off TopSeller laptops, desktops and workstations 50% Off Select TopSeller server and storage systems 8% Rebate Select server, storage, options, and services Deal Registration nominations can be registered at 50% off Server options Visit Lenovo Partner Network for full program details. US CA Think TopSeller Client Volume Delegation Earn up to a 4% rebate on qualifying TopSeller laptops, desktops, workstations, and related options and services. 4% rebate (5 500 units) ThinkPad, ThinkCentre, ThinkStation, options, services, and monitors. Lenovo SPIFF Program Partner Sales Reps can earn up to $10K per quarter selling Lenovo products and services. Earnings are loaded onto a personal VISA Prepaid Card. Laptops Up to $100/unit Desktops Up to $15/unit Workstations Up to $100/unit Server & Storage Up to $150/unit Options & Services Up to $50/unit Program terms, rebates, and SPIFF amounts are subject to change

19 HOW TO PROFIT? HOW TO PROFIT? PARTNER PROGRAM STACKING EXAMPLES Example 1 Sale of 10 Lenovo x3550 M5 rack servers to a new customer [ ] Estimated Partner Price*: $2,089 x 10 = $20,890 Stack Lenovo Partner Programs to maximize your margins. LENOVO REBATE PROGRAM 2.5% Rebate x Total Price LENOVO SPIFF PROGRAM $50 SPIFF per unit $522 $500 Example 2 Sale of 10 ThinkPad Yoga 12" laptops to a new customer NEW CUSTOMER BONUS 15% Rebate x Total Price $3,133 [ ] Estimated Partner Price*: $919 x 10 = $9,190 REBATE $4,155 TOTALS 19.9% Margin DEAL REGISTRATION 5% Rebate x Total Price VOLUME DELEGATION 4% Rebate x Total Price $460 $367 REBATE $1,157 TOTALS 12.5% Margin BOTTOM LINE: Stack our partner programs and earn higher margins. It is really that simple. LENOVO REBATE PROGRAM 2.5% Rebate x Total Price LENOVO SPIFF PROGRAM $10 SPIFF per unit $230 $100 *All & any presumptions of benefit or actual sales prices are for illustrative purpose only & Lenovo acknowledges that resellers reserve their rights to set pricing in accordance with their independent policies & guidelines. Prices/Rebate amounts 36 subject to change. 37

20 38 41 GLOSSARY & ACCOLADES

21 GLOSSARY & ACCOLADES GLOSSARY & ACCOLADES Awards and Product Reviews We look over our products with a critical eye so they catch every critic s eye. Lenovo Lingo Glossary While doing business with Lenovo, you may hear or run across some terms you may not understand. This glossary supplies definitions of some of the most used Lenovo terms that may pop up during a conversation or while browsing on the Lenovo Network website. ThinkPad Yoga 15 An almost perfect 2-in-1. LAPTOP ThinkPad T450s With epic battery life, a durable design, a sharp display and the best laptop keyboard anywhere, the ThinkPad T450s is the ultimate portable productivity powerhouse. LAPTOP ThinkPad X1 Carbon (3rd Gen) One of the best laptops of Notebooks.com ThinkPad E450 A solid, affordable small-business laptop. LAPTOP ThinkPad10 Full PC experience for both the consumer and the professional. LAPTOP ThinkStation W550s The raw power of a workstation, in a form factor that wont be an undue burden on-the-go. Slashgear LENOVO LINGO FULL TERM DESCRIPTION ADP BPID LFS LPA LPN MTM PDP Priority Support Accidental Damage Protection Business Partner Identification Number Lenovo Financial Services Lenovo Partner Assist Lenovo Partner Network Website Machine Type Model Partner Demo Program Priority Technical Support Service offering that protects your mobile devices beyond the system s warranty from non-warranted operational or structural failures. Required to benefit from Lenovo partner pricing, programs, and rebates when purchasing through Distribution. Leasing option that allows your customers to finance their entire solution through Lenovo. North America-based business partner support team. Contact them for partner-related questions Your centralized online repository for partner-related sales tools, marketing assets, whitepapers, product images, and more. Required when ordering product; confirms you are ordering the correct configuration. Partner program that allows partners to receive up to 35% off products when they are used for demonstration, seed units, or internal use. Service offering that lets you bypass basic troubleshooting with direct access to advanced level technicians 24/7. Accreditations and Awards PSREF Product Specifications Reference Sheets Provides comprehensive information about the features and technical specifications of Lenovo products. Used to differentiate current and withdrawn model configurations. Quick Pick Lenovo Quick Pick Web-based configurator tool that helps you pick the right options to offer your customers. ThinkPad T540s ThinkPad 11e Chromebook ThinkPad X1 Carbon (3rd Gen) ThinkPad Helix 2 Solutions Centre Lenovo Solutions Centre Web-based product and services sales tool to build customized quotes and make side-by-side product and services comparisons. 4/ /5 TopSeller TopSeller Products TopSeller products are top customer requested system configurations that come with standard ordering lead times. LAPTOP Best Chromebook You Can Buy The Verge Editor s Choice 2015 Notebooks.com LAPTOP TopSeller Focus TopSeller Guide TopSeller Focus Products TopSeller Quick Reference Guide Pre-configured systems that are in stock at Distribution and ready for immediate shipment. Use this as your guide to the most well-stocked products at Distribution; details under resources tab on LPN. NCB New Customer Bonus Partner Program that offers rebates upfront when the deal involves a new customer. Visit Lenovo Partner Network to view our TopSeller products. US CA WAMO/SPL Warranty Matrix Tool Downloadable tool used to match warranty services with Lenovo products

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