Joe Monseur is responsible for building channel engagement in North America as the business development manager – MSP & OEM route manager at Lenovo. If you check his Linkedin profile, it reads: “Champion of the MSP | LenovoJoe.” He’s an expert at connecting channel pros with the resources and funds they need to market and co-sell Lenovo products successfully.
When discussing Lenovo’s commitment to the channel, Monseur’s eyes lit up.
“You know, I’ve been working in the MSP community for a long time and it’s a community, first and foremost,” he insisted. “Everyone’s here to help and support each other. That’s something that you just don’t get anywhere else.
“This ecosystem isn’t transactional in the slightest. It’s entirely relationship-based. When you build a positive relationship with a partner, it’s very sticky. On the end-user level, it’s the same thing … You are advising your clients which platforms to use and they trust you to deliver.”
Community Drives the Partner Program
Some vendors that sell through the channel are haphazard in their approach. They see MSPs as just another revenue source, Monseur said. But Lenovo’s commitment is sincere, with a broad range of new incentives, tools, and resources aimed at helping MSPs grow their businesses.
“The new partner experience for the MSP community is Lenovo 360 for MSP,” he explained. “As part of that, our Lenovo Boost rewards program, has expanded worldwide. That program incentivizes MSPs to standardize Lenovo products in their service offerings, allowing them to earn rewards.”
Lenovo’s secret sauce is efficiency, and minimizing frustration is a stated goal. At tradeshows and conferences, Monseur frequently reassures IT professionals that joining Lenovo 360 for MSP is easy.
“If you don’t have an existing partner ID, you can sign up in about five minutes,” he shared. “Once enrolled, it’s like flipping a switch. You get access to all the resources, MDF, and incentives immediately. We built it with you in mind, with no tiering or revenue requirements.”
How is Lenovo 360 Different?
Lenovo 360 has all the partner program bells and whistles that MSPs have come to expect. Plus, the company is investing more money and effort to raise the bar.
Here are three specific areas where Lenovo is excelling:
- Product and Service Reliability: Lenovo emphasizes the reliability and security of its solutions, which are critical factors for MSPs. The company has built a reputation for delivering high-performance, dependable products, evidenced by their No. 1 position in several performance benchmarks. This reliability is a significant draw for MSPs looking to minimize SLA-related penalties and downtime for their clients.
- Technology Partnerships: Lenovo has forged strategic partnerships to drive AI adoption among its customers, including MSPs. These collaborations enable Lenovo to offer cutting-edge, in-demand solutions. Also, Lenovo’s market research-driven approach has allowed it to tailor offerings more precisely to different customer segments, including MSPs. This ensures that its solutions align with market demands.
- Market Leadership: Lenovo’s strategy of leading the global PC market while expanding into emerging markets has further strengthened its position among MSPs. The company’s ability to leverage a global distribution network and local expertise in key regions has made Lenovo a preferred partner for MSPs seeking to expand services across different geographies.
These efforts have positioned Lenovo as a strong ally for MSPs well into the future. The 360 approach has solidified Lenovo’s presence in the channel, helping MSPs grow while driving its own growth.
A Leading MSP’s Perspective
To get a partner perspective, we also spoke to the President of Corporate Information Technologies, Lawrence Cruciana. In addition to being a highly regarded speaker at ChannelPro events, he’s a member of our Advisory Group.
“We have proudly partnered with Lenovo for many years, dating back to their genesis in the IBM era. Over the years, Lenovo has consistently demonstrated innovation in their technology while also being an exceptional partner. Their partner program, led by a strong leadership team, continues to deliver on its mission of providing world-class solutions, even as the market evolves.
“The Lenovo partnership is one of the strongest in our portfolio. The ease of doing business, whether through the direct Lenovo Pro platform or indirectly through distribution, has enabled us to meet our clients’ needs efficiently and effectively without herculean effort by our sales or technical support teams. That kind of positive experience is rare in our experience amongst the leading technology manufacturers,” Cruciana noted.
AI and the Future: What’s Next?
No tech conversation is complete without discussing what comes next. “Everyone asks about AI,” Monseur laughed.
Lenovo’s response: The AI Innovators Program, which connects MSPs with innovative AI solutions that can be integrated into existing products. Lenovo wants to be bold in helping define the future, Monseur shared.
“Our goal is to lead with our partners in mind. We’re here to support MSPs in every way possible, making their journey with us as seamless and profitable as it can be.”
