Lenovo Data Center Channel Guidebook

Lenovo Partner Portal www.lenovopartner.com

Lenovo Data Center Solutions and Services Portfolio

The Scale, Scope and Support to Help You GrowBecause business never stands still, now is the right time to partner with Lenovo. We offer the industry’s widest product portfolio, with solutions to help you stay one step ahead of your competitors. We’re #1 in x86 server reliability and #1 in PCs.1 Plus with a dedicated team supporting your business, and a Gartner-recognised global supply chain, we’re uniquely placed to help you grow.

While positioning Lenovo enterprise products and solutions with your clients, you can benefit from:

• Offering simple end-to-end solutions customers want. Sell out-of-the-box solutions that include servers, storage, networking, software and services support, with set-and-forget infrastructure.

• Being #1 in customer satisfaction. Lenovo System x servers came top in four of the past five quarterly TBR customer surveys.1

• Fitting any customer’s software needs. Our focus on hardware has led to deep partnerships with leading software providers like Microsoft, Nutanix, Oracle, Red Hat, SAP, SUSE, VMware amongst others.

• Reducing OPEX. Lenovo can provide everything your customers need, so you can concentrate on higher value strategic projects.

• Reducing CAPEX. Lenovo have the worldwide manufacturing and supply chain to ensure best fit within your budget.

1. IDC PC Tracker August 2015/ITIC2015-2016 Global Server Hardware, Server OS Reliability Report, July 2015

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Product Portfolio

Make Infrastructure Simple with the Lenovo Data Center PortfolioLenovo stands apart as the only Tier 1 technology company that can meet your customers’ needs for data center solutions, PCs and smart connected devices.

Even better, Lenovo’s partnerships with leading software vendors enable you to offer your clients and prospects reliable, industry-validated solutions for big data and analytics, cloud, database, HPC, hyperconverged systems, virtualised infrastructure and many more applications.

Customers rate Lenovo Servers #1 in overall customer satisfaction, product satisfaction and sales responsiveness.2 Lenovo server platform also offer the most transparent and auditable security operations in the industry. Plus our solutions are focused on providing the best TCO, so you can offer customers the best value.

With the industry’s broadest portfolio, you can offer end-to-end IT infrastructures which include:

• Servers rack and tower, mission critical, converged systems and dense servers• Storage SAN, DAS and archive storage• Networking embedded and top-of-rack switches• Validated solutions for big data, HPC, ERP, cloud and hyperconverged• Services warranties, tech support, factory integration and Professional Services

Offer More Choice on SoftwareWith Lenovo’s industry-leading partnerships, your customers aren’t tied to proprietary software. They can benefit from open standards and the choice to convert their software as their needs change.

2. TBR 1Q15 Customer Satisfaction Survey, May 2015

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Vertical Markets

Reach New Markets, More EffectivelyWith Lenovo Data Center systems you can propose proven, industry-leading solutions for customers in a wide range of vertical markets. Your proposals will be supported by relevant success stories from high-profile organisations.

Education

Schools and universities across the globe choose Lenovo solutions because they are focused on lowest TCO, built on world class hardware, and offer industry-leading security and simple management.

Financial

Provide infrastructure for financial trading, insurance, private equity, commercial banking, analytics and simulation, corporate finance and investment banking.

Government

Meet government organisations’ needs with validated solutions for data analysis, virtualised infrastructure, predictive analysis, surveillance data storage, local government and more.

Healthcare

Built on world class hardware including performance-leading X6 servers, Lenovo Data Center systems are ideal for healthcare database and analytics, Electronic Health Record, life science research, branch offices and more.

Retail

Successful retailers are embracing multi-channel approaches despite flat IT budgets. Help them accelerate cloud implementations, virtualise infrastructure and scale up analytics, with industry-leading efficiency, speed and reliability.

Telecom

Telecom is the foundation of the growth of connectivity and the Internet of Things. Lenovo Data Center systems can help customers rise above competitors by transforming operations and growing capacity.

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Lenovo Partner ProgramsAs a Lenovo Business Partner, you’re invited to participate in a range of Lenovo Partner Programs which reward your performance, help you grow your skills and make your Data Center Systems sales more profitable.

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Lenovo One Channel Programme

Ease of Business. Reliable RewardsThe Lenovo One Channel programme puts our partners first. Lenovo understand the fundamentals you count on - namely ease of business and excellent profit opportunities. These programmes are continuously improved and evolved to make doing business with Lenovo easier and to reward you with even stronger profit returns.

Everything you need in one placeWhy is One Channel easy and profitable? Because everything you need is in one place. Via the fully connected and user-friendly Lenovo Partner Portal, you can grow your business with free and super simple marketing tools. You can see localised messaging, promotions and what’s hot. And you can check your performance and rewards anytime, via a personalised dashboard that talks to you based on your role.

You also have access to the entire Lenovo product portfolio - so you can seize new business opportunities, adapt to the latest trends and expand into new markets and specialisations.

www.lenovopartner.com

Partner Rebates and Sales Incentives

Simple, Predictable and Stable RewardsLenovo Partner rebates and sales incentives are simple yet rewarding. There’s just one set of programs, so it’s easy to set achievable targets, track your progress and win. Plus you have one partner designation based on your total Lenovo Group revenue.

As a Lenovo Partner you’ll work towards rich, target based incentives for reach and breadth of channel. As a Managed Partner (including all Premium and Gold Partners) you’ll benefit from a predictable scheme with no targets and flat rebates.

Additionally, you’ll benefit from:

• Rewards driven by scale, new business and solution capability

• Rich target-based incentives for TopSeller business

• Value-add benefits for data center solution expertise

• New programs tailored for managed and cloud service providers

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Lenovo Expert Achievers Program

Receive Rewards for Selling and Learning. Earn More with LEAP

Lenovo Expert Achievers Program (LEAP) offers Business Partners a wide range of financial sales incentives, support to grow their sales and technical skills, plus valuable marketing benefits. There are two ways to participate in LEAP.

Become a Trusted Advisor to your customers

Reap the rewards of learning about Lenovo products. By completing any LEAP Rewarded or Essential Training course you will boost your knowledge, sales skills and expertise, all of which will help you recommend the right products to match your client’s needs. Not only can you build your client’s confidence in you as a trusted Lenovo advisor, but LEAP participants who successfully complete Rewarded Training courses will also accrue points for their hard work. Courses are updated regularly to ensure they provide the latest product information.

Be recognised as a LEAP Enterprise Partner

LEAP recognises and rewards your company’s investment in selling Lenovo Enterprise solutions. Participants are rewarded with increased incentives and a broad portfolio of education, technical, marketing and collaboration benefits.

Get started with LEAP: www.lenovopartner.com/LEAP

Some of the program elements may not be applicable in all countries. Ask your Lenovo Sales Representative for more details.

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Lenovo Certification Program

Validate Your Skills with Lenovo Training and Professional Certification

Which Lenovo Sales Enablement training is available?

Basic E-Learning and Gold/Premium Recertification Program

Use the course catalogue to access courses based on products and more generic Lenovo e-learning (such as Lenovo’s brand proposition). These modules aim to provide basic training to sales staff.

www.lenovopartner.com/E-Learning

LEAP training modules

Earn LEAP points by completing ‘Rewarded Training’ modules online. Courses are updated regularly to keep you ahead of the competition.

www.lenovopartner.com/LEAP

The new professional certification validates your skills, experience and knowledge of Lenovo Data Center products and solutions through rigorous testing and allows you to demonstrate your proficiency in front of the customer.

You can share your Lenovo Training and Professional certificates with customers, your employer, peers and professional organizations.

Why become certified?

• Certification differentiates you from other partners and firms that don’t have certified staff

• Clients recognise certification as a mark of assurance in your ability to successfully support their projects. Some clients’ Request for Proposals (RFPs) specifically require certification

• Certification validates your skills and can contribute towards your career growth and professional advancement

Professional Certification through Kryterion Testing Centers

The new Lenovo sales and technical certification exams available through Kryterion Testing Network (KTN) Center have been designed to recognize the advanced enterprise sales and technical skills of Lenovo and business partner sellers and technical sellers.

Learn more about Lenovo Certification:

www.lenovopartner.com/LenovoCertificationProgram

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Lenovo Service Provider Program

Expand Your Business and Gain New Opportunities The Lenovo Service Provider Program (LSPP) has been specifically designed to give your company access to leadership technology and innovative means to grow your business.

Receive financial benefits

• Purchase competitively priced Lenovo Data Center products for your cloud and managed service infrastructure

• Buy Now, Pay Later – ‘KickStart Deferred Payment’ offering credit-qualified Service Providers up to 120 day deferred payment on Lenovo Enterprise products

• Trade in eligible products

• Access consumption based offering that allows payments to mirror usage, improving cash-flow with no capital expenditure required

Access development funds

• Business development funds to support growth of your cloud or managed service

• Lenovo and Intel co-marketing funds to support demand generation; develop new opportunities to grow and increase market share

LSPP is available in selected EMEA countries and participation is subject to qualifying conditions. Find out more:

www.lenovopartner.com/LSPP

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Lenovo Data Center Partner Tools

Discover Simple, Powerful Sales ToolsAs a Lenovo Partner, you’ll have access to a wide range of tools to make selling Lenovo Data Center solutions easy and profitable.

Your Lenovo Partner tools are easy to use, accessible and frequently updated with the latest product information. You’ll find everything you need to configure Lenovo Data Center systems, enhance your proposals with compelling collateral, and grow your sales and technical skills.

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Lenovo Configuration Tools

Lenovo Pre-Sales Advisor Tool (PSAT) Radically shorten the process of accurately configuring Data Center system proposals in real-time, safe in the knowledge that only compatible parts can be added.

PSAT also gives you tips and information to help you propose the optimal solution for your customer.

Price, availability and product information is updated daily so you can talk through configuration of a bespoke system ‘live’ with your customer – and answer all of their questions.

12 great features of PSAT*:

1. Easily compare against competitors

2. Intelligent assistant helps you configure the right solution for your customer

3. Dynamic filters finds the right products for your customers

4. Check live distributor inventory levels

5. Register a deal in seconds

6. Instant ThinkServer quotes

7. Earn LEAP points

8. See which products are trending

9. Discover key selling points against HP, Dell, Cisco and more

10. Collaborate by sending configurations to other PSAT users

11. Easy to use guides

12. Live chat for when you need more information or advice

Get started with Lenovo Pre-Sales Advisor: https://lenovo.presalesadvisor.com

* The tool and some of the features may not be available in all countries. Ask your Lenovo Representative.

Build Configure to Order (CTO) hardware systems via the easy-to-use, web-based LESC Hardware Configurator. With the LESC pre-sales tool you can:

• Search and browse every product in the Lenovo Data Center portfolio

• See product availability alerts

• Find system parts

• Save configurations in a wide range of file formats

Launch the Lenovo Enterprise Solutions Configurator: lesc.lenovo.com

Lenovo Enterprise Solutions Configurator

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Solution Standalone Configuration Tool (SSCT)The SSCT hardware configurator helps you determine the price, ideal environment, available rack cabinet space and available resources for System x and Flex System products. It also shows you up-to-date product availability, so you can set realistic customer expectations on delivery.

This easy-to-use, interactive tool is compatible with Windows PCs. Ask your Lenovo Sales Representative for more details.

Rack Server TCO Analysis Tool Powered by AlineanEnter data about your customer’s existing server environment and the Lenovo Rack Server TCO Calculator evaluates the benefits of upgrading to new-generation Lenovo rack server choices.

It’s a compelling way to show customers the savings and performance boost offered by your Data Center system and solution proposals. And you can access it anytime via the web.

Use the Lenovo Rack Server TCO Calculator:

https://roianalyst.alinean.com/Lenovo/tco/

Lenovo Channel Newsletters

Always Keep Updated With Channel NewslettersTo keep your skills current, you need a convenient way to learn about the latest products, sales tools and more. So Lenovo Data Center Channel Newsletters deliver key tools and important updates straight to your inbox. There are three tailored newsletters to choose from:

• eXpand – featuring TopSeller highlights and local campaign information

• Value – providing latest information about Lenovo Data Center solutions

• Channel News – for breaking announcements and important updates

To subscribe, log in at: www.lenovopartner.com

and click Subscribe now under Discover our latest updates.

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Lenovo Online Sales and Enablement Tools

Lenovo 3D Product Catalogue

Let customers get hands-on with your Lenovo Data Center system proposals, with a high-definition tour via the Lenovo 3D Product Catalogue.

With the 3D Product Catalogue, you and your customers can:

• Explore Lenovo servers, storage and networking products from every angle

• Find the most up-to-date tours in the online version

• Take the download version with you to tradeshows, roadshows and briefing centers

Try it at www.lenovofiles.com/3dtours

Lenovo Data Center YouTube ChannelWith new videos every week, the Lenovo Data Center YouTube Channel is the ideal place to see new product walkthroughs, client testimonials, announcements and more. You can increase your own knowledge, or share

product information with customers and colleagues.

Watch, share and subscribe at www.youtube.com/c/LenovoDataCenter

Lenovo Press: Find the Latest Guides and DocsIf you need the latest Lenovo Data Center product guides, books, whitepapers and videos, you can find them all at LenovoPress.com.

There are over 360 active documents to download, and a ‘check for updates’ button on each PDF helps you easily check you’re reading the latest version. You can also sign up for the weekly newsletter and get the newest document links direct to your inbox.

Start reading at www.LenovoPress.com

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Lenovo Expert Technical Sales (LETS)LETS is an extensive repository of pre-sales technical information, configurations and resources which can help you sell more Lenovo products and solutions. You’ll find:

• Solution design and sizing

• Configuration design and validation

• Education sources

• Subject matter expertise for solution assurance

• Performance and benchmark Information

Get started at the Lenovo LEAP LETS page: www.lenovopartner.com/LEAP

Lenovo Partner Portal – One Portal, One Experience, One ChannelAs a Lenovo Partner, one single portal gives you access to a wide range of simple online tools. Configure products and pricing, manage bidding, joint marketing and leads, undertake sales and technical training, and much more.

The all-new Lenovo Partner Portal is also easier to use, and full of great offers and benefits. There are also great regular competitions to win amazing prizes.

Visit the Lenovo Partner Portal: www.lenovopartner.com

Lenovo Client Case Studies

Success Stories to Help You SellYour solution proposals are much more compelling when supported by real-life case studies that showcase how customers around the globe leverage Lenovo Data Center solutions to delivered excellent results in their own business sector.

Lenovo Customer Reference database gives you access to a wide range of success stories. You can easily filter them by solution type, then choose the most relevant case study for your new customer.

Find out more at: www.lenovosuccess.com

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Lenovo Marketing Support

Create Easier Marketing Campaigns with Lenovo

Co-Marketing ProgrammeYour credibility in the marketplace is enhanced when you position solution offerings in conjunction with Lenovo and other OEM brands that are well-recognised by your customers. With the Lenovo Co-Marketing Programme you can benefit from development funding and customise co-branded marketing assets.

You’ll also enjoy local support from the alliance and marketing experts who will guide you through the process and help with difficulties.

Lenovo Marketing Asset BuilderWith the Lenovo Marketing Asset Builder, you can execute tailored demand generation activities with customised marketing tactics and co-branded collateral.

Try the Lenovo Marketing Asset Builder:

www.lenovopartner.com/MarketingAssetBuilder

Lenovo Executive Briefing Center, Stuttgart

Explore Our Showcase of Products and SolutionsVisit the Lenovo Executive Briefing Center in Stuttgart, Germany and you’ll discover a collaboration hub where clients and partners can connect with subject matter experts, key industry partners, developers and executives. The center also features testing and demonstration facilities for a wide portfolio of Data Center products and solutions.

You can choose from a range of briefing experiences designed for specific objectives:

• One-to-one customer briefings with tailored agendas

• Multi-customer events addressing specific Lenovo systems and software offerings

• Solution testing and multi-day technical benchmarking for specific solution areas including High-Performance Computing (HPC), hyperscale and SAP implementations

• Proof of concept and proof of technology implementations

• Demo and showcase of Lenovo products

To find out more and schedule a visit, contact the Lenovo sales team.

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Lenovo Partner Portal www.lenovopartner.com