AP Lenovo & Microsoft Asset Hub
Driving a Service-led Transformation
with Lenovo & Microsoft
As technological advancements change the world around us, our customers’ needs are also rapidly evolving. They want a simple and easy way to consume IT.
With the service-led transformation, we aim to:
- Transform Lenovo from a vendor selling boxes to becoming our customers’ trusted partner
- Help customers solve critical needs through a combination of the right hardware, software, and services
- Be a trusted advisor to customers and guide them through their digital journey
In the next reality, every business is digital, and every product is a service. Lenovo and Microsoft are on a service-oriented mission to help our customers thrive – today and tomorrow.
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FY1819 - First service-led marketing program Win 10 Big Play
- REL/SMB/channel SPIFF Program
- Record-breaking Win 10 services revenues every quarter with US$3.7M in Q4
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FY1920 - Make Your Move to Modern IT (Win 10 Big Play 2.0)
- REL/SMB/Channel SPIFF program
- 128% YTY growth in Win 10 services revenues with recording-breaking US$4.8M in Q3
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FY2021 - Internal Services Acceleration Week with 41% participation rate in AP, and Channel Services Acceleration Month 3 tower services comms reached 15k+ BPs
- Mine the Gold SPIFF Program generated US$22.9M T2 & T3 services rev in Q3
- US$10M above Breakthrough for overall Services revenues
- 51.2% YTY growth in Tower 2 + 3 services revenues
- 94% CAC customers confident in our Service-Led Transformation
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FY2122 - Top Gun
- Drove hyper-growth in non-tied services; Tower 2 (excl Giga) grew 2x in 3 years
- Software YoY growth > 300%; AP is first and only region to cross both US$1M and US2M quarterly bookings for CSP
- AP Premier attach is best-of-breed across all 4 Lenovo regions
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FY2223 - One Lenovo Outcome Based approach
- Focusing on TruScale and XCloud
- ABM approach for Tetris account services upsell/cross sell
- Leveraging L360 to further enable BPs on services selling opportunity
Watch a recap of our achievements in Lenovo’s 5-year Service-led Transformation journey.
Meet the AP Services Heroes
Tune in to AP Services News network and hear from the star members of the AP Services team on how they have achieved stunning breakthroughs in driving Lenovo’s Service-led Transformation!
Win Cases
Campaigns & Achievements in FY1819
The Win 10 Big Play program was launched, complete with incentive programs for REL Rep & ISR, MM ISR, Channel Sales, Ecomm Sales and BP. Over 400 sales reps and BPs were briefed and trained. Numerous REL and SMB/Channel enablement assets were created and shared.
There was very positive feedback from sales teams, in particular, from REL. Some regional adaptations on SMB/BP offerings include:
- ANZ: Win 10 services bundled with targeted MTM
- CAP: Win 10 services bundled with targeted MTM + trade-in
- India: Win 10 services upsell
- Japan: Win 10 services upsell + trade-in
Campaigns & Achievements in FY1920
The Make Your Move to Modern IT, also known as Win 10 Big Play 2.0, was designed to meet the needs of customers that are looking to transform and offer products that are more tightly integrated with Lenovo Services. This campaign aims to increase the refresh rate of PCs by leveraging a trade-in program for old devices. Customers get to enjoy instant cash back, alongside eco-friendly disposal services, and world-class end-to-end solutions which they can rely on.
Campaigns & Achievements in FY2021
The Internal Services Acceleration Week and Channel Services Acceleration Month were launched to increase brand awareness of Lenovo Services and drive demand by raising both internal and channel awareness.
In tandem with the AP Services Acceleration Week, Lenovo also rolled out the “Mine the Gold” – AP Services Sales Blitz Program. This campaign aimed to help sales professionals understand more about the flexibility and agility of Lenovo Services and how it can support our customers in every step of their IT lifecycle, with incentives for participants to win attractive prizes.
Campaigns & Achievements in FY2122
The Managed Services CSP campaign was launched to empower IT Decision Makers, CISO/CSO, and CIO to move to a managed service solution and support the evolving needs of hybrid workers. It was packaged for local AP countries to roll out, with local media driving demand.
Meanwhile, the Pursue The New campaign aims to establish Lenovo as an end-to-end solutions provider among ITDMs, SBOs, and business decision influencers, and drive consideration for Lenovo premium products and solutions.
Campaigns & Achievements in FY2223
To empower customers to deliver their highest priority business outcomes, Lenovo identified four core challenges facing the business world on a global level. We crafted configurable solutions packages to help our customers meet these challenges in a secure, effective, and productive manner – by combining hardware, software, and services from across the Lenovo business groups.
Through our ONE LENOVO Outcome-Based Solutions, supported by Lenovo 360 to empower our channel partners to expand their selling capabilities, we want to unleash the full power of Lenovo’s end-to-end solutions & services for our customers
One Lenovo Outcome-Based Approach
To empower customers to deliver their highest priority business outcomes, Lenovo identified four core challenges facing the business world on a global level.
We then crafted configurable solutions packages that can help our customers meet these challenges in a secure, effective, and productive manner – by combining hardware, software, and services from across the Lenovo business groups.
Lenovo 360
Uniting the power of Lenovo’s programs, portfolio, and partner network
Empowering our partners with the ability to offer everything from devices to servers to advanced services, to help them expand and increase their ROI.
PEOPLE
- One dedicated channel team with specialization as needed
- Strong relationship management
- Provide partners with skills/support needed to deliver end-to-end solutions
PROGRAM
- Common program principles that rewards success, with the flexibility to adapt to BG specifics and local market agility
- Support & foster specialization
- Certification to provide return on partner investment
TOOLS
- Digitalize processes for efficiency & scale
- Enable partners to harness the power of Lenovo products & solutions
- Simplify partner engagement
- Facilitate speed-to-market & speed-to-customer
Look forward to stronger collaboration as we drive BOLDER services transformation!
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