Techaisle research shows that channel partners seek enablement and simplifications that support their growth objectives, enhance their competitive edge, and improve their operational efficiency. Lenovo has taken significant strides to streamline and strengthen its partner framework in the ever-evolving technology landscape. By consolidating eight disparate partner programs into a single global framework, Lenovo has simplified its operations and created a more efficient and effective system for its partners. This article delves into the key aspects of Lenovo's partner framework, highlighting its structure, benefits, and future initiatives.
A Unified Global Framework
Lenovo's partner framework has undergone a remarkable transformation. The company has reduced the number of incentive programs from over 2,000 to approximately 750, achieving a 63% reduction. This consolidation has made it easier for partners to navigate and benefit. The new global framework has significantly increased the number of active certifications from 6,800 to more than 42,000, covering various portfolios, including PC, infrastructure, and services.
Lenovo 360 Solutions Hub
One of the standout features of Lenovo's partner framework is the Lenovo 360 Solutions Hub. This platform offers 50 cross-portfolio solutions with associated marketing materials and guided selling tutorials. According to Techaisle’s research, 51% of partners consider marketing and sales tools essential for driving growth. The Lenovo 360 Solutions Hub is designed to enable partners to deliver end-to-end solution capabilities, making it a crucial tool for partners to stay updated with Lenovo's vast portfolio.
Centralized Campaign Execution
Lenovo has shifted from geography-specific marketing campaigns to a centralized framework for more efficient execution. This change has streamlined the process and ensured consistency in messaging and branding across different regions. The centralized approach allows for better localization and activation, making it more efficient for both Lenovo and its partners.
Certification Growth and Specializations
The new framework has led to a notable rise in certifications. Infrastructure certifications are up 40% year over year, and Devices certifications have also grown significantly. Lenovo has introduced 10,000 partner-level specialization accreditations. As per Techaisle data, 42% of partners show increased interest in specializations. Lenovo's emphasis on enabling partners to provide comprehensive solutions will be crucial for the new framework.
Future Initiatives and Expansion
Looking ahead, Lenovo has ambitious plans to expand its partner framework. The Lenovo 360 Solutions Hub will be extended to 47 markets by spring, a footprint that covers 91% of the total channel revenue. Lenovo aims to further simplify the number of incentive programs to 200 and improve the training process by leveraging AI to reduce the time required for partner training from 10 hours to 1 hour per certification.
Partner Ecosystem and Digital Enablement
Lenovo's partner-centric approach is evident in its focus on simplicity and predictability. The digital enablement platforms, such as the Lenovo 360 Solutions Hub, are essential for partners to stay up to speed with Lenovo's vast portfolio. The company has also launched specific pathways for Managed Service Providers (MSPs) and Global System Integrators (GSIs), demonstrating the flexibility of the Lenovo 360 framework.
360-Degree Approach for MSPs
Techaisle’s channel survey data shows that Managed Services Providers (MSPs) have been at the forefront of driving growth in the IT channel. In 2025, their top priority remains "driving growth," which was also their primary focus in 2024 and 2023. This consistent emphasis on growth highlights the MSPs' commitment to expanding their market presence and increasing their client base. Improving profitability per client is another area where MSPs diverge from their channel peers. This priority ranks fourth for MSPs but only seventh across all channel members. This focus on profitability per client suggests that MSPs want to grow their client base and maximize the value they derive from each client relationship.
Lenovo has launched specific initiatives tailored for Managed Service Providers (MSPs) as part of its comprehensive Lenovo 360 framework. Recognizing MSPs' unique needs and operational models, Lenovo 360 for MSP is a dedicated program that addresses these requirements through specialized enablement, connection, and growth strategies.
Enablement for MSPs: Lenovo has introduced a range of enablement tools specifically designed for MSPs. This includes a dedicated element within their portal that provides MSPs with access to tailored resources and support. These resources are designed to help MSPs deliver end-to-end solutions effectively, ensuring they are well-equipped to meet the diverse needs of their clients.
Connecting with MSPs: Lenovo has made significant efforts to connect with MSPs through various workshops and roadshows. These events allow MSPs to engage directly with Lenovo, ask questions, and understand the benefits of partnering with the company. Lenovo emphasizes building solid relationships with MSPs, ensuring they feel supported and valued as partners.
Growth for MSPs: Lenovo has developed a new digital platform that offers a unique incentive structure for MSPs. Unlike traditional transactional incentives, this platform focuses on the number of devices managed by MSPs and their lifetime value. This approach aligns with MSPs' business models, prioritizing long-term client relationships and service delivery over one-time transactions. The feedback from MSPs regarding this new incentive structure has been overwhelmingly positive, highlighting its effectiveness in driving growth and engagement.
Final Techaisle Take
Lenovo's partner framework is a testament to its commitment to its partners. By simplifying the framework, increasing certifications, and expanding the Solutions Hub, Lenovo has created a robust and efficient system that benefits itself and its partners. As Lenovo continues to innovate and expand its partner framework, it is well-positioned to lead the technology industry. Overall, Lenovo's initiatives for MSPs demonstrate a deep understanding of their specific needs and challenges. By providing tailored enablement tools, fostering solid connections, and offering innovative growth incentives, Lenovo is positioning itself as a valuable partner for MSPs in the technology landscape.