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Lenovo vows to put $1bn of new business in EMEA channel

Alex Scroxton
Lenovo EMEA products and channels vice president Vincent Fauquenot has been banging the drum on behalf of the PC hardware vendor's reseller base, saying that to achieve its ambition of being a top three PC vendor in EMEA, it will need to drive $1bn (£642m) worth of additional revenues through the channel this year alone.

Speaking at a press conference at Lenovo's partner event, currently being held at the Bristol Kempinski in Berlin, Fauquenot conceded that the firm's ambitions were "pretty high" but said the firm saw it as a "strong token of our commitment".

"We are convinced that with the quality of products we are bringing to market and the programmes we are putting in place, that we are going to be able to hit those numbers," he said.


Although Lenovo was unable to break these figures out for the UK, Neil Berville, EMEA director of channels and programmes, told MicroScope that this equated to around 20% year-on-year growth in the UK market, where Lenovo has already breezed past its target of 10% marketshare, but has not yet made it onto the podium of top three PC vendors.

Both Berville and EMEA president and SVP Gianfranco Lanci talked up a renewed focus on innovation - through new products such as its ThinkPad X1 Carbon ultrabook, which Lenovo claims is the world's lightest 14 inch notebook - as a means to drive more resellers into its arms and hit its targets.

"Most SME resellers are trading with HP, and what you generally find is that the only pushback we get is 'why should we change that?'" said Berville. "We try to push against that with innovative products but at the end of the day, that's not going to be enough.

"We have to try to grow the smaller resellers who don't trade with Lenovo, giving them better access to us and better credit, which is why we appointed C2000."

Lenovo has also been busily appointing new partners and now claims to have on-boarded 4,000 across the region in the past six months. Asked by MicroScope about concerns over spreading itself too thinly across the channel, Lanci said that the growth Lenovo was seeing in its marketshare still justified rapid recruitment rates.

"Of course you must be careful to offer a decent level of business," said Lanci. "But on the other hand we're growing at 25% to 30% year-on-year. If we can keep growing at this level ... then for sure we need to expand the channel."
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