Lenovo strategically partners with Pax8, a software marketplace, attending their events not to sell hardware, but to engage with the MSP community where they are already active. This demonstrates an ecosystem-first approach focused on sharing best practices and building relationships beyond direct sales.
Instead of building its program in a vacuum, Lenovo proactively gathered a group of MSPs to act as an advisory council. This allowed them to understand partner needs, identify market gaps, and craft a more relevant and successful program from the outset, which they continue to iterate on.
Recognizing that MSPs are engineering-led, Lenovo provides its partners with the "Lenovo 360 Solutions Hub." This tool shifts the sales motion away from technical specs and towards outcome-based, strategic conversations that help MSPs identify and solve their customers' core business pain points.
To provide maximum flexibility, Lenovo allows partners to choose their procurement path. They can either use traditional distribution channels or engage directly through Lenovo's .com engine, Lenovo Pro. This empowers partners to select the model that best fits their business operations and desired level of autonomy.