Lenovo 360 is quietly rewriting channel rules

Lenovo Al channel strategy is moving beyond products. With 70% Al revenue growth, Lenovo 360, Tier 2 expansion and Al-powered partner tools, the company is quietly reshaping how channels earn, learn and scale in India's value-conscious market

- BHARTI TREHAN

As AI reshapes global technology markets, Lenovo is reshaping not only its product strategy but also its channel ecosystem. In a detailed interaction with Pascal Bourguet, VP, Sales Strategy and Channels Chief, International Markets, Lenovo; Fiona O'Brien, VP, Sales Transformation and Enablement, Lenovo; Ashish Sikka, Director and Category Head, Lenovo India; and Arvind Chabra, Director, One Channel, Lenovo India, one message stood out: AI is not just a product feature; it is reshaping how partners earn, learn and scale.

AI is the strategy, not a feature add-on

AI is shaping the company's strategy, to start with. The global direction is anchored in hybrid AI, leveraging a portfolio from the edge to the Cloud, spanning wearables, phones, endpoints, edge computing, servers, storage and Cloud provider equipment. That positioning is designed to support AI transformation within the customer space. It also changes how sales and channel models need to work because the portfolio sits across multiple buying centres and multiple lines of business. The response has been a move toward one unified go-tomarket approach, supporting three major business groups: PC, Infrastructure Solutions Group and Services. The intent is straightforward: one face with the customer and one go-to-market that supports all three business groups.

Lenovo 360: fewer programmes, clearer engagement