Report: Lenovo Pitches Cloud, MSPs on Service Provider Program Due in January

PC kingpin Lenovo, fresh off its dual blockbuster acquisitions of IBM’s (IBM) x86 server business and Google’s (GOOG) Motorola Mobility unit valued at a combined $5 billion, is on the hunt for cloud and managed service providers (MSPs) with plans to roll out a new service provider program next month, according to Alan Andrade, Lenovo North American channel strategy director.

In remarks at an industry event last week, Andrade said acquiring IBM’s former x86 server business provided a lever for Lenovo to drive growth by capitalizing on infrastructure opportunities, namely, the capability to supply MSPs with leading technology, souped up sales and technical support and other benefits through a dedicated service provider program.

Lenovo initially had slated mid-December for the service provider program rollout but pushed the debut date back to finalize details with partners, Andrade told CRN.

“We want to hit a home run,” he said. “We want to offer a best-of-breed program for cloud and managed services providers.”

According to the report, Lenovo already has staffed the program with more than 15 people, Andrade said, who are handling a number of offerings for service provider partners, including special pricing, business development funds, financial services options, training vouchers, equipment buy backs and discounts at Lenovo customer labs.

Andrade said the service provider program will deliver valuable business model benefits to MSPs, including customization and fulfillment, access to top-drawer technology, open standards and opportunities to scale solutions.

The vendor also wants to build into the program financial and cash-flow management tools, Andrade reportedly said. A notable component of the program Lenovo is considering is a “rent to grow” option that enables cloud and MSPs to buy Lenovo gear up to a pre-determined level of consumption at a certain price, with costs escalating only after the bar is reached.

Lenovo also will feature what Andrade called a “kick start deferral” option under which distributors will be able to provide Lenovo technology to partners for up to four months before paying for it.