PARTNERS
SGI shifts from SGI’s main customers for high- upon annual business plan. The
volume to value performance computing (HPC) are services offered to Premium Partners,
within the enterprise sector in the open to both existing and new
fields of manufacturing, sciences, partners, include bonus rebates for
higher-education and research, oil and Lenovo TopSeller products as well
gas, government and the public sector. as standard rebates on the entire
However, Ryan reveals that product catalogue. Premium Partners
the company is also enjoying a also benefit from co-marketing
significant growth in performance support and access to sales leads. The
computing for commercial customers Premium Partner benefits in the new
such as retail, media and telcos programme are in addition to those
where it sees further opportunities. available to all new Partner Network
Although it boasts a strong members, ranging from new sales rep
presence across Europe with partners incentives and eligibility for special
in the Nordics, UK, Germany, bids to access to historical training
France, Russia, Serbia and Turkey data and a streamlined sign-up
among the others, the company procedure.
Alison Ryan intends to further consolidate its
www.lenovo.com
market position by supporting
CALIFORNIA-based visualisation existing partners as well as recruiting
specialist SGI has announced a new ones in some selected areas in Waste partners wanted
number of changes to its partner the upcoming months. SEVANA Oy is looking for partners
programme with effect from July “SGI is focusing first on to expand and further develop its
2008, which markes the beginning of supporting current partners, and Recycling Materials Management
its new fiscal year. then will target specific high-value System, a fully customized, low
“The key change will be the partners in Northern Europe (UK, cost and completely integrated
transition from a volume-based to Norway, Sweden, Finland, and The business automation solution for
a value-based model with a greater Netherlands), Germany/Switzerland, waste management and recycling
focus on the channel than ever and Southern Europe (France, Spain, companies. Initially Recycling
before,” comments Alison Ryan, SGI Italy),” Ryan declares. Materials Management System was
VP Global Channel Sales.
www.sgi.com developed as a custom solution
As she explains, the company aims for an EU-based company working
at consolidating its single-tier channel in the field of recycling and waste
by investing significant resources to Lenovo rolls out new management.
grow business for SGI’s value added channel programme Due to new regulations for Green
resellers (VARs), although she doesn’t CHINESE vendor Lenovo has Dot companies the company faced
dismiss the chance to move towards launched the new Lenovo Partner challenges continuing working within
a two-tier channel model in the next Network (LPN), a two-tiered channel the same (mostly manual) approach
few years. programme offering its EMEA partners to support its business processes. The
The company’s increased a number of enhanced benefits and growing backlog produced a need
commitment to the channel is higher rewards. for a solution that would automate
also confirmed by the launch of a The new network, which work with reports delivered to the
two-level certification programme establishes two levels of partners, supervising organizations, and reports
whereby partners will be certified on member and premium, “is designed provided by the customers.
SGi’s foundation products (foundation to foster stronger, longer-term The implemented solution is
certification) as well as a number of business relationships between able to import customer reporting
market-specific solutions such as back Lenovo and its most active channel into database system, customers
up and recovery. partners. The new LPN will enable have an opportunity to submit
According to Ryan, the new Value high value-added partners as well recycling reports through a browser
and Volume programme as opposed as cost-conscious on-line resellers interface. All actions are tracked
to the previous Volume-based to better serve their customers and in the database, issuing invoices
programme will enable partner’s grow revenues,” Lenovo EMEA VP is automated and done via e-mail.
growth, offering them financial Transactional Business Unit Vincent Reporting is flexible and can be
incentives such as discounting. Fauquenot says. done on a customer basis, according
“We look forward to our channel To qualify, partners must meet to materials with pre-selected and
partners sharing in this success and a series of business and technical variable reporting periods.
growth,” Ryan says. criteria, including a mutually agreed-
www.sevana.fi
58 8020 EUROPA JUNE 2008
56,57,58 partners.indd 3 13/6/08 09:28:53
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