Techaisle Blog

Techaisle research shows that channel partners seek enablement and simplifications that support their growth objectives, enhance their competitive edge, and improve their operational efficiency. Lenovo has taken significant strides to streamline and strengthen its partner framework in the ever-evolving technology landscape. By consolidating eight disparate partner programs into a single global framework, Lenovo has simplified its operations and created a more efficient and effective system for its partners. This article delves into the key aspects of Lenovo's partner framework, highlighting its structure, benefits, and future initiatives.

A Unified Global Framework

Lenovo's partner framework has undergone a remarkable transformation. The company has reduced the number of incentive programs from over 2,000 to approximately 750, achieving a 63% reduction. This consolidation has made it easier for partners to navigate and benefit. The new global framework has significantly increased the number of active certifications from 6,800 to more than 42,000, covering various portfolios, including PC, infrastructure, and services.

Lenovo 360 Solutions Hub

One of the standout features of Lenovo's partner framework is the Lenovo 360 Solutions Hub. This platform offers 50 cross-portfolio solutions with associated marketing materials and guided selling tutorials. According to Techaisle’s research, 51% of partners consider marketing and sales tools essential for driving growth. The Lenovo 360 Solutions Hub is designed to enable partners to deliver end-to-end solution capabilities, making it a crucial tool for partners to stay updated with Lenovo's vast portfolio.

Amazon Web Services (AWS) has been a leader in cloud computing since 2006. Its success depends on a strong network of channel partners. These partners are brought together through the AWS Partner Network (APN), which fosters collaboration and enables the creation of solutions and services for customers. The APN has expanded over time to include various programs. It's worth noting that the APN has over 130,000 partners from 150 countries, with nearly 70% headquartered outside the US. Although large enterprises have greatly benefited from these programs, AWS has recognized small and mid-sized businesses (SMBs) play a significant role in the global economy. As a result, AWS has recently introduced the SMB Competency Program, a strategic initiative designed to empower partners serving SMB customers. After extensive discussions with partners and an in-depth understanding of SMB requirements, AWS unveiled its robust program in January 2024.

AWS SMB Competency Partners provide solutions and services tailored to SMBs' requirements. This covers platform solutions such as migration and modernization, security, data storage, disaster recovery, artificial intelligence/machine learning, and SaaS solutions, including accounting, resource management, customer service, and relationship management. AWS SMB Competency Partners serve as a single source for SMBs who want to use the AWS cloud to solve their specific business problems.

The inaugural iteration of the program comprises 30 partners, spanning services and software with expertise in managed services, security, AI, modernization, migration, disaster recovery, and cloud business applications. These categories have been thoughtfully chosen to align with SMB priorities.

I have personally spoken with each of these 30 partners, and they unanimously endorse and express enthusiasm for the AWS SMB Competency program.

According to Techaisle’s 2024 research data on SMB and Midmarket priorities and challenges, 55% of customers view partner competencies as “absolutely essential” when assessing partner capabilities. In contrast, 36% of customers prioritize certifications in their evaluation. This emphasizes competencies' critical role in demonstrating a partner’s expertise and ability to meet customer needs.

Focused on growth and committed to new solutions that expand business horizons – the SMB market is on the brink of a multi-year growth trajectory.

According to data from Techaisle, it is projected that the global IT expenditure of small and medium-sized businesses (SMBs) will escalate to a staggering US$1.35 trillion by 2024. Furthermore, this spending is anticipated to experience a compound annual growth rate (CAGR) of 5.7%, extending through 2028. Cisco is making a significant push into the SMB market, a segment where it has enjoyed steady growth. In fiscal year 2023, which concluded in July, the SMB segment was Cisco’s top-performing customer category for a third consecutive year. Cisco sees this segment as a $25 billion addressable market opportunity, captured with mid to high-tier SMBs transitioning to cloud and SaaS solutions. Notably, about 20% of Cisco’s SMB business comes from new customers every year, underscoring this segment's critical role in expanding Cisco’s reach and reflecting on the growing demand for technology amongst SMBs.

Cisco’s go-to-market in the SMB segment is partner-led, catalyzed with continuous partner-focused programs, initiatives, and marketing investments to foster robust relationships. According to the latest research by Techaisle, a significant majority of SMBs, 87%, depend on their partners for technology solutions. Furthermore, these SMBs channel nearly 89% of their IT expenditure through these partners. Cisco is, therefore, continuously enhancing its engagement with partners, revamping its marketing strategies, and adapting to the changing needs of its customers. A vital part of this strategy is the focus on the new “Scale” go-to-market initiative, aligned to engaging SMB customers and Partners in this space, as unveiled at the company’s sales kickoff meeting in August. This model offers partners and customers enhanced sales and marketing support, ensuring that SMBs receive expert advice in crucial care-about areas such as cybersecurity or hybrid work.

The concept of “digital transformation” has become a staple in corporate discussions over the years. While some may write it off as a fad, many, particularly SMBs, understand its importance. For these businesses, digital transformation involves adopting digital technologies to streamline operations, improve customer relationships, and position themselves as agile and innovative entities in their respective fields. Techaisle data reveals that 71% of SMBs are investing in digital transformation, and 37% have a holistic digital strategy. SMBs, once perceived as technologically behind, are actively embracing cloud solutions to meet their IT requirements. These technologies have become crucial to their digital transformation journey, enabling them to automate various operational aspects and gain a competitive advantage through essential business process automation tools, orchestration, and integration or advanced offerings like custom AI and analytics applications hosted on cloud platforms.