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Lenovo gets aggressive in the channel

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He's only been at Lenovo SA for a matter of weeks, but product and channel manager Gary de Menzes is already making waves – announcing a new channel partner programme that the company will aggressively pursue over the next few months.

De Menzes, credited with formalising Compaq's local channel in the days before its acquisition by HP, says that local vendors have become complacent regarding their channel partners over the past few years and it is for this reason that he's revamping Lenovo's offering.
"We're going to be very aggressive and there's going to be a lot more value-add for partners in our new programme," De Menzes says. "I believe that the majority of other Tier 1 vendors have, over the last two or three years, diluted a lot of their channel value.
"This is an issue that needs to be addressed, especially when one considers a vendor like Dell entering the channel," he says. "And that's what we're looking to do with our new programme.
"You'll see us being a lot more aggressive and adding a lot more value to our partners' companies in the coming months."