Lenovo had a bold new vision: to deliver "Smarter technology for all" through outcome-based solutions. But their channel mainly knew how to sell hardware. In just six months, this multichannel campaign changed partner behaviours through gamification to deliver staggering results.
96% of Lenovo’s business is conducted through the channel. So, when Lenovo launched a new set of outcome-based solutions, it was crucial that their channel partners were on board.
However, research showed the channel still thought of Lenovo as predominantly a 'hardware business'. Partners weren't equipped or motivated to sell its outcome-based, end-to-end solutions.
In just six months, Lenovo needed to engage partners, changing their attitudes and behaviours by increasing the awareness of Lenovo as a solutions provider, boosting revenue, and opening up new opportunities along the way.
2023
Best channel marketing initiative
