By Elaine J. Hom
Lenovo, a computing provider, and SED International, a distributor, have signed a distribution agreement for Lenovo’s SMB computing products. Per the agreement, SED will distribute a selection of Lenovo ThinkPad laptops, ThinkCentre desktops and all-in-ones, IdeaPad laptops, Lenovo-branded laptops and options to SED’s network of U.S. reseller partners.
“We’re continuing to focus on how we can grow in the SMB market,” says Alan Andrade, director of channel management at Lenovo. “We see this as a fantastic opportunity to leverage the unique partner base that SED has – they’re addressing a set of SMB VARs that Lenovo does not have in its network today.”
According to SED, their reseller network is made up of many resellers who sell to SMBs, but are also SMBs themselves, and thus need a special kind of relationship with their distributors and vendors.
“We cater to that segment through dedicated sales person, credit support, and other services to provider support and relationship with that smaller customer,” says Rob Kalman, VP of U.S. and corporate marketing at SED. “That’s a big focus for us to continue to provide the best product, services, and solutions to that reseller segment. Lenovo, to us, is a perfect for that. Not just because of the quality of product, but how they support the channel with their partner program, which is an extremely robust program that caters to the partner set that we’re focusing on.”
While SED resellers will be able to sell the desktops and notebooks from Lenovo, SED is highlighting the opportunity for its resellers to sell Lenovo options, or accessories, as well.
“It provides a branded solution that’s not just the notebook, but products they can combine and bundle and provide additional margin opportunities,” says Kalman. Kalman also notes Lenovo’s partnership with Microsoft, and because SED also distributes Microsoft, there will be Lenovo products available with Office bundling. These Lenovo-Microsoft partnered solutions, combined with Lenovo options, leaves the reseller with a number of customizable branded options for customers.
SED partners will be able to sell the Lenovo products by the end of August. SED will be offering promotions and incentives for their partners, encouraging them to sell Lenovo products and get involved in the Lenovo partner program.
