Lenovo has called on partners to invest in building virtual desktop infrastructure services, as it teams up with NetApp, VMware, Nutanixs and others in a joint go-to-market approach.
The president of Lenovo's Data Centre Group, Giovanni Di Filippo (pictured), said the COVID-19 pandemic has shed new light on end-user procurement behaviours, presenting an opportunity for the channel.
"I would say the last few months have really became a business catalyst, and an opportunity for the channel," he said.
"Some organisations were really caught by surprise. We've seen that during this time some users have struggled to adapt to new software.
"We've done our own research and found that only six per cent of IT managers are considering their own users at their top priority, which tells us 94 per aren't.
"That 94 per cent is our opportunity, in my opinion, for partners to build a new consultative service to help companies in all kinds of segments to really deploy their technologies in a way that includes users more successfully."
Specifically, Filippo emphasised that partners should focus on virtual desktop infrastructure (VDI) services, an area in where demand has "gone through the roof" over the last few months.
When asked what role Lenovo will play in this, he said the US vendor will back partners with increased MDF and training investment.
"Very often VDIs are complex solutions because they have been baked into existing infrastructures. So, we are helping our partners build the solutions on the architecture side and on the configuration side.
"I would say many of them of course have their own practices in this areas, and this will help them be successful.
"And as we push new services into the market, yes there will be MDF and sales enablement because we have clearly seen a significant uptick in regards to virtual desktops."
Filippo added that Lenovo is also making a catalogue of use cases available to partners for reference and suggestions.
Across EMEA, Lenovo's Datacentre Group works with over 6,000 partners.
He added his call to action applies to partners across the whole of EMEA.
"I'm leading the datacentre group and I have 60 to 80 markets that we're covering and I really don't see any differences in this regard. The demand is mainly for virtual desktops right now."
In order to bolster these new services, Lenovo has chosen to go to market with six strategic vendor partners to build with.
"We're working with our strategic alliance partners very closely, with Microsoft, VMware, NetApp, Nutanix, Intel and AMD.
"This is a joint go to market because, at the end of the day, what do we stand for? We want to really serve our customers and clients with a next generation of datacentre solutions."
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