Lenovo Case study

Lenovo OEM Co-Selling

"It has been a really positive experience working with Consenna and has exceeded our expectations with their attention to detail their OEM customer focused approach.
Their collaborative approach allowed for a very tailored methodology that was warmly embraced by Lenovo OEM Target Customers.
At every step of the way both we would jointly evaluate, adapt and created a very powerful campaign.
We very much look forward to collaborating with Consenna again."

lenovo

Johnny Sorensen
OEM Senior Sales Executive

Customer Challenge

Lenovo have the widest portfolio of technology products in the world, delivering on a vision of Smart Technology for All through products, solutions, software and services.

However, operating as an OEM, where Lenovo technology is integrated into other brand’s products, adds another layer of sensitivity and precision to the demands of co-selling and reselling within a particularly niche environment. Lenovo turned to Consenna to help them filter the target list and reach out to effectively capture new business opportunities.

Solution

In close collaboration with the Mid Market Sales Team at Lenovo, Consenna rapidly customised an innovative system that allows fast, accurate introductions to prospects.

The specially designed ‘One pager’ firstly gathers information from readily available social media sources; a further facility makes life easier for sales teams to pinpoint and approach the best leads. The system is perfectly adaptable for co-selling.

Consenna also teamed with lead generation and tele-marketing specialists Purple Demand to refine and accelerate the search for more and better OEM customers and opportunities, through dedicated calling, following the build and execution of a pitch and sales script.

The Result

A 150% success rate on target opportunities was realised, with a projected return on pipeline of $10.5 million. The chosen system was well received by the Lenovo team and their resellers and it continues to fuel the company’s ambitions in UK OEM and Mid-Market B2B verticals.

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