Shulou(Shulou.com)11/24 Report--

Lenovo China's Grand Customer Pledge Conference in fiscal year 2023/24 with the theme of "Three Armed Forces Meeting and Full Stack Attack" was successfully concluded on April 7. Liu Jun, executive vice president and president of Lenovo Group in China, said at the conference that Lenovo started the dual-mode transformation in 2004 to establish a large customer department. In the 20th year, the brand-new large customer business group joined forces to launch an all-round charge to 3S (intelligent equipment, intelligent infrastructure and solution service) with the advantages of global scale, world-class technology and localized products, services and teams, striving to achieve the goal of hitting the first place in 3S market.

At the conference, Lenovo China's major customers, infrastructure and solution services three business groups met. Liu Jun and Wang Liping, vice president of Lenovo Group and general manager of China's major customer business group, Bai Peng, senior vice president of Lenovo Group and president of Lenovo's infrastructure business group in China, Lan Ye, senior vice president of Lenovo Group and president of KTG, Dai Wei, vice president of Lenovo Group and general manager of China's solution service business group, witnessed the sailing time of the meeting.

Complete organizational reform, 7 major industry columns officially unveiled

According to reports, Lenovo China has made major organizational adjustments in its major customer business this year, integrating the sales teams of the above three businesses. After the three armed forces meet, they are reorganized into three echelons: customer manager (AR), product and solution expert (SS) and pre-sales technical expert (SE), which are subdivided into seven industries: telecommunications, finance, government, manufacturing, education, Internet and key industries. An integrated sales system facing large customer groups has been established and customer interfaces have been unified. Further improve the coverage of large customer business groups to customers and one-stop service industry customer capabilities.

(Wang Liping, Vice President of Lenovo Group and General Manager of Major Customer Business Group in China)

On the same day, 7 major industry columns officially appeared at the oath meeting, which will start a new journey around the above-mentioned 7 major industries to deeply cultivate and operate customers.

"In the past, our sales organization was divided by product, and through the integration of columns and AR teams, our organization has truly achieved customer centricity. "Wang Liping said," It will provide customers with full-stack capability and full-life-cycle accompanying services. While deepening the industry, it will lead products and R & D innovation to provide more comprehensive products, solutions and services for customers 'intelligent transformation. "

The data shows that Lenovo has assisted hundreds of large-scale Chinese enterprises such as Ningde Times, Sany Heavy Industry and China Commercial Aircraft in terms of intelligent enterprises enabled by 3S products, solutions and services, and formed a batch of replicable lighthouse cases. The completion of this organizational change will better assist customers to complete the full journey of intelligent transformation.

At present, in terms of intelligent transformation of service enterprises, Lenovo has owned several key general solutions including Lenovo xCloud hybrid cloud, ESG low-carbon park, multi-cloud desktop, magic cube intelligent customer service, etc., and has created "1+1+N" intelligent transformation "combination boxing" covering 1 enterprise intelligent transformation framework, 1 intelligent maturity model, 1 intelligent transformation planning suite, and new IT full-stack full-cycle service.

Open the 3.0 mode of large customers, impact the first 3S market in the new fiscal year

At the same time, Wang Liping announced at the conference that he would start the "big customer 3.0 mode" from fiscal year 2023/24 to launch an impact on the 3S market share first. "Big Client 3.0 consists mainly of 3 points. "He said," First, do deep and thorough industry, manage customer life cycle value; Second, take the intelligent transformation of enabling customers as the core, and drive the continuous iterative innovation of new IT products and solutions; Third, open up One Lenovo channel system. "

It is understood that since 2017, Lenovo's large customer business has experienced two stages: 1.0 and 2.0. Before 2019, 1.0 is the PC era, mainly focusing on business opportunities, focusing on single PC business and offline channels; from 2019 to 2022, it will focus on business customers, diversify development, provide intelligent equipment and services such as smart education large screen and commercial tablet outside PC, and the sales channel will become online + offline.

Under this mode, the business of large customers has continuously obtained outstanding "report cards." He mentioned that PC share rose steadily in the last fiscal year and continued to lead the market. The 3S business outside PC has grown rapidly, ranking second in the overall 3S market and first in the financial, manufacturing and education industries. In the smart device business, smart education big screen entered the top three in the market, commercial tablet computer won the title for 8 consecutive quarters; infrastructure business exceeded revenue target by deepening collaboration.

"In the big customer 3.0 phase, we will focus on transforming from a PC leader to a 3S leader, doing deep penetration in the industry and providing customers with 3S full-stack products and solutions. Wang Liping said,"The new fiscal year faces great opportunities. We have strong full-stack products and solutions, and we are very confident to become No.1 in the 3S market for large customers." "

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