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Lenovo DCG Services
Hardware Installation Service
©2017 Lenovo. All rights reserved.
Lenovo Business Partner Training Deck
2
DCG Services Programs and Incentives
5% Rebate on ALL
DCG Services
Promotion
Bundles with
Reduced Prices
20% Discount Off
List Price on all
System X Services
30% Discount off
List Price on:
Hardware
Installation
and
Enterprise
Software Support
$20 SPIFF Paid on:
Promotion Bundle
Sold
Hardware
Installation
Enterprise
Software Support
3 3
Basic Hardware Installation
Receive post-installation documentation for reference
Lenovo Project Management ensures successful planning,
execution and completion of projects
Let Lenovo experts unpack, install, update firmware, and
conduct final operation verification test of hardware
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Lenovo Partner Responsibilities
1. Select the appropriate service to match customer’s needs 2. Provide and explain the Pre-Installation Checklist to the customer
Pre-Installation Checklist
3. Connect the customer with the Regional Project Manager for assistance with the checklist and scheduling the installation appointment
Lenovo Sellers are Lenovo Sales Representatives and Authorized Lenovo
Business Partners.
2017 Lenovo BP Confidential. All rights reserved.
5
DCG Hardware Install Margin Stack
Highly Profitable Offer: 30% off list price vs. 20% off list price
5% Rebate on DCG Services
2.5% Rebate on DCG Products & Services
Total: 37.5% AND counts for all partner programs
Example using System x3650M5 Hardware Install Server (01KA807) Profit
List Price $369
Entitled Price $258 30.00%
DCG Enterprise Rebate (2.5%) $6
DCG Services Rebate (5%) $13
New Customer Bonus (10%) $26
SPIFF ($20) $20
Total Incentives $65
Total Partner Margin Dollars $176 47% 2017 Lenovo BP Confidential. All rights reserved.
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Partner Benefits
Free Up Resources Partners can position Lenovo HW Install if they have limited
resources or don’t offer an install service.
Highly Profitable Offer 30% off list vs. 20% off list
5% Rebate on DCG Services
2.5% Rebate on All DCG
Total: 37.5% AND counts for all partner programs
Benefits for Lenovo business partners
Reduce Risk Partners can help their
customers reduce risk and creates further stickiness with
their accounts.
2017 Lenovo BP Confidential. All rights reserved.
7
What Outcomes Does Hardware Installation Provide?
• Accelerate Time to Value – Realize business benefits quickly – Systems are installed within hours
• Reduce Risk – Validates that systems are ready for workload installation – Project manager owns scheduling and verifies installation is successful
• Improve IT Efficiency – Customer’s IT staff can focus on more strategic activities – Reduce cost and save time of valuable customer IT resources
2017 Lenovo BP Confidential. All rights reserved.
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HW Installation Fixed Scope Solution & Hourly Rate
Standard Fixed HW Installation Offering Predefined fixed scope and price, available
around the clock. Easy to configure with hardware; quick to sell; and simple to order
Standard Fixed HW Installation: Simple, quick and easy to sell/order Predefined fixed scope of work Fixed price Configure with hardware at point of sale Delivered by highly skilled Technicians
Pre-Negotiated Hourly Rate provides flexibility to design custom statements of work and
fulfill last minute customer requests while the Installation Technician is on-site performing other services
Custom Service requests: Non-standard offerings Within Tech. skill set Meets customer needs
Work Authorization Form: last minute requests while
technician is onsite Supports customer’s
Flexible Last - Minute Basic HW Installation
©2017 Lenovo. All rights reserved.
9
©2017 Lenovo. All rights reserved.
Hardware Installation Service Comparative Analysis
Phase Task Lenovo Dell Basic Dell
ProDeploy HP
Pre-Installation
Single Point of Contact for project
Management
Site readiness review
Implementation planning
Installation
Installation service hours Business & Off
Shift Hours
Business
Hours
Business & Off
Shift Hours
Business
Hours
Onsite rack and stack, firmware/BIOS update
Disposal of Packaging materials
Install operating system or hypervisor Optional
Project documentation
Post-Installation Deployment verification
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Product Type Installation Services Available*
Rack Server or Blade Server Hardware Installation Server
Hardware Installation Server with OS
Tower Server Hardware Installation Tower
Hardware Installation Tower with OS
Storage (incl. Tape Drives) Hardware Installation Storage
Rack Assembly Hardware Installation Rack Assembly
Blade Chassis Hardware Installation Blade Chassis
Network Switch Hardware Installation Network Switch
HW Installation Service Catalog
Services are available during standard business hours or off shift hours.
©2017 Lenovo. All rights reserved.
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HW Installation Server Part Number Explanation
• HW Installation Server – installation of the server into a customer’s already existing rack.
• HW Installation Server with OS – installation of the server into a customer’s already existing rack, plus the installation of an Operating System (Microsoft, RedHat, VMWare, etc.)
• If a Lenovo or third-party rack is to be installed, please add the Rack Assembly part number. Please note the rack still must be procured and provided by the customer.
Product Type Installation Services Available*
Rack Server or Blade Server
Hardware Installation Server
Hardware Installation Server with OS
Hardware Installation Rack & Server
©2017 Lenovo. All rights reserved.
12
Regional Project Manager’s Responsibilities
Regional PM contact info on the Pre-Installation Checklist form More details and documentation is available on the HW Installation Site
1. Conduct pre-installation interview with the customer
2. Confirm the customer has completed the pre-installation activity successfully
3. Contact Service Provider to schedule installation for the customer
4. Confirm that Service Provider has scheduled an appointment with the customer
5. Confirm with customer that Service Provide has competed the installation services
6. Manage any complaints and escalations
7. Process the Work Authorization Form
8. Ensure proper invoicing
9. Validate and reconcile monthly billing report
©2017 Lenovo. All rights reserved.
13
AE/Sales Rep
End User/
Customer
Lenovo
Project
Manager
Service Provider
Install Tech
Installation Appointment Scheduling Process
Contact Install Tech to schedule
the services
Register an Installation Ticket – assign to Installer
Acknowledges Ticket and
contacts End User
Confirm Appointment
time
Record Activity
Perform Installation
Purchase Service
Close Ticket
Confirm Completion of
Installation
Works with customer to complete
Pre-Installation Check List
Provide Pre-Installation
Checklist
©2017 Lenovo. All rights reserved.
14 ©2017 Lenovo. All rights reserved.
Collateral
Hardware Installation Brochure
Customer facing sales aid description of service offering and competitive table
Hardware Installation Datasheet
Sales aid and detailed description of service offering
Pre-Installation Checklist
Pre-requisite actions to be completed by customer prior to scheduling appointment
Sales / Business Partner should provide customer link and directions to complete form
Hardware Installation materials are located on the Lenovo website
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Resources and Help Aid
Functional Area Name Email Address
NA Services Marketing Mgr Eric Bohannon [email protected]
DCG PMO Service Delivery Greg Stefanicki [email protected]
Hardware Installation PMO Contact [email protected]
©2017 Lenovo. All rights reserved.
**REMINDER: BE SURE TO PROVIDE YOUR CUSTOMER THE
PRE-INSTALLATION CHECKLIST. THIS KICKS OFF THE INSTALL
PROCESS!
16 ©2017 Lenovo. All rights reserved.
