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CDN’s Top 25 Newsmakers of 2015 – No 24: Stefan Bockhop

Channel Strategy

In 2015 Stefan Bockhop, director of channel sales at Lenovo Canada, shifted everything to the open distribution model.

Distributors who were selling select Lenovo or IBM System X products before now have access to the entire line of offerings, while resellers are still able to go with their trusted distribution partner.

“Everybody can now sell everything,” Bockhop said, in a previous interview.

Bockhop also pushed for an aggressive channel strategy in 2015 as part of general Lenovo plan. The company began to look towards the public sector, namely targeting solutions at healthcare and education, alternate form factors for compute devices, increasing the number of its System X skus as well as stock volume across North America, investing more heavily in the hyper-converged space, and upping its new customer bonus program for resellers, which now pays a 15 per cent bonus, up from nine per cent previously.