Partner content: How Lenovo 360 Is Evolving to Support a Changing UKI Channel

Lenovo 360 is built around three core pillars: Enable, Connect, and Grow, designed to make Lenovo the easiest and most channel-centric vendor to work with.

The UKI channel continues to evolve as partners adapt their offerings to meet the rise in consolidation and as-a-service models, and changing customer expectations. To understand how Lenovo is responding, how its partner framework is evolving, and how partners can benefit, CRN spoke to Natalie Noor, SMB & Channel Director UKI at Lenovo. Read on to find out more about the shifting channel landscape and how the three pillars of Lenovo 360 are supporting long-term partner growth.

What strategic shifts have you seen in the UKI channel landscape over the past 12 months?

We’ve seen increased consolidation across the UKI channel, with partners acquiring complementary businesses to strengthen their go-to-market capabilities and expand their services portfolios. This has enabled partners to move further up the value chain and position themselves as trusted advisors to customers, rather than purely transactional resellers.

We’ve also seen a continued shift towards as-a-service and outcome-based consumption models. As a result, partners are evolving further into true value-added resellers, delivering integrated solutions that combine devices, infrastructure, services, and lifecycle support.

What do the main pillars of the Lenovo 360 framework mean for partners?

Lenovo 360 is built around three core pillars: Enable, Connect, and Grow, designed to make Lenovo the easiest and most channel-centric vendor to work with.

Enable focuses on simplifying everyday partner activity. This includes access to digital tools, outcome-based solutions, training, resources, marketing assets, campaigns, and platforms that help partners operate more efficiently and take solutions to market faster.

Connect brings partners closer to opportunities, people, and insights. Through Lenovo 360 programmes, events such as Accelerate, and access to subject matter experts, partners can collaborate, share best practice, and strengthen their networks to win together.

Grow is about developing both people and businesses. Partners can drive growth through incentives and rewards, while building long-term capability through training, certifications, and accreditations available via Lenovo Partner Hub.

Together, these pillars create a predictable, simplified framework that supports partner success at every stage of their journey.

How does Lenovo support its partners in driving innovation and growth?

Lenovo supports partner innovation and growth through a combination of expert programmes and solution-led enablement. This includes initiatives such as the Workstation Expert Programme and the Education Expert Programme, which provide targeted training, product insight, and closer collaboration.

In addition, Lenovo’s Solutions Hub helps partners identify, position, and deliver integrated solutions aligned with customer outcomes, supporting differentiation and accelerating time-to-value.

How do partners benefit from having tailored “pathways” for specific partner types?

While Lenovo 360 provides a unified framework, we recognise that partners are at different stages of maturity and operate across different markets. Tailored pathways allow us to support partners at every tier with the right level of enablement, incentives, and expertise.

Programmes such as the Workstation Expert Programme provide focused support for partners operating in specialist areas, helping them build capability, differentiate, and grow within their chosen markets.

What’s next for the Lenovo 360 framework?

FY27 represents a key evolution for Lenovo 360 with the move to a One Lenovo partner programme, bringing our Devices, Infrastructure, and Services businesses together under a single framework.

The next phase of Lenovo 360 is focused on deeper integration rather than additional layers. This means a more consistent partner experience, clearer engagement models, and greater alignment across the Lenovo portfolio, while retaining the flexibility partners need to grow and specialise.

Our priority remains delivering long-term partner value through the right mix of enablement, learning, incentives, and predictable programmes that support sustainable, mutual success.

How can taking a unified approach to channel programmes help partners streamline their business and simplify their go-to-market strategy?

A unified approach removes unnecessary complexity for partners. By aligning programmes, tools, and engagement models under Lenovo 360, partners spend less time navigating multiple vendor systems and more time focusing on customer outcomes.

This simplification enables a clearer, more cohesive go-to-market strategy, helping partners position end-to-end solutions more effectively and operate more efficiently. Ultimately, it supports Lenovo’s goal of being the easiest and simplest vendor for the channel to work with.

Find out more about the Lenovo 360 framework here.