Tech Data – Lenovo / Dell Endpoints Campaign(s)
Conversation Guide
Company Overview:
Lenovo is a US$50 billion Fortune Global 500 company, with 57,000 employees and serving customers in 180 markets around the world. Lenovo manufactures one of the world’s widest portfolio of connected products, including smartphones (Motorola), tablets, PCs (ThinkPad, Yoga, Lenovo Legion) and workstations as well as AR/VR devices and smart home/office solutions. Lenovo’s data center solutions (ThinkSystem, ThinkAgile) are creating the capacity and computing power for the connections that are changing business and society. Lenovo’s corporate headquarters is located in Hong Kong, with key operations centers in Beijing and Morrisville, North Carolina.
Solution/Service Overview:
Laptops
- ThinkPad – The #1 business laptop of all time that are secured-core PCs, featuring deeply integrated hardware, firmware, and software security. Different models come with options of: World-Renowned Business Tools; Ultraportable Productivity Tools; Mobile workstation options; Professional capabilities at budget friendly prices.
- ThinkBook – These laptops make it easy to do business with style and with a little fun. There are options that keep you up and running without pause (with Modern Standby that wakes your laptop in less than 0.5 seconds), to security that works behind the scenes. And that’s not all—ThinkBook laptops boast awesome entertainment features such as Dolby Audio™ Harman speakers for clear sound and the ability to continue to play music even when your laptop is asleep.
- Yoga – 2-in1 laptops that can be both a laptop and a tablet and are stylish and light.
- Legion – An affordable option for gamers and content/graphic designers, that is also lightweight and slim, but also still provides best in class graphics and power.
- IdeaPad – Multimedia laptops for graphic designers and gaming with vast color spectrum and 8th or 9th Gen processing for speed.
- Lenovo laptops for students – Perfect for students for both class time and study time with options for any budget, plus both rugged and lightweight options.
Desktops/PCs
- ThinkCentre – PC’s that are reliable, easy to use, and powered for productivity, with a price range of options.
- IdeaCentre – Options from slim and stylish desktop towers, to All-in-One powerhouses. Plenty of power and space that allows you to accomplish all professional goals, along with the ability to easily upgrade without taking up too much space.
- Legion – An affordable desktop option for gamers and anyone working in graphics, with top notch processing and speed, including thermal options to keep your machine running smooth and cool.
Workstations
- ThinkPad
- ThinkStation – Workstations that deliver powerful performance with the latest generation of Intel® Xeon® processors and NVIDIA® Quadro® professional graphics in dual- and single-processor systems. These workstations are also energy-efficient and highly versatile. ThinkSations have been tested and proved to deliver the performance needed to power even the most demanding applications.
Target Audience
IT Managers, IT Directors, System Administrators, VP of IT
Call Guide – Lenovo/Dell Endpoints Campaigns
Message/Solution: A need for 30+ endpoints (PCs, laptops, workstations) within 30 months and open to Dell and/or Lenovo.
This need could arise for a company due to missing features/specs on their current solutions, growth of the company leading to more employees, their current computers being old or slow, and their current computers having Windows 7.
Geo: U.S.
Introduction(s) – pick one or a variation of there that you are comfortable with:
- Hello. My name is Tony calling on behalf of Lenovo/the Lenovo partner network. Are you the right person to talk to about refreshing your PCs and laptops?
- Hello. My name is Tony calling on behalf of Dell/the Dell partner network. Are you the right person to talk to about refreshing your PCs and laptops?
- Hello. My name is Tony calling with the IT Partner Network. We are getting updated information out on endpoint solutions. Are you the right person to send that to? What’s your email address?
Background Questions to ask (in addition to typical BANT) info:
- Is there a particular brand you are evaluating or are you open to evaluating brands based on the best fit for your environment?
- How many are you looking to refresh?
- Are there any features that are a must have for your new desktops/laptops?
- What price range per computer are you aiming for? Or do you have budget for the entire project?
- What do you currently have in place? Are there any features you felt were missing or wish you had with those?
If they are looking for the same brand that they already use, make sure to ask:
- What partner do you currently buy endpoints from? What do you wish they could do better?
Next Steps:
Based on what we’ve talked about, I’m going to call you back next week and have one of our partners on the line so they can tell you more about what they have to offer. Does ____________ at ___________ am/pm work for you?
If Yes – Great! I will send out a calendar invite!
If No – What time works with your schedule?
Call Introduction/Road Map
Hello. My name is Tony calling on behalf of Lenovo/the Lenovo partner network. We are sending out some updated information about Lenovo’s laptop and PC options. Are you the right person to get that to?
If yes – Great! What’s your email address, then jump down to discussion points/background questions.
If no – ask who is and get their number.
Discussion Points/Background Questions
Thanks! So, in order to send you the best and most pertinent information, I’d like to get a quick understanding of what your organization already uses.
- What brand of laptops/PCs do you currently use? (Dell, Lenovo, HP, etc.)
- How old are these? Are there any that are 5+ years old?
- Do any still run on Windows 7?
- How many laptops/PCs do you expect to refresh/purchase within the next 12 months?
- How many users experience latency issues with their current laptops/PCs?
- Does this happen when they try to run any particular apps? If so, which apps?
- Do you have a Partner or VAR that you reach out to when you need to buy new laptops/PCs or for maintenance?
- If yes, does the partner respond as quickly as you would like?
- What is the name of your Partner?
- What features/specs are a must for endpoints for your company? Are there any that you would like to have that your current endpoints don’t have?
- What other brands are you open to evaluating?
- What price range per computer are you aiming for? Or do you have budget for the entire refresh?
AND / OR
Next Action/ Offering:
Based on what we’ve talked about, I’m going to call you back next week and have one of our partners on the line so they can tell you more about what they have to offer. Does ____________ at ___________ am/pm work for you?
If Yes – Great! I will send out a calendar invite!
If No – What time works with your schedule?
Call Guide – Lenovo/Dell Endpoints Campaigns
Message/Solution: A need for 30+ endpoints (PCs, laptops, workstations) within 30 months and open to Dell and/or Lenovo.
This need could arise for a company due to missing features/specs on their current solutions, growth of the company leading to more employees, their current computers being old or slow, and their current computers having Windows 7.
Geo: U.S.
Introduction(s) – pick one or a variation of there that you are comfortable with:
- My name is ____________ calling on behalf of Lenovo/the Lenovo partner network. Are you the right person to talk to about refreshing your PCs and laptops?
- My name is ____________ calling on behalf of Dell/the Dell partner network. Are you the right person to talk to about refreshing your PCs and laptops?
- My name is ___________ calling with the IT Partner Network. We are getting updated information out on endpoint solutions. Are you the right person to send that to? What’s your email address?
Background Questions to ask (in addition to typical BANT) info:
- Is there a particular brand you are evaluating or are you open to evaluating brands based on the best fit for your environment?
- How many are you looking to refresh?
- Are there any features that are a must have for your new desktops/laptops?
- What price range per computer are you aiming for? Or do you have budget for the entire project?
- What do you currently have in place? Are there any features you felt were missing or wish you had with those?
If they are looking for the same brand that they already use, make sure to ask:
- What partner do you currently buy endpoints from? What do you wish they could do better?
Next Steps:
Based on what we’ve talked about, I’m going to call you back next week and have one of our partners on the line so they can tell you more about what they have to offer. Does ____________ at ___________ am/pm work for you?
If Yes – Great! I will send out a calendar invite!
If No – What time works with your schedule?
Deeper Dive Questions (where applicable)
Initiative Questions
- Tell me more about your project or plans to change?
- What do you hope to achieve?
- What features and benefits are important to your organization/efforts?
Compelling reasons to change / consequences for not changing
- What is your main motivation for change?
- What happens if you do not change?
- What benefits do you expect to receive from changing?
- What are the business drivers of this initiative?
key issues
- What key issues will you look at in your evaluation process?
- What would you like to see from a provider?
Budget
- Do you have a budget in place for this initiative? If so, are you able to disclose the size of the budget?
- If you have not established a budget, when do you expect to establish?
- Do you have a rough estimate as to the size of the budget?
- Do you anticipate a minimum budget threshold?
- How much do you anticipate investing?
Decision making process
- What is the decision making process and how many people are involved?
- What is the prospect’s role in the process? Is there a final decision maker?
- How will the decision be made?
Timeframe
- When will you make a decision on this initiative? When do you expect to start?
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