INTERVIEW
CONTINUED
How are customer demands changing regarding edge and AI computing? IJ: Both AI and edge are changing what customers want, and challenging channel partners to work in new ways and grasp new opportunities. Because edge is integrated into vertical solutions, it requires specialist skills and understanding of the customer’s industry. We are no longer in a world where you can have a single design and setup. Partners must understand the customer’s business, what the drivers are, what the privacy and security implications are. Customers often don’t know about all this, and that represents an opportunity for the channel. The major roadblock to wider AI adoption is that even if companies buy the best software and hardware, there can still be issues in unlocking the potential of the technology in terms of installation and skills. Partners will be crucial to helping customers understand and get to work with this technology. Are we also seeing a transition in customer demand from ‘one size fits all’ solutions to a hybrid or multi-cloud strategy? IJ: Hybrid and multi-cloud are driving IT modernisation across all sectors, and this is changing the role of resellers and the landscape of the channel. Cloud service providers are taking over some capacity, with some business requirements that would have previously been done in the data centre moving to the cloud. Customers realise that adopting a one-size-fits-all approach carries risks, specifically that they might be outpaced by more agile competitors. This multi-cloud
trend will continue and will move from the large enterprise market into the small and medium business space. Resellers are now helping customers to enjoy the benefits of hybrid cloud, creating and managing cloud infrastructure, and will increasingly play a crucial role in offering customers the choice of cloud vendors and managing digital transformation projects. Channel resellers are seeing new opportunities from multi-cloud and are offering everything from end-user services to platform to infrastructure. How important are sustainability considerations for customers? IJ: Sustainability is becoming an increasingly important consideration for customers in all sectors. As sustainability grows in importance, paying attention to the impact of technology becomes more important, because technology can conflict with ESG goals, whether that’s in the energy demands of technologies such as AI or the way that technology is recycled at end of life. How can vendors and partners help customers to become more sustainable in their products and operations? IJ: Sustainability is an area where Lenovo can really help partners to deliver for customers. We believe that technology companies have a responsibility to help save the planet, and Lenovo has long been committed to reducing carbon impact, with a commitment to reach net zero greenhouse gas emissions by 2050. Innovations such as Neptune liquid- cooling technology can help customers hit sustainability goals, being far more efficient than traditional air cooling.
“
Customers realise that adopting a one-size-fits-all approach carries risks, specifically that they might be outpaced by more agile competitors.
”
28
Powered by FlippingBook