1. Lenovo Services DCG Lifecycle Solutions
Eric Bohannon, Sr. Mgr, NA DCG Services Marketing
2016 Lenovo Internal. All rights reserved.

2. What’s New? New Service Provider Old Service Provider
IBM is the Service Provider
Available in both US and CA (NA)
Supports all DCG Product Platforms
Limited to DCG Coverage Area
Pre-negotiated Hourly Rate for custom SOW & last minute requests
New Service Provider
Non-IBM Vendor (Essintial) is the Service Provider
Available in both US and CA (NA)
Supports all DCG Product Platforms
No Predefined Coverage Area
Hourly Rates available to manage last minute customer requests / custom SOW
2016 Lenovo Internal. All rights reserved.

3. Verification Test of Hardware
Basic Hardware Installation
Value Proposition:
Accelerate time to value to quickly install hardware
Improve operational efficiencies
Reduce costs and risk during installation
Unpack and Install
Update Firmware
Verification Test of Hardware
Mention that we have brand new part numbers with a new delivery partner coming in early October to provide much more competitive pricing?
Basic Hardware Installation –
Lenovo Provides a Regional Project Manager
Provides Pre-Installation Checklist to customer
Schedules the installation appointment
Follow up with customer ensuring installation completion
Lenovo Technician arrives on site to perform installation
Arrives onsite and removes product from box
Visually inspects for damage
Installs the product
Physically connects equipment
Powers on racks and towers
Updates firmware and BIOS
Cleans up packaging materials
Installs customer-supplied rack
Installs one or more supported devices into the rack
Verifies operation
How to Order?
Part number 3
2016 Lenovo Internal. All rights reserved.

4. How to Purchase Installation Services
Fix Scope Offerings
Pre-Negotiated Hourly Rate
Usually sold at time of product sale
Part Number – ease of ordering
Ordered through the same tools as HDW
Configured with the HDW for easy attach
Invoiced with same payment terms as HDW
Scope of service predefined and not negotiable
Paired with Project Manager for Complete Solution
On-site last-minute request
Limited by technician's availability
Work Authorization Form
Services available within technician’s skill set
Flexible to meet customer requirements
Competitive rates and custom scope
2016 Lenovo Internal. All rights reserved.

5. Lenovo Sellers’ and ASP Responsibilities
Lenovo Sellers are Lenovo Sales Representatives and Authorized Lenovo Business Partners.
Select the appropriate service to match customer’s needs
Provide and explain the Pre-Installation Checklist to the customer
Connect the customer with the Regional Project Manager for assistance with the checklist and scheduling the installation appointment
Provide the Customer with the Pre-Installation Checklist via either of the following methods:
the actual checklist directly to the end user customer
the website link where the checklist is located to the end user customer
Advise the customer they will need to contact the Regional Project Manager to complete the Pre-Installation Checklist
2016 Lenovo Internal. All rights reserved.

6. Collateral Information
Internal Sales Presentation
Customer Facing Presentation
Customer Facing Data Sheet (2 page)
Customer Facing Sales Brochure (1 page)
2016 Lenovo Internal. All rights reserved.

8. Basic Hardware Installation Offering Is/Is Not
Fixed Scope Offering IS:
Regional Project Manager
Lenovo consistent delivery model and engagement
Schedules the installation appointment
Follow up with customer ensuring installation completion
Technician
Arrives onsite and removes product from box
Visually inspects for damage
Installs the product
Physically connects equipment
Powers on racks and towers
Updates firmware and BIOS
Installs Operating System (OS) when purchased
Installs customer-supplied rack
Installs one or more supported devices into the rack
Verifies operation
Cleans up packaging materials
Fixed Scope Offering IS NOT:
WAN/LAN trouble shooting
Installation of client data and/or programs
Removal/transfer of data and/or programs
Connection of internet service
Training .
2016 Lenovo Internal. All rights reserved.

9. Pre-Negotiated Hourly Rate Is/Is Not
Hourly Rate Offering IS:
Within the Service Provider defined skill set of the Installation Technical
On-site service delivery
Flexible hours of service:
Lenovo Business Hours
Off Shift Hours
Installation Planning and Site Readiness
Feature Upgrades and Configuration Changes
Multiple machine installation in a single location
Custom solutions with flexible statement of work*
* Within the defined Installer’s skill sets and approved by the Service Provider
Hourly Rate Offering IS NOT:
Hardware break/fix services
Not intended for standard fix offerings
Professional Services
ITS Services
Global Services
Not available without the Service Provider’s written agreement to deliver services at a set rate within a defined timeframe
2016 LENOVO INTERNAL USE ONLY