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HOME REGIONS Europe › Lenovo picks CI solution for Europe

Lenovo picks CI solution for Europe

by Stuart Wilson, Monday 26 January 2009

Lenovo has struck a deal to use a channel management solution from Channel Intelligence (CI) to manage its online and offline dealer channels in Europe. The CI solution will provide ‘where-to-buy’ functionality inside the web properties of hardware vendor Lenovo and its dealers. The solution has been implemented online and offline across several countries already with the European rollout continuing.

The agreement allows Lenovo to create an interactive shopping experience on its websites and farm out targeted sales leads to its channel partners. Lenovo sells exclusively through a network of online and offline dealers and knew it could leverage these channels more effectively with a search facility that would direct consumers to its online and local resellers.

"Lenovo leads the industry with results-driven web marketing activities for our channel partners, and we are glad to be leveraging CI’s enhanced capabilities for lead tracking to measure the effectiveness of these online campaigns," said John Leech, Lenovo’s EMEA e-commerce manager. "CI has simplified the process for us while also easing integration with our channel partners."

Lenovo wanted the online channel management solution to show, not only the full contact information for each offline dealer, but also demonstrate varying partner attributes visually to create an interactive, simple and fun experience for shoppers when researching an offline partner.

The CI solution allows Lenovo to link product pages directly to the point-of-sales pages on dealer websites and display price comparison and in-stock data for resellers. The CI solution has been implemented in Belgium, Switzerland, Denmark, Spain, Finland, France, Ireland, Italy, the Netherlands, Norway, Sweden and the UK.

"Local support was key for Lenovo as well as the broadness and depth of our online retail relationships in the CI Ad Network,” said Niall O’Gorman, senior VP for CI in Europe. "We are very excited to work with Lenovo, by providing robust channel management tools and improved insight into the leads generated by the Lenovo web properties and resulting sales reporting at retailer level."

Lanny Tucker, CI’s senior VP of sales and marketing, added: “A critical requirement of Lenovo’s programme included CI’s unique ability to provide true end-to-end tracking from marketing campaign to sale by Lenovo’s channel partner. This capability allows the company to tie each sale to its corresponding advertising channel, whether dealer referral, paid search, banner ad or even an email promotion, creating greater visibility and insight into the entire sales cycle.”

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