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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes
Tuesday Jun 02, 2026
Tuesday Jun 02, 2026
Technology buyers are demanding business outcomes, AI readiness, and measurable value — not just products. To meet those expectations, Lenovo is evolving its channel strategy through Lenovo 360, emphasizing services, lifecycle value, technical enablement, and outcome-based selling.
In this episode of Changing Channels, Wade McFarland, Vice President of North America Channel at Lenovo, joins Larry Walsh to discuss how Lenovo is helping partners grow profitability, attach more services, accelerate AI adoption, simplify engagement, and deliver stronger customer outcomes.
Topics include:
• Outcome-based selling and customer success
• Lenovo 360 partner program updates
• AI-driven opportunities for channel partners
• Services-led growth and recurring revenue
• Partner profitability and lifecycle services
• Technical enablement and skills development
• Financing, consumption models, and customer value
• Simplifying channel engagement
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Channelnomics: https://channelnomics.com/
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About Larry Walsh:
Bio: https://www.channelnomics.com/about
LinkedIn: https://www.linkedin.com/in/lmwalsh2112/
About Wade McFarland:
LinkedIn: https://www.linkedin.com/in/wade-mcfarland-9017037/
About Lenovo 360:
https://www.lenovopartnerhub.com/
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