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VARGUIDE

CHANNEL PROGRAM

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Valued Partner,Lenovo is pleased to present our Channel Programs for our Value-Added Reseller community. Each quarter we strive to provide the most simple, most comprehensive suite of incentive programs designed to drive growth and profitability for each member of our reseller community. We manage our programs to be simple, consistent, predictable and profitable… ensuring that you have the best possible experience selling our client, server and storage systems, along with our complete suite of services and options.The following quick reference guide will give you a summary of each of our programs, including:• TopSeller™ Base Rebate Program• New Customer Bonus Program• Partner Demo Program• TopSeller™ Volume Delegation Program• SMB Advantage SPIFF Program• Lenovo Partner Credit Program• And the MAX StackFor over three years Lenovo has outpaced our competition in the market. We know that our success is a direct result of the loyalty, persistence, and excellence of our reseller community. Our programs are designed to support your commitment.For additional information, please go to the Lenovo Partner Network at www.lenovopartnernetwork.com/programs or contact your Lenovo Sales Representative.Thanks and Good Selling!

Melissa Maloney Humble Director, Channel Operations and Programs, Lenovo.

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TOPSELLER™ BASE REBATE PROGRAMOVERVIEWOur TopSeller™ Base Rebate Program is now more lucrative. Authorized lenovo Business Partners who purchase TopSeller™ Think systems from authorized lenovo distributors can receive 1.5% to 2.5% in rebates on qualifying purchases.

• 1.5% TopSeller™ rebate on products $649 or less• 2.5% TopSeller™ rebate on products $650 or greater

WHO IS ELIGIBLE? Authorized lenovo Solution Partners – Resellers.

HOW DO I REGISTER? No registration required.

WHAT PRODUCTS QUALIFY? All TopSeller systems. Options, services and non-TopSeller Idea branded systems do not qualify

WHAT ARE THE PROGRAM CONDITIONS? No minimum clip level.Total purchase amount from distribution can be checked on www.thinkpad-thinkcentre.com

DO I NEED TO REPORT? No reporting required; payment will be calculated based on distribution reporting.

WHAT IS THE PAYMENT SCHEDULE? Payments will be made monthly via check or efT directly to the lenovo Business Partner.

For full program details, please see announcement letter LU15-1TSR.

Based on Bid Index or Entitlement Price.Terms subject to change.

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NEW CUSTOMER BONUS PROGRAM (NCB)

OVERVIEWAuthorized Lenovo Business Partners can earn rebates on sales made to approved new customers.

• Up to 20% (Limited Time) - Topseller ThinkServer Systems

• Up to 9% - Corporate ThinkServer systems, ThinkServer options, System x Systems, System x Options, Storage Products and Enterprise Services

• 5% - Commercial NB, Commercial DT, Visuals and Topseller Consumer NB

• 8% - Workstations, Think Peripherals and Services

WHO IS ELIGIBLE? Authorized Lenovo Business Partners.

HOW DO I REGISTER? Partners can nominate up to 30 customers per week at www.LenovoNCB.com.

WHAT PRODUCTS QUALIFY? Think-branded systems options & services as well as consumer TopSeller systems

WHAT ARE THE PROGRAM CONDITIONS? Max payouts apply per customer:

NCB Category Max Payout per CustomerClient $30,000Enterprise $100,000

DO I NEED TO REPORT? By default partners will receive any and all applicable NCB discounts from Authorized Lenovo Distributors and reporting is not necessary.During the nomination process partners can elect to receive the NCB as a back-end rebate instead of an upfront discount. Selected back-end rebate will forfeit any potential upfront NCB discounts and requires end-user sales reporting with the customer name reported exactly as nominated.

WHAT IS THE PAYMENT SCHEDULE? This discount is automatically applied up-front from Distribution unless the back-end rebate option is chosen during the nomination process. If using the back-end rebate process, payments are made twice a month. Data will be verified and rebate checks will be mailed/transferred to the Lenovo Business Partner’s HQ Location.

For details on receiving NCB via back end rebate, please see announcement letter LU15-1NCB for all terms and conditions.

Terms subject to change.

PARTNER DEMO PROGRAM

OVERVIEWShow your customers the lenovo difference. lenovo Business Partners willreceive 35% rebate on qualifying purchaes from distribution. Thesesystems can be used for demonstration, seed units or internal use. The numberof units available is based on total purchases for previous quarter.

WHO IS ELIGIBLE? Authorized lenovo Business Partners/Resellers who have a valid BPID. Purchases must be made through an authorized lenovo distributor.

HOW DO I REGISTER? Purchase products directly from an authorized lenovo distributor and then complete the electronic Partner demo Program request form at www.lenovopdp.com

WHAT PRODUCTS QUALIFY? Think-branded TopSeller systems and options as well as consumer TopSeller systems.

WHAT ARE THE PROGRAM CONDITIONS? Allocation of PdP units each quarter is based upon lenovo Solution Providers purchases from an Authorized lenovo distributor in the previous quarter. Total purchase amounts can be checked on www.thinkpad-thinkcentre.com

DO I NEED TO REPORT? no. however, lenovo Business Partners must complete the electronic Partner demo Program request form at www.lenovopdp.com in order to receive payment. Request forms must be submitted within 30 days after the PDP units were purchased. Purchases will be validated via sales reporting provided by distribution.

WHAT IS THE PAYMENT SCHEDULE? Twice a month lenovo will issue a rebate check to the qualifying lenovo Solution Partner. Rebates will be based off Bid index price at time of purchase.

For full program details, please see announcement letter LU15-1PDP.Terms subject to change.

PREVIOUS QUARTER PURCHASES

ELIGIBLE TOPSELLER NOTEBOOKS & DESKTOPS

ELIGIBLE TOPSELLER ENTERPRISE PRODUCTS &

WORKSTATIONS

ELIGIBLE THINK PERIPHERALS &

VISUALS

< $10,000 1 1 2$10,000 – $50,000 2 2 4

$50,000 – $100,000 4 2 8> $100,000 6 2 12

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TOPSELLER™ VOLUME DELEGATION PROGRAMOVERVIEWThis promotion offers discounts ranging from 4% to5% on qualifying TopSeller™ laptops, desktops, servers,workstations, related options and services.

WHO IS ELIGIBLE? Authorized Lenovo Business Partners/ Resellers who purchase products through an authorized Lenovo Distributor.

HOW DO I REGISTER? No registration necessary.

WHAT PRODUCTS QUALIFY? TopSeller™ Think-branded systems, options and services.

WHAT ARE THE PROGRAM CONDITIONS?TOPSELLER™ SYSTEMS

• TopSeller ThinkPad, ThinkCentre & ThinkStation (5 - 500 units) - 4% discounts

• TopSeller ThinkServer (2 - 200 units) - 5% discount

OPTIONS, VISUALS AND SERVICES• Options for ThinkPad laptops, ThinkCentre

desktops, ThinkStation workstations and VXL Thin Client (5–500 units) – 4% discount

• Options for ThinkServer and NAS EMC Storage (2–200 units) – 5% discount

• Visuals (5–500 units) – 4% discount

• Services (5–500 units) – 4% discount

DO I NEED TO REPORT? No. Discounts should be automatically applied in quotes from distribution.

WHAT IS THE PAYMENT SCHEDULE? No payments from Lenovo. This discount is automatically applied up-front from distribution.

Terms subject to change.

SMB ADVANTAGE SPIFF PROGRAMOVERVIEWAuthorized Lenovo Partner Sales Representatives are recognized for their expertise and rewarded with benefits for impacting our business. Every time you sell eligible TopSeller™ Lenovo products or services, you can earn money. The more you sell, the more you earn – up to $10,000 each quarter!

WHO IS ELIGIBLE? Authorized SMB Advantage Partner Sales Representatives.

HOW DO I REGISTER? To start the registration process, please www.lenovopartnernetwork.com/programs/repTo complete the registration process you will need to:• Verify your e-mail address• Set a new password• Accept Terms and Conditions• Register for Lenovo VISA Prepaid Card • Start selling and earning

WHAT PRODUCTS QUALIFY? Only select TopSeller™ systems qualify for the SMB Advantage SPIFF Program.

WHAT ARE THE PROGRAM CONDITIONS? Eligible products are based on purchases from distribution and can be claimed once they are loaded into the online claiming tool. Maximum payout is $10K per quarter per sales representative.

DO I NEED TO REPORT? All reseller purchases are reported by Lenovo Authorized Distributors and are preloaded into the online claiming tool. Simply register, log-in and claim your sales invoices.

HOW DO I CLAIM? Simply log-in to LPN http://partners.lenovo.com/et.cfm to view your company’s current claims. Click on ‘Incentives’, then ‘Claims Manager’. WHAT IS THE PAYMENT SCHEDULE? Earnings will be loaded onto your Lenovo Prepaid VISA Card each month. Terms subject to change.

Trademarks: Lenovo, the Lenovo logo, For Those Who Do, ThinkPad, ThinkServer, ThinkStation, ThinkCentre and TopSeller are trademarks or registered trademarks of Lenovo. Microsoft and Windows are registered trademarks of Microsoft Corporation in the U.S. and other countries. Other names and brands may be claimed as properties of others. © Lenovo 2013. All rights reserved.

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LENOVO PARTNER CREDIT PROGRAMOVERVIEWLenovo Partner Credit Program provides 60-day interest free inventory financing to eligible SMB Advantage Partners.• 60 days interest free inventory financing• Credit line dedicated exclusively to Lenovo products• 100% advance on inventory purchase

WHO IS ELIGIBLE? Authorized SMB Partner Advantage Partners

HOW DO I REGISTER? Apply for the credit at https://www.dealerapplication.com/CFSMBEnter.asp or contact Dave Healy (dhealy@lenovopartnercredit.com) to participate in the program.

WHAT PRODUCTS QUALIFY? All Lenovo products.

MAX STACK PROGRAMMaximize your benefit with stackable Lenovo TopSeller™ Programs

All and any presumptions of benefit or actual sales prices are for illustrative purposes only and Lenovo acknowledges that resellers reserve their rights to set pricing in accordance with their independent policies and guidelines. Prices subject to change.

EXAMPLE USING THINKPAD YOGA 20CD00B1US (10 UNIT SALE)

$ BENEFIT

% BENEFIT

Bid Index Price $1,574.10 X 10 units $15,741

Qualifies for Volume Delegation $630 4%

TopSeller™ 2.5% Rebate Program $39.35/unit $394 2.5%

Lenovo SPIFF Program $20/unit $200 1.3%

New Customer Bonus Program $787 5%

TOTAL BENEFIT $2,011 12.8%

Terms subject to change.

WHAT ARE THE PROGRAM CONDITIONS? Partners can receive up to $500,000 credit line depending on partner’s credit history.

DO I NEED TO REPORT? No reporting required.

WHAT IS THE PAYMENT SCHEDULE? The program has no payment to the partners.

For full program details, please visit www.lenovopartnernetwork.com/resources/sales-tools/financing