Lenovo Doubles Down on Client Success, Aligns GTM to Deliver Differentiated Value with Poggio

With a vision of Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, ready, and optimized devices, infrastructure, software, solutions, and services.

The $69B global tech powerhouse offers a complex portfolio of infrastructure, software, solutions, and services that came about through a mix of organic growth, acquisitions, and partner offerings. To add to the complexity, the company’s GTM motion targets enterprise customers in all industries and geographies around the world, with an elaborate overlay where sales cycles involve multiple sellers and partners with specific domain expertise.

This was a blessing and a curse for its sellers who had an enviable breadth and depth of solutions available to them to solve client needs, but who often didn’t know where to start or how to tell the requisite exec-level story of unique value. The company turned to Poggio as a partner in its revenue transformation to help its sellers deeply understand client priorities and challenges, and showcase how their vast suite of offerings combined to power customer success.

Lenovo’s unwavering focus on customer value

With one of the most innovative hardware, software, and service offerings bolstered by even more partner solutions, Lenovo’s sellers enjoyed a wealth of opportunity, but struggled with mapping their vast offerings to client priorities.

Revenue leaders sought to modernize their account planning process to center their GTM on solving key, exec-level challenges. They wanted to elevate customer conversations to focus on bigger, more transformational, and strategic priorities for clients, and in the process, unlock new growth opportunities beyond the company’s legacy solutions.

Lenovo tapped Poggio’s Revenue AI platform to modernize its account planning and enable sellers to show up smart with tailored, ‘outside-in’ Points of View (POVs) for every client. With Poggio, customer engagements now start with client challenges and automatically surface how company and partner offerings combine to uniquely solve them.

Poggio’s Revenue AI platform drives customer insight into action

A fierce customer champion, Ed Soo Hoo, Worldwide CTO for Global Accounts, first discovered Poggio as he looked for ways to equip all Lenovo sellers to perform like the top 1% in supporting their clients.

After a successful trial of Poggio, it became clear that expanding each sellers’ view of the customer led to richer conversations and deeper opportunities for value creation. In particular, Poggio surfaced strategic solutions and services not previously identified that helped Lenovo sellers engage customers with a more vital focus on their success. This included an $8M+ net new ARR opportunity with a leading aerospace manufacturer.

Poggio was deployed more broadly in the company’s most strategic accounts where sellers work cross-functionally and with costly consultants to co-create robust account plans in deep dive sessions. There, Poggio AI agents are surfacing real-time customer needs, synthesizing those against the company’s GTM motion, positioning, and value framework, and then stack-ranking them by strength of the company’s offerings in solving client challenges.

“Lenovo embedded Poggio’s Revenue AI agents as teammates alongside our sellers to boost their performance,” noted Soo Hoo. “Poggio agents help us stack rank our best accounts, uncover customer priorities and challenges, and map how Lenovo solves them to guide our sellers to the solutions that power the greatest customer success.”

Poggio has bolstered Lenovo’s account planning process where Poggio AI agents have continued to identify untapped, multi-million dollar opportunities for the team to pursue without the reliance on expensive consultants. Among them: a top 5 global oil and gas company, a top 10 biopharmaceutical company, and others where always current, always relevant POVs and account plans are driving more compelling, exec-level conversations with clients.

Deep alignment between Lenovo and Poggio made the choice clear

When looking for AI solutions to help sellers deliver the greatest value to customers, Soo Hoo sought to reinforce a problem–solution–context–proof sales mindset, while making each step more robust and compelling for customers. The solution needed to both work within existing workflows while simultaneously improving them.

The chosen solution’s AI agents needed to deliver the most comprehensive, current, and relevant insights as the foundation for powering actionable account plans and POVs that solve actual client problems. Real-time, ‘outside in’ customer intelligence was needed to clearly ensure Lenovo sellers understand the client’s most pressing challenges.

Contextualizing that intelligence around Lenovo’s GTM motion, solutions, and value framework was critical to position sellers to present the right solutions across the company and its partners’ vast offerings. Similarly, surfacing and showcasing the proof behind its solutions, including relevant customer success stories had to be built in. And ensuring the process drove action by guiding sellers to the best sales play to bring it all together was critical.

“Poggio’s AI agents snap into our existing processes so they’re easy and familiar while delivering immediate value to our sellers, helping them present the right Lenovo solution and value message to the right buyer,” noted Soo Hoo.

Finally, Soo Hoo wanted the same relationship that clients get with Lenovo: a trusted expert and strategic partner.

“The Poggio team has been a partner to Lenovo in every sense possible,” commented Soo Hoo. “From the initial pilot, to their leadership and engineers working side-by-side to ensure our success, there couldn’t be more clear alignment across our visions, values, and mutual success measures.”

Setting the example for others to follow

Lenovo is trusted for its solutions and expertise that combine to help customers solve complex business challenges and drive transformation. How Lenovo sellers show up is a reflection of their commitment to client success.

“Lenovo is pioneering the use of AI to enhance our operations and help our customers transform to better serve their customers,” noted Soo Hoo. “Poggio’s revenue AI platform and agents have revolutionized our GTM motion, positioning Lenovo sellers to show up as strategic partners with comprehensive solutions that solve customer needs. The collaboration between Lenovo and Poggio will further amplify the success of our sellers and agents in unlocking even deeper value for our customers.”

Next on Soo Hoo’s agenda is leveraging Poggio’s real-time customer intelligence and context to power Lenovo’s AI agents, ensuring that clients continue to get a world-class experience at every touch point, no matter whether they are interacting with the company’s sellers or agents.

To learn more about how Poggio can enable your organization’s revenue transformation, visit Poggio.io.