Lenovo Factory Integration Services

January 2017

2016 Lenovo Internal. All rights reserved.

Why Lenovo Factory Integration Services?

Achieving
Business
Outcomes

Tangible
Value and
Benefits
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Why Lenovo Factory Integration Services?
Getting to Value Faster

When the customer needs:

Rapid deployment of systems and solutions
Pre-configured, pre-integrated, tested systems
To rely on manufacturer for high quality solutions
Client designated firmware settings
Options from other vendors integrated
To minimize space, time, and cost to integrate

2016 Lenovo Internal. All rights reserved. 3

Why Lenovo Factory Integration Services?
Customers can count on Lenovo
Factory Integration Services to:

Perform integration and testing in our factories

Highly skilled and experienced experts

Take responsibility for configuring their systems

Provide highest level of quality

Support a wide range of Lenovo solutions

Standard racks to custom configurations

Deliver complete, up and running systems

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 Add Lenovo Basic Hardware Installation
What is the Offering? Services to complete the solution!

Lenovo Factory Integration Services:

Pre-configured, pre-integrated, tested

solutions from the factory

Standard and custom offerings

Ship in 1-2 weeks for standard

Ship typically 4-6 weeks for custom

Available on servers, HPC, Converged,

Hyperconverged, SAP BWA/HANA & Cloud

Available from 3 factory locations

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Customer Benefits
Pre-configured, Pre-integrated, Tested Solutions from the Factory Creates a WIN/WIN!

The value to the customer:

Saves time to set up

Saves space with fewer shipment boxes

Reduces waste with less cardboard and packaging

Avoids the hassle of coordinating configuration work

Highly skilled technicians deliver high quality solutions

Improved quality and reduces downtime

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Lenovo Seller and Partner Benefits

The value for sellers and

business partners:
Higher revenue and profit
Reduces packaging
Fewer returns and repairs
Customer retention
Increased credibility
Easy to add in configurators

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Customer Value Proposition

Describing the value:

Improves time to value

Realize business benefits quickly
Systems are shipped ready for
workloads to be installed
Reduce risk and avoid partial
shipments
Improved IT efficiency

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Questions to Identify Customer Needs
Ask your customer:
How quickly do you need your new system to be
workload ready?
Would a pre-tested and integrated solution save you
time and cost?
Do you have a facility and staff to integrate and test
your new solution?
Is receiving multiple cartons or partial shipments a
concern?
Does the solution need to be asset tagged?
Were you aware Lenovo can pre-install software and
third party options in our factories?
Would you like your hardware pre-installed in the rack
prior to shipment?

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Questions for Business Partners
Questions to ask:
Do you plan to integrate, test, and configure the
customer solution on-site?
Could you complete the installation more cost effectively
if Lenovo performs factory integration?
Would you like to reduce multiple shipments to your
warehouse?
Would it speed time to implement the solution if software
and options were pre-integrated?
Do you have technical staff trained to support the
complete solution installation?
Would you like the solution shipped ready to run directly
to the customer?

2016 Lenovo Internal. All rights reserved. 10

What is Included in Standard Service?
What we offer today
Standard Factory Integration Services
100% rules defined

Configured, quoted and fulfilled with ZERO additional input

No additional guidance, or instructions needed to execute

Services considered standard offerings

UID Asset Tag Label
RAID Configuration
Server Node Integration into Platform
Rack Assembly
Rack Installation
Cluster Hardware and Fabric Verification for HPC only
Integration Service for Linux Cluster
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What is Considered Custom?
What we offer today

Custom Factory Integration Services

Require additional information to accurately configure and quote

Require additional steps such as an RPQ to gather information to execute the request
properly

Services considered custom offerings

Custom Asset Tagging
Custom Image Load
Custom Firmware Setting
Custom Unit Carton Label
Custom RAID Configuration
Custom Vendor Logo Hardware (VLH)

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 What are RPQs?
RPQ stands for Request for Price Quote

Why an RPQ?
Allows Lenovo to price something (part, service, etc.) that is not in the configurator.

How is an RPQ submitted?

An RPQ is submitted in the Server Custom Request Tool (SCRT)

That RPQ submission generates a RPQ number that is then added (replaces an RPQ
placeholder) to the order being built in the configurator.

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Quoting Lenovo Factory Integration Services
Available in configurators
- Some services are simple add-ons and can be quoted with no extra steps
- Some need additional steps and details from customer (through RPQ)

Adding node into chassis or chassis to the node

All Factory Integration Services listed under Value add options

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 Configuration Tools
LESC x - config
(Lenovo Enterprise Solution Configurator) (System x and Cluster Solutions Configurator)

Simple Factory Services not requiring a RPQ

Standard RAID configurations Complex Factory Services require RPQs
Server Node Integration into Platform Full Rack Integration - servers, storage, network
Rack Installation Fully cabled & labeled
Rack-level testing
Solution Level Support (across entire rack of hardware)
Value Added Services requiring a RPQ
Custom RAID Configurations
Asset Tags Standard & Enhanced
Image Load
Custom Carton Labels
Custom Firmware Settings Standard & Enhanced
Vendor Logo Hardware Integration

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Resources and Key Contacts
Key Contacts for Assistance

Contact your Lenovo Inside Sales Representative

Inside Sales will assist you with capability, tools, and connections to the technical
resources to generate the order details

Inside Sales Reps and Lenovo Enterprise Technical Support (LETS) are skilled in using
these tools and processes

Salesforce:
Salesforce AG - https://lenovo.my.salesforce.com/
Salesforce EMEA - https://lenovoemea.my.salesforce.com/
Salesforce AP https://lenovoap.my.Salesforce.com/

LETS: Lenovo Enterprise Technical Support

LETS AG - letsna@lenovo.com
LETS EMEA - letsemea@lenovo.com
LETS LA (Spanish) - letslas@lenovo.com
LETS LA (Portuguese) - letslap@lenovo.com
LETS AP techpointap@Lenovo.com

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 Factory Integration Services Compass
For Factory Integration Services
Process Questions or Guidance:

Contact Lync ID: FIS Compass

For process questions or guidance

Handled by SMEs on the FIS team

Point you in the right direction

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 Additional Contacts
For RPQ assistance:

Contact SBOT BA sbotba@lenovo.com for questions on RPQ process,

creation and status.

For Vendor Logo Hardware (VLH) assistance:

Contact Karen Miles at kmiles@Lenovo.com for questions on VLH process,

creation and status.

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Call to Action

Get started!
1. Get familiar with Factory Integrated Service offerings.

2. Ask questions to identify customer needs for Factory Integrated Services.

3. If you are working with a Business Partner, make sure to tell them about our services.

4. Dont forget to mention Lenovo onsite Basic Hardware Installation Services, a perfect
companion!

5. Reach out to ask questions or get more information.

6. Include in every quote and proposal.

2016 Lenovo Internal. All rights reserved. 19

2016 Lenovo Internal. All rights reserved.