Blancco and

Lenovo

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 Lenovo Leadership: Fernando Jimenez Global
Commercial Software Product & Partner Manager

Blancco Leadership: Christina Walker Global Director –

Channel

Lenovo Offering – APAC Success

Partner Resources

Questions & Next Steps

Agenda

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 Software Product Manager Sales & 4P SW Manager Global Software 4P Manager
North America Latin America

Director, WW Software Sales &

Operations Planning

AP Software, Senior Manager Head of Partner Marketing Global Commercial Software

APAC and Programs Product & Partner Manager

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 Channel Account Manager Channel Sales Representative Channel Account Manager Inside Sales Rep
North America & LATAM North America & LATAM Japan Korea

Global Channel Director

Channel Account Manager

Channel Account Manager Channel Account Manager Channel Account Manager
UK
India DACH France & BENELUX

Channel Account Manager

APAC – Global Lead

Sales Manager Regional Director Senior Channel Marketing Manager Channel Marketing Executive
MENA Nordics Global Global
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 Blancco
Offerings

APAC Team

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 Compliance Data Erasure Software Bundle Data Center & Cloud (Lenovo ISG)
• Lenovo Global Acct & Key Acct • Loose Drive Erasure - Blancco Drive Eraser
• Soft Bundle – Blancco Drive Eraser • Erasure of EOL Data in Storage LUNs – Blancco
• Soft Bundle – Blancco File Eraser
LUN Eraser

• Lenovo SMB / Partners • Erasure of Cloud Storage (AWS/Azure/Google) –

Blancco LUN
• Soft / Hard Bundle – Blancco File Eraser

EaaS / DaaS Automation of Data Security

• Erasure as a Service (EaaS) Offering with • Seamless integration to ServiceNow ITSM &
Lenovo DaaS – Blancco Drive Eraser ITAM for Compliance Based Data Erasure

• Lenovo & MSP Partners to integrate the Blancco • Open API Integrates with Customers IT
Data Eraser software into their IT service offerings Management Platform
to help businesses permanently erase data from all • Works with Customers & Partner’s DLP
IT assets, mitigate security risks, reduce costs and solution
comply with data protection regulations.

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Resell or Distribution Large, Mid-Market and Drive Erasure – Enterprise Subscription
Small Business Integration with ServiceNow or ITAM Global Account/
Sales Model: Typical Reseller and Distribution Key Account
model
Sales Position: Enterprise positioning Size: 3k+ Employees
Sales Process: Lenovo
Bundling Blancco onto Large, Mid-Market and File Erasure Home and Enterprise Edition Direct Sales
PC/Laptop hardware to Small Business Sales Model: Distribution model
erase specific files – Sales Position: Set buy price added into Lenovo
Sold with Modern Pre- hardware cost
load through Lenovo
Vantage Platform Middle Market (MM)
Size: 500 – 3k Employees
DaaS – Managed Large & Mid-Market Drive, File and LUN (TBD)
Services Sales Model: Varies per Region – Lenovo, ITAD, Sales Process: Lenovo
Contractor Distributors and Channel
Sales Position: Enterprise pricing –. End of Life or
IT Services Contract
Partners

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 ❑ Government of Singapore Multi-Year Project: ❑ APAC Lenovo Engagements
▪ Supply every new Lenovo PCs with Blancco Drive ▪ Agreed US$5M Target based on the following GTM:
Eraser ▪ Modern Pre-load Bundles of Blancco File Eraser
▪ Agencies will use it to Wipe the PC prior to Re- (SSRB ongoing)
use, Destruction or Donation ▪ Soft Bundle of Blancco File Eraser for PCs –
▪ Meets with Government Data Security and Subscription Based License
Sustainability target ▪ Extend to Lenovo ISG business with combo
solution of Blancco Drive Eraser, Blancco LUN,
▪ Purchase Blancco Drive Eraser from Lenovo/Partner Blancco File Eraser
for existing PCs that are reaching End of Lease to ▪ Lenovo Shenzhen – In house usage to erase Data
ensure sensitive data is destroyed prior to returning to Center Drives
leasing companies (Better Chain of Custody) ▪ Joint Marketing in the Region with Lenovo/Partners
to build partnership awareness and Lead
Generation
▪ Sales & Technical Enablement for Lenovo /Partners

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 Resources

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 Channel Support
• Dedicated Channel Account Manager
• GTM, Training, Account Mapping, Events, Introduction to Regional Teams

Contact Blancco via Partner Portal for Deal Registration and Quotes
• Simple process, quick turnaround

Deal Support
• Pre-Sales Account Executives
• SE Support,
• Presentations, Demonstrations, POC, Configurations, Quotes

Access to Partner Portal

Engagement • Use cases
and Support • Product guides and videos
Continued next slide......
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 Training Playbooks & Prospect Pages
• Training videos • Pre-built playbooks full of relevant and
• Demonstrations supportive content
• Learning tracks and quizzes • Build your own playbooks with the
content
Content and Resources • Create prospect pages to share with
• Sales materials (Pitch decks, Battlecard clients
and Brochures)
• Marketing collateral (Social media Calendar
posts and campaign packs) • List of all upcoming Blancco Webinars,
• Videos Tech Talks and Events

Deal Registration
Partner Portal • Register opportunities and monitor
their progress in real time

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Selected content will be translated into different languages

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 Any questions?

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 Set local meeting with regional contact discovery

• Develop regional go to market

▪ Identify local routes to market
▪ Understand Lenovo’s customer focus
▪ Clarity on local motivators and sales motions
▪ Identify and solidify next steps

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 Thank you!

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