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Background

The commercial PC industry is flat. Lenovo therefore needed to increase their share of competitive accounts to maintain market position. The agency identified a significant opportunity for growth in the Mid Market space (500-1,000 employees). This deeply cluttered and highly competitive environment was key for the long term success of Lenovo. However, the challenge to winning accounts within this segment is that most of the time they are locked in to contracts with other PC vendors. This makes it extremely difficult for sales reps to close a sale or even just start a conversation.