Name: Lenovo Infrastructure Category Connect
Uploaded: 2026-01-21T11:30:24.912Z
Duration: 59 min 56 s
Description: Lenovo Infrastructure Category Connect

Transcript for "Lenovo Infrastructure Category Connect": Hello, everyone. Good morning, good afternoon, and welcome for the first webinar from the ISG perspective in this calendar year, and thanks for joining. And first of all, of course, happy new year to every one of you. Hope you had a smooth start so far. I see a lot of you guys already captured the chat on the right side from a functionality point of view, so very good. And, yeah, let us know from where you are joining. Really appreciate it. You also see a q and a section beside the the chat functionality. This is for you to raise questions. We will try to answer them directly. Our experts, you will hear from them later. Or otherwise, if we are not able to catch them during the time we have today, the guys will come to you after the calls offline. And the last housekeeping thing is the full call is recorded, so you can completely rewatch it afterwards. And if you register afterwards, maybe for one of your colleagues who isn't able to join there, it's also possible that they can also watch the recording there. So then let's go into some topics before we start into the official agenda with the experts we have today for you. Let me start by saying thank you to every one of you for the strong start and the strong support and collaboration so far. It really highly appreciated from everyone within Lenovo, and it really truly makes a difference. Together over the last quarters, we demonstrated a super strong growth in the past quarters, and there's definitely more to come by entering this new calendar year. The today's session, you will hear various informations from different perspectives is to help you to really navigate through the current volatility in the market, and at the same time, we are keen to provide everything you need to be successful out there in the market together with your customers. The keywords to face the current environment where we are operating in and to navigate through are quite simple. It's reliability, simplicity, and speed. Our outlook our outlook in Lenovo for the data center part really remains clearly positive and ambitious, and we definitely want to grow together with you above the market expectations. To make that happen, we need you and your support to really jointly attack the market. With clear delivery commitments, strong pricing in place, and a focused execution model, which I'm pretty sure you experienced that over the last couple of quarters, We are in a very strong position to turn the opportunities out there in the market into joint results. So let's use today to align the priorities, but try to stay flexible and accelerate together. And with that, I hand over to Elena. Thank you, Andreas. So, like Andreas, I want to thank you all for joining today. We have a few things important for this webinar, so I'm happy to see so many people joining and so many countries being present. We're going to go very quickly over the results from last quarter, and then we're gonna tell you a few things about the products. We have a few updates, very exciting for Top Choice and for IHG in general. We have Lele, Alexandra and Laura, our experts, will give us the product updates. And then, of course, a lot of focus is today on the pricing. So we have Miguel to give us the pricing updates. And at the end, I will close with the Q4 campaigns and promotions. So to jump directly into the agenda, these are the TOP Choice Express Q3 results. Last quarter, we had 86% of the Top Choice Express orders shipped within ten days. Looking at the calendar, of course, December is always a challenge. And I have seen a lot of orders coming in from the twenty fourth, twenty sixth, twenty seventh. So we were hoping this percentage, which was in Q2 ninety one percent. We were hoping to have a higher percentage for Q3, but we cannot deny the impact of the last minute orders in December, and we are still very happy with the 86% that we reached last quarter overall. We had 4.6 ks of units ordered from Top Choice Express, and the revenue loaded was EUR 55,000,000. This was a very good result to look at the end of the quarter. We're very happy to see this. And this is something that is an encouragement to focus to improve even more the Top Choice Express program to make sure all these numbers go up. The experts that you will hear in the next slides are the ones that are working very hard to make sure there's a reason to increase the number of units we have in Top Choice Express and the revenue. Looking at the rail business, 45% of that revenue is in Topgres Express. Our expert there, Ben Monson, is always looking out for the results, for the things that we can do better to help the rail business. And, of course, anything that comes from you as well is also used. But 45% is definitely a good portion, and it's an increase from q two when we had 40%. The storage attached in Topgres Express is still better than the rest of the business. We have 17% attach rate of storage to the server business. And the ten business days are still hard coded in the OVP system, in the shipment rates. We are still keeping this goal in front of us, and we are hoping to improve this every single quarter. So these are the results that we had last quarter. Of course, we had a lot of wins on the other segments of the business. We have good results on top of stock and sell as well. We have good results in standard CTO as well. But because top of this express is the focus and we see this as an engine to improve everything else, we wanted to put in front of you once again the results that we had here last quarter. And with that, I'm going to give it to Lele, and he will give us very good news from the Tinkajal side. Thanks for joining. And here it is a very quick update about the two key announcements that are related to the series. The first one is probably one of the most awaited announcement ever within the ThinkAgile family. This is the ThinkAgile FX, which happens to be the latest introduction into ThinkAgile family, being the industry first multi vendor appliance grade HCI solution. This means that at last that you can offer a solution that might be converted between the ThinkAgile ISV offering within Lenovo, avoiding vendor lock in of the standard ThinkAgile defined solution specific, specifically meant for VMware Nutanix or Microsoft. The conversion is optimized in order to grant that we can really deliver the state of the art when it come to services in order to have a seamless and thorough guess activities in moving from one environment to another. And this is something that helps then protecting the investment of our customer when they should have longer term strategies that might implies moving one HCI vendor to another, which means, for example, purchasing today VMware because they might have licenses and then they want to change to Nutanix, so let's say, year in a couple of years or before the end of life of the product, well, FX is exactly sorting this problem. Our professional services will make the conversion and the customer can still rely on that same hardware simply changing the licenses on that. This is following the market trends that are now a very hot topic of discussion because of the price increase of VMware licenses rather than wish to try for different approach when looking at ACI. And this is something that can really be moved by specific request of customer. Next one, please. So is a solution, FX is a solution that really answer those pain points that customer might have. First of all, we talk about managing the multiple ISV HCI stacks within their solution, but also about providing the extra value that ThinkAgile always promoted through our services. This is something that is designed to be converted by expert led processes through Lenovo. This is something that grants the compatibility validation across the system, so that once NFX is for chase, the customer may be ensured that it will be also already enabled and validated for another ISV. Today, can purchase FX with a VMware like configuration. Tomorrow, want to move to Nutanix like configuration. It is as simple as proceeding with the conversion of the system without changing EMT, without changing the hardware, without making any hardware improvement or update unless they want more storage, for example, but this is another case. But this is simply to reuse the existing hardware that they have. At launch, we will grant VMware to Nutanix conversion. We will follow on with VMware to Nutanix next quarter and Microsoft and any cross conversion is in future plan coming in the next quarters again. Next, please. And this is recapping the configurability. We are announcing two models, FX six thirty V4, which is the 1U2 socket and the FX six fifty V4, which is the 2U2 socket. There is a limited selection of components because they have to be valid at the same time for any of the three Tinkajoin ISB partner that we work with. So you will have a limited configurability in order to grant the conversion to be seamless at customer level. The solution is delivered with the same ThinkA giant grade of support. So it is Premier supported with software loaded the software loaded into the system with the same life cycle management and Lenovo tools that help management within the cluster completely integrated with the original manufacturer tools, like, in warehouse and on the in Nutanix's own at the moment. And this will help into granting everything will move smoothly to the conversion process. The next big information that was also not awaited, and we can proceed with the next slide, is the Express Top Choice Express. We are now announcing by February that ThinkAgile series has Top Choice Express. The family are HX, VX and MX, so FX is not a Top Choice Express so far, but just the dedicated solution that we have. We made a selection of Intel V4 and AMD V3, both the 1U and 2U with the standard models only. This means that all nodes based on the six thirty v4 and six fifty v4 and all the server based on AMD v3. And I would like to remind V3 because there is no AMD V4 in TinkerGyse, so these are still the most recent update that we have on the AMD family. It will be Top Choice Express granted the same higher rate of delivery timing when it comes to rolling and receiving the goods at customer level by February 2026. In the next slide, you will see a recap of the models that are available that will be available as Top Choice Express with the MDM, so that you can be sure that starting from next month, Tinker Giant will also be held as any other standard in system server that we exceptionally started delivering since the top choice express enablement, as Elena also reminded in the first slides. And this will open to the next session of discussion also related to the other top choice from the TIN system and other system. This is all for the TINCA giant. Thanks for joining, and I'm still here for any questions for the chat, if any. Thank you. Hi, Laura. I think you need to unmute. Exactly. Thank you. Thank you, Elena. So, again, good morning, morning, everyone. My name is Laura Dussani. is Alexandra, I'm part of the EMEA product marketing part of the EMEA product. management team. And I'm here today, to would like to provide you with some, latest updates that has been announced from Lenovo, also regarding the Topgres January portfolio. during the tech work. So let me begin with the reminder, regarding the end of life schedule. an hybrid AI many of you are aware, for AI, inferencing, most of you are aware include three new, that we have accelerated. the end of life timeline for the s r six thirty and to r six? fifty v three servers. Mainly, This change reason, reflects strategic team why Elenovo evolving many other player interest to this area is that most. of the real time or the AI time now have running distinct timelines based on account classification. for real data for. global accounts, key, accounts, really, this is where, the enterprise end of marketing date is on customer, are going to monetize AI, with. the last order date this is not for 06/30/2026. about the large language model for training the, large system based on of marketing, data, but and isn't the last order date are aligned to, 03/31/2026. what they have learned to process new There are two primary drivers behind this decision. the real time. The first one is really the inferencing. is facing supply constraints give you a couple of example, its 10 nanometer CPU where retailers and basically has strongly encouraged time. all OEMs to accelerate the airport, platform transition. can have application to also by moving earlier, security can manage inventory more proactively and reduce the risk spot. associated, with holding example, an obsolete other sector. where the support team adjust strategies ensures continuity using supply, application operational risk, that help positions us better to support to with understand better generation real time solutions. data to make decision. Additionally, we are also approaching the end of life milestone, milestone for the s t six fifty v three server growing, with end of life, planned for 06/30/2026, we expect the really inference, volumes will the, last order date set, for an. hybrid an AI hybrid approach more and more necessary. Please. also note that for this reason, platforms were removed from TCE these three models. January 5 can move. year. Thank you, Elena. However, we remain committed to honoring are really quotes under TCE with a ten business days order to ship timeline your car March. your customer to have let's turn to the replacement product. and optimized server for real time generative thirty and six inference results. So successor systems are already portfolio, available and offer three models, improvements, the Lenovo, team system also efficiency. SR six seventy, five I, SR six thirty v four replaces this I is really for inferencing. six thirty v three. This is a basically the this powerful, inferencing the next. generation to use server. This is the platform that can enterprise used for both, inferencing and training models. ready infrastructure, and this is the system that will, allow to, great for cloud workloads per, token. yeah, delivers enterprise starting compute is the SR six seventy five v three. that is coming leveraging eight the other hand, as our six fifty v four replaces, the six fifty v three. the NVIDIA is. a a next generation to use server we introduced in, this portfolio, again, is the Lenovo team system, SR650i. AA ready infrastructure, enhanced scalability, is the really the, economical also energy efficiency. system for a data center inference. not only address current supply constraints, This is a system that is coming with probability future ready within the industry standards. improved operational system here is the SR650A expanded capabilities. before, I would also like to highlight that pricing leverage have aligned NVIDIA v three, Pro 6,000 Blackwell four pricing. In. fact, we are, already seeing instances CPU per two GPUs will configurations supported starting from more. cost effective than their v three counterparts. last one is the system Then allowed you to s t six fifty v three platform, make your inference at the the two. socket tower server market. this reason, we decided to include in, the portfolio will be no direct successor. 455 going forward, I. our focus will shift, to one socket servers is the s r 455 socket tower server, models, and this configuration will s t 45, to NVIDIA l 50, four. and and s t two fifty. How to get, this configuration that there are only few months remaining to place orders the configuration with the I? six fifty v v in, order to to have this configuration, you to actively track already today access any open orders data we can also plan the volumes, accordingly. the CSC. Now moving to the Topchase easy way, update, you can start from basic model and select with on the left, Choice Express inference. model, As mentioned earlier, tab. three server families allow been removed, from TCE, have the, option us with 10 server families currently available. that basically will retrieve made several adjustments on the storage, side, a fixed fixed, basically, the portfolio now includes. 14 top selling storage families. these components, CPU, You have, likely, heard this from, multiple the data are really, optimized but it's inferencing. really important this reason, reinforce that CTO cannot our strategic priority. changed whenever we lead time available proceed the market today. this CTO order. All server systems is all for me. also components are carefully planned to support in the system. and come back if you have any questions. operates you, Elena. on fence, supply, you, everyone. Laura, and is what, enables. us consistently will now talk about the hot topic that pricing, is lately. window. And I want to, start with a bit of for this lead time, on really is the current situation that we are facing. have the b one identifier know, or Top Choice Express flag included. and SSD costs are, still going up. TCE mode. We do have know, already mode CTO configuration do not, carry the ten we do know that. memories will increase something like in the house of 90% you to reach memory. out to your lock SSDs manager increasing by 63%. if you identify some missing components. can see that the costs will keep going up keep in mind that adding new parts requires. planning and procurement time. also have forecasts until December in the current, environment where see that these increases will keep happening. SSD shortages are affecting the entire is, that despite it's not just Lenovo. increases happening on SSDs, even more HDDs, important. we have seen the prices and the cost top tier stock portfolio, start to be there have been. no major changes in in no area. major increases happening on the HDD, side. TC and TCS, remain aligned will keep a product standpoint, track to with TCS going on in the market and what are some of the things that we need to take into. consideration as we'll be releasing prices over the next few months. January was the removal of of mentioned b three's platforms, situations, and this is not only specifically, a Lenovo statement, s r six thirty, s r six fifty, price s t, six fifty. we are aware that is increasing and we are trying to do our best being said, not put was all from constraint end today. into our, partners and distributors. giving my words to Laura. Taking that into consideration, we are also actively working on a biweekly basis on competitive analysis. This is not only to compare against our competitors, but we are doing analysis based on what the memory is, how much they are going to increase, what are the SSDs that are going to increase, how these impact our servers that we have in the market, and how can we make them a bit cheaper so you can get better prices from us. We are doing that analysis on a biweekly basis. Actually, from the January 21, we have been doing it more on a daily basis to just really be sure that we are on the right track. And we have also tried to do analysis that based on family, what is the sweet spot that Lenovo currently has for SSDs and memory? So what is the most cost efficient SSDs and memories that we currently have? So from a cost perspective, on the SSDs right now, the most efficient is the 3.84 terabyte vendor agnostic from Lenovo. And for memories, we have the 64 gigabyte d d r five dings. Those are the most efficient right now from our side. I will try to keep this chart updated. So if the cost of the 128 gigabyte, for example, in the future becomes better, I will share all that information with you. If there is some change on the SSDs, we will do the same. Nevertheless, we keep looking also against our competitors. And in here, I have an example of a SR650. This is just one example of the more than 100 different configurations that we have. And we have a SR650V4. This one has a better price than its ancestor, the SR650V3 with two CPUs, four SSDs, eight memories, so a very rich configuration. Currently, we know that the market price for this kind of server is at $17.317400.0 euros with the new pricing for the new quarter. This is the Lenovo q four. We are at 17 k. And if this is able to be put into the TCE, the pricing drops to 16.3 ks. So TCE will remain to give a better price on all the servers. We also do similar analysis for Top Choice stock and sell, and we still try to give the better pricing there as well. And we work hard on the price from that perspective too. But, of course, the price is also suffering the blunt impact from from the cost updates. There is then one more change happening in Lenovo, and this is related to the configurator. Before I speak about all the changes that are happening, I want to tell everyone that the final price that Lenovo is providing to distributors and partners is going to remain exactly the same. All the changes that we are talking here, it's about how the configurator show the prices that you have available and some of the updates that we use on the channel price and the list price, so we reflect the current market situations. So what is changing specifically for DCSC, our configurator? So the main thing is DCSC will no longer be displaying lease price. As we all know, if you work with a configurator, you know that lease price is heavily inflated. So we have a very big uplift. And currently, that price, if we would be comparing with other vendors that put a price on their website, it it wouldn't make sense in the current market situation. So we are now creating a pricing DCSC, which is called featured price. This is a price that it's much lower than the lease price. It provides a more realistic base price for the market, and it's also in line with what the other vendors are showing. Just a couple of things in here. We changed the channel price and the lease price, but it's we changed it due to market constraints. It was not because the feature pricing we are applying the featured price in DCSC. This price, the featured price, we still take into consideration that it must be higher than the channel price that we have in EMEIA. So that will still that is still a fundamental rule that will apply into the configurator. But how does the channel price and the lease price changes are impacting and what you will be also seeing from that perspective? Lease price will still be visible in LVP and LPH. So on those tools, the price will still be public and you'll still have access to all of it. And there were some updates on the January 19. So the most significant impact that you'll see, it's on memories and SSDs where 48 there is a 48% price increase for them. It is a big increase, but it goes in line with the cost increases that we have been seeing and I've mentioned previously. We will also see that, in some cases for lower value options, we have found that because the cost is stable, we could actually decrease some of them. So cables, monitors, these kind of things, we are actually decreasing the price up to 30% just to try to make it a bit easier, the pricing of CTOs and the pricing of servers that that you might have on your side. And both channel price and both lease price will keep being reviewed every single month. So we'll keep sure that those prices make sense and that the discounts that we'll offer on those prices still are aligned with what has been the discounts in the past. Both channel price and lease price for this month were reviewed for the entire Lenovo ISG portfolio. So there was a massive change on more than 50,000 products. So you'll see a lot of changes happening. This is the only time that it will happen because then we'll start to normalize and we'll only change on things that really require to be updated. If there is no cost changes or no market trends that are changing, the price will remain stable from now on for the rest of the year. One thing that I want to leave clear and I want to repeat it and emphasize it is that final price will remain unchanged. We have adjusted every single discount that we offer in Lenovo, so the price is still the same. So if you have a server that yesterday was €5,000, today, that final price will remain the same. Top Choice stock and sell pricing continues to be positioned below channel price in all cases. If there would be a case that because we dropped the channel price, now that channel price is lower than the Top Choice price, Top Choice price will take the lower price, and it will be the the one that it will be visible for you in your contracts. And the last thing that I want to let everyone know is that DC, CTOs, all of these things are not impacted by these changes. It's just the first price that we are offering that will change, but we will keep everything the same as as it was before. And with that message, I would like to give my word now to to Elena. And thank you very much. Thank you, Miguel. Okay. So now I want to show you a few things, few updates that we have on the EMEA promotions and EMEA campaigns. As always, at the beginning of the quarter, we are working with the experts in different products and sections to make sure we bring you some tools that will help you complement the deals with proper discounts and win the deals. So for this quarter, the channel promotions are in front of you. We have four promotions this quarter. We're trying to keep the number of promotions as low as possible and make sure it's easy for you to find them and to use them. So two quarters ago, we introduced the refurbished hardware with our experts in worldwide, Bruno, Mancuso and Vanessa, we have now the ability to deliver to our customers refurbished hardware. We have V2 and V3 systems that can be equipped with pretty much any kind of options that you need, which are, of course, with a very, very good pricing because it's not only because it's a promo price, but also because it's refurbished hardware. So revive and reward, the first promotion that you see on the screen, is focused only on refurbished ISG products. With this promotion, when you receive all the flyers and all the materials, you will also see the LPH page, which our marketing team has helped us put in place. And on that page, you can see not only the available hardware, but also all the informations regarding certification of this hardware, additional services that you can add on this hardware, and what exactly has been done in our factory to make sure that these components are put together in a successful configuration for you. On the sales that you will do on refurbished hardware, revival reward is the promotion that will give you two types of vouchers. The first type is for any sale of refurbished hardware, you get a top choice voucher to be used on future purchases. So if you have a client today that would like to buy a refurbished, I don't know, s r six fifty v two, for example, or v three, for that sale, you will get the best possible price automatically because Bruno and Vanessa are already setting up the best price that we can give on these systems. And for any future purchases, you will get the $2.50 voucher for Top Choice. Also, the second voucher for the exact same sale will be on asset recovery. With asset recovery, we are giving you the possibility to offer customers to take back the old data center and to get some kind of rewards for that old data center and put in place a new one. With asset recovery, we are also doing a lot of enablement in the upcoming weeks. So you will hear from the category managers or the DANs or the PAMs how exactly the service works, what exactly you can offer to the clients. And with this $250, which is an optional thing, of course, it's not tied to the refurbished sale. This is an incentive for you to offer it to to your customers. The second promotion that we are launching, it's actually active since last week, is step up. This is a promotion that will help you make a good offer for the customers to move to the v four series of servers. So we're not only giving this up to 15% discount, which, by the way, works in terms of volume. So if you're selling five units, you get 5% discount. If you're selling 10 units with Premier attached, you get 10% discount. But the goal of this promotion is not only to give a discount, but also to enable you to make the sale and to make the sales pitch to your customers. So this step up promotion comes to also provide you materials of what is the benefit of the v four platform compared to the v three or compared to the v two that maybe the customer has already installed. It will also show you easily, clearly what is the benefit of having a standard service instead of owning the base warranty that comes with the box Or what is the benefit of having Premier instead of instead of the standard service? And we will, of course, very soon talk about Premier Plus. The entire promotion is not only focused on giving the five or the 15% discount, but giving also at the same time arguments for you to make the sale. Why should they step up to the new generation of the hardware? Why they should step up to a better level of services? And with this promotion, we have our expert in SSG, Sarah Khurton, who's preparing not only the flyer for the promotion, but also all the materials that you would need to explain easily to your customers what's the benefit of putting Premier on top of a volume sale? So when you sell 15 units of servers, what's the benefit of having Premier attached to these 15 units? And, of course, if you need more details, Sarag will put at your disposal our SSG experts in all the markets. So this is an opening to the road for a better platform with all the necessary tools you need to make that sale or that pitch to your customers. The third promotion has been launched for more than a quarter now. Storage Express Lane, this is something that Citi put in place with something that I think it's the best win for all sides of the deals. So when you bundle a Top Choice server with the Top Choice storage controller, you will get two types of rewards. The first type of reward is the rebate to the distributor. So you will get the back end rebate of, let's say, $600. That's the best case we have for different products. We have different levels of rewards, of course. But if we look at the best case scenario for this promotion, when you make a sale of both server and storage, you will get $600 back end rebate, and also it's $600 in lead points for the salesperson. The actual seller that makes the the pitch to the customer, the the person that is handling the the deal all the way until the sellout, that person gets lead points of $600. So this is a promotion that will touch all the sides of the business, not only our win or the distributor win, but also the reseller win. And the last promotion that I have on this slide is the newest one. Citi and our expert in software solutions, Tatiana, they worked on an offering to make, let's say, the first pitch to a new customer that could use a ThinkAgile, HX, and Nutanix. For any new logo, this promotion will give 30% or a third of the storage capacity for free. And you will also get one year of the software included also free. There's also a lot of other options that you can access, and I know that Tatiana is pitching to add more things to this promotion. But the point of this promotion is to give you a tool to approach new customers for the ThinkAgile with a very efficient offer, with a a useful discount. So the category managers, the dams, the palms will come to you with the entire package for the channel promotions. You will see the flyers. You will see the banners. If you have any kind of question or concern about these promotions, you can reach out, and we can make sure that we improve them if needed, or we can replace them with something even better. So please share with us how these four promotions will work for you in the quarter that we just started. And if there's anything else that we could launch to make things easier for you in the channel, please do let us know. And now I'm gonna come back to the Top Choice roadmap. Before I talk to you about a new EMEA campaign, which is called ready to go, I wanna give you a big overview of our Top Choice journey into the channel. So we started in 2017 with Top Choice stock and sell. Gabriela Yon, who was managing Top Choice at that time, she made a selection of servers, fixed configuration servers, standard part numbers. She put them all in one catalog. And since that year, we have focused to have this standard servers off the shelf models at the best price that we can put in Lenovo. We focused to keep an eye on the competitive analysis, and we've always appreciated the inputs that you gave us from the sales area, let's say. And we made sure that these 20 servers and five storage controllers are easy for you to price and to sell. So Top Choice stock and sell started in 2017. And then last year, we added to the Top Choice model. We added Top Choice Express. And this is basically a model where we took all the lessons learned from top tier stock and sell, and we apply them to the CTO world. Basically, making the best selection of components that we could possibly make, put the best price immediately accessible on them, and make sure you have a very fast delivery. The three things that are always appreciated when we make the sales of servers and storage, they were applied to the CTO world, and this is how we we came up with Topgres Express. What we're launching now in 2026 is Top Choice Ready to Go. So when you have a deal that requires more than one box, when you have a deal that requires a server and a storage controller and software on top of it, that's a solution. In the world of selling solutions, we're introducing the Top Choice model. So Top Choice ready to go is basically a selection of solution IDs. Just like we started to select the best models of servers and then the best components for CTOs, now we are selecting the best solutions that will give you a starting point for deals that are a little more complex, where you don't need just one box. You need a group of boxes. Top Choice ready to go brings you everything you need for a complex deal in one solution ID. That solution ID is, let's say, a couple of CTOs. It's still flexible. You can still configure all the the components inside, but this is an easy entry point for you in the solutions world where you don't have to think about what storage controller can I match with this server to give my client the best solution for his business? So in a nutshell, ready to go is a set of Top Choice Express solutions. Because when we say we give you a solution ID with server storage in one single ID, we make that selection from the Topgres Express world. And in this way, in one solution ID where we match servers, software, storage, and services, we make that selection from Topgres Express, which means you will benefit from fast delivery in ten days, best possible price we can launch, and best selection of components. So it's one stop shop for ISG solution sales that will give you all the benefits from the Top Choice Express world. This selection of solution IDs, not only that will give you a quick entry point, but will be very stable because we have in our team, Clive and Siti and Alexandra, all experts on product will keep these IDs stable. So if you have a solution ID that is using s r six fifty plus d 4,000 or plus VIM software, that ID will remain the same even if we change the model of, let's say, the memory inside the solution because we have some kind of supply constraints in the market, which, like Miguel said earlier, we do expect to have in 2026. So this selection will remain stable. We will change the components inside the solution when needed when the market is forcing us to change it, but the ID itself will remain the same. These selected IDs are in four strategic areas, and I will show you in a second a little bit about these strategic areas. We have data protection, server refresh, storage starter, data center starter. These four areas will have three sizes of solutions, small solutions, medium solutions, large solutions. And all these will also have best of both worlds, best of the vendors. You will have the same solution configured with AMD or configured with Intel. You don't have to choose between them. So it's one stop shop for solutions that will benefit from the top choice benefits in all the strategic areas that we identified in all three sizes, small, medium, large, and with both versions AMD or Intel. And on this slide, which is a little bit busy, is just a little bit of a tease for what you will see at the official date of launching ready to go, which is January 28. You will see each of these solutions, and you will see how they can be used in your deals. And as you can see on the screen, you have for each of them, small, medium, large, AMD version, Intel version. Small size between small and medium size for the storage starter pack. And you see on the right side of the screen, we have what is inside, who can use it, and what's the benefits of using this solution. This is just things that we could put in one slide. But if you join us next week in the launch of Lenovo Ready to Go, you will have an entire toolbox of materials that you can use for Ready to Go. There's a DCSC training. There are marketing flyers for each of the strategic areas where ready to go is launched. All these the things that you see in bullets here have been developed with Citi. She's our mark she's our storage expert who worked very closely with marketing. She got the budget to create all this, and she made the selection with Clive, our expert in servers. All the bullets here are tools for you to use. This is basically a toolbox for you that will easily make the pitch to the customer. So where you see here flyers, you also see the playbook. We're not only giving materials for from a marketing or commercial perspective, but you will have with ready to go a complete sales playbook, a complete set of use cases. What kind of customers could benefit from ready to go solutions? What kind of sales approach you should take when you talk to the customers? What questions to ask in order to identify the right solution to offer to the customers? Of course, we also have the email templates. We have the q and a things that we've put in FAQ. But you will also get conversation cards, battle cards, Taltrak, everything you need to truly understand the solutions that we selected and be completely equipped to present them to the customers. So ready to go is not only selecting the best solution ideas for you, but is also giving you the tools that you need to go in front of the customer and easily find the arguments that you need in order to get the sale done. So you will see a lot of materials presented next week. Citi created a lot of things that you can take separately or combine in one huge document. All this will come, of course, with LPH page. And here we have a public page, which can be accessed by any any person in the world, let's say. And we have the usual gated page where only our distributors or our certified resellers can access. In all of this, you will have the materials that I said earlier, and there will also be a social media campaign. So we will have on LinkedIn the social tiles published. You can also use the social tiles to say, we are joining Lenovo to launch this. Come and see what solutions we have for your customers. We have web banners, which we hope to we hope to see on as many web shops as possible. So in this list, we are hoping you will find absolutely everything you need to sell one or more of the solutions that you saw here. Christy is helping us do this launch properly. She has sent out invitations for the ready to go webinar. It's on the January 28. So please register to see all types of solutions, how we match servers with storage and software as well. You will see there what are the benefits of matching all of them and what are also your benefits of selling this. We have Tanya who will bring you a lot of things from the VIM part as well. So please make sure you see the invite for ready to go webinar, and please make sure you join the webinar. Lenovo Ready to Go is one of the EMEA campaigns. So Top Choice is one of the campaigns. Ready to go is part of it. With these EMEA campaigns that we're trying to launch, we're trying to make the further step after best selection of products, best pricing calculated on the products, best marketing assets that we can create for you. We're trying to make the next step into putting all this in one toolbox that is actually useful for you. So when you see all these campaigns and all these promotions launched, please reach out to us, and please tell us if there's anything that we should add in that toolbox or take out of that toolbox because it's too much. That could also be the case. So I will close this call with the call to action. First of all, always quote Topgres Express first. You will leverage a lot of the benefits of the program, and it will be easier for you to understand what is fastly available in Lenovo. And it's also a place where you can switch to full mode. You're not restricted, but it's the best starting place because it will help you filter from everything we have available what is the best thing that you can pitch. Stay informed. You saw a lot of news from Miguel and Alexandra and Lele and Laura. Try to see all the things that we present to you, and let us know if there's something that we can help in making you agile because we will have a lot of challenges in the market. And we wanna make sure that all these things that come your way are not just things that you get informed, but are things that you can use. So try to adapt quickly to all the shifts that we have in the market. And if we can help you be more agile, please let us know how we can do that. And again, please join us next week in the Ready to Go webinar. It's on the January 28. If you cannot find the invite or if you have any kind of questions before the webinar or after the webinar, please do not hesitate to reach out. And with that, thank you all for joining us today, and I hope to hear from all of you very soon. Have a great day.?