Lenovo Workstations for Industry Segments

Lenovo Workstations for Industry Segments Sales Playbook

Spring 2018

This playbook is designed to help you better understand your customers, their industries, and what’s important to them. You’ll also get to know more about the full line of Lenovo ThinkStation and ThinkPad workstations. We’ve provided sales plays for each industry segment to help you suggest solutions to solve your customer’s business challenges.

What we’re all about: •

Passion We believe in the creative power of passionate people. That power is amplified with the right tools. Supporting professionals across industries and working to remove barriers and create advocacy- working to improve the customer’s experience.

•

Powerful Workstations Lenovo focuses on power, performance and reliability in every machine we design. We are able to push our systems harder and have the raw power necessary to handle the most demanding workloads- so customers get the best system possible.

•

Tailored Solutions and Support Unmatched expertise and support comes with every workstation we sell. We understand our users’ specific needs, providing pre-sales support and configuration guidance in-house. Pairing with thoughtfully designed hardware and software tools to optimize performance gives customers topnotch support.

Plays

Digital Signage

Oil & Gas

OEM

Finance

Higher Education

AEC

Product Development

Media & Entertainemnt

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Lenovo Workstations for Industry Segments Products | Innovation

Plays | Media & Entertainment | Product Development | AEC Higher Education | Finance | OEM | Oil & Gas | Digital Signage

Products Desktop Workstations

ThinkStation P320 Tiny The world’s smallest workstation, empowering you for great things. Its simple, efficient design packs big performance in a Tiny 1L chassis.

ThinkStation P320 Tower/SFF Power of a workstation; price of a desktop. Providing powerful performance and superior reliability for mission-critical tasks.

ThinkStation P520c Affordable power. A mainstream workstation on a budget; closing the gap between entry-level and high-end workstations.

ThinkStation P520 Versatile workstation configured your way- a system that packs enough punch for any job with the perfect combination of performance, reliability and usability.

ThinkStation P720 Feature-rich dual-processor workstation. Power up a versatile workstation ideal for the most demanding workflows.

ThinkStation P920 Extreme power and performance with the most advanced dual-processor workstation. Get more done faster within the highest-performance workflows.

Mobile Workstations

ThinkPad P52s Design that delivers on-the-go power and performance. A perfect mix in a thin-and-light design, this Ultrabook ignites productivity and creativity anytime, anywhere.

ThinkPad P51 Next-level performance- a 15” mobile workstation engineered for engineers. Bringing the power and portability you need and the reliability you demand.

ThinkPad P71 Mobile power defined- Lenovo’s most powerful mobile workstation, designed for high-end professionals. VR comes to life with the supercharged ThinkPad P71.

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Innovation


Lenovo Workstation Diagnostics Lenovo Workstation Diagnostics consists of a desktop application and smartphone app. These tools bring deskside insight to your system and offer users easy-to-follow guidance and troubleshooting should an issue arise. And, should the machine ever fail to boot, the smartphone app allows your workstation to communicate directly to your mobile device to provide instant diagnostics and potential solutions.

Lenovo Performance Tuner (LPT) Ensuring customers get the most out of their investment; this free software adjusts system resources to optimize performance and user experience, all in one, easy-to-access tool. • Increase performance: Eliminate interruptions to allow single-threaded applications, like most CAD applications, to have dedicated core support for blazing fast workflows. • Increase productivity: Eliminate bottlenecks by carving out resourcesfor heavy workloads, like multi-threaded applications, while allowing your system to continue to function during renderings or simulations. • Optimized manageability: Maintain control and flexibility through customizable application profiles, admin control and lockable application profiles, perfect for IT professionals, and resource monitoring.

Innovative Design Features Lenovo ThinkStations are designed for hands-on use. The ability to update, upgrade and replace internal components instantly gives the power to the customer and eases over-burdened IT departments. Our modular design makes changes a breeze; anything with a red touch point can be removed, tool-free, in seconds. The Lenovo ThinkPad P Series mobile workstations offer durability and reliability with MIL-SPEC quality testing. The ThinkPad P70 and P50 Series products also offer a unique dual-fan cooling system for cooler, quieter and faster performance.

Accessories

ThinkVision P27u Expect uncompromising performance from this 27” 4K Ultra-HD display; delivering vibrant color, exquisite detail and blur-free motion from edge-to-edge, at any viewing angle. Professional color management software ensures consistently rich imagery, perfect for creative and engineering applications.

ThinkVision P32u

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Implementing the best-in-class display with the latest technology, the 32” Lenovo ThinkVision P32u display brings professional-grade color and innovative Thunderbolt 3.0 connector to your desktop. With Ultra-HD resolution, >99% AdobeRGB color gamut and Thunderbolt 3.0 technology, it delivers stunning visual experience and high productivity.



FAST AND EXCITING DELIVERY

Play 1: Selling into Media & Entertainment

“The ThinkStation P910 is really giving us seamless results from our tests. We have been very pleased, it’s a very cool workstation.” – Will Harris, Flame Family and Smoke Product Manager, Autodesk

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Media & Entertainment is a “catch all” term for the creation of content for the purposes of entertaining an audience; whether in the traditional areas of film, television, game development, audio engineering, broadcast, 2D print/online, or interactive/live events/activities. Lenovo Workstations are part of the content development process used for the following production functions: • Painting and sketching • 2D / 3D modeling, texturing and animation (including motion capture) • Editing • Compositing • Color correction and grading • Conform and conversion (including stereoscopic) • Programming and compiling (specifically within gaming) • Rendering



The Media & Entertainment market has traditionally been dominated by HP, Dell and, at one-time, Apple. With Lenovo being a relative new-comer to this market, the primary workstation vendors we will come up against will be HP and Dell.

Top Triggers Media & Entertainment “We’re in a marketplace with a lot of products and options, where everyone is trying to get your attention. Lenovo has a very good product and we are pushing it because we believe in it.” – Richard Keats, Support Engineer, CineSys-Oceana

• Production Requirement New trends in production and production techniques (example: AI, AR/VR, 8K) continually evolve to keep up with the ever-increasing audience expectations and their insatiable appetite for better, more compelling entertainment experiences. The result is the development of a larger number of more complex visuals the production facility must deliver. While older workstation technology can complete these tasks, they are unable to do so in a timely fashion; which impacts content creators’ ability to control costs and maintain profitability. • Relationships The Media & Entertainment community is a small, tight-knit group that, while in some cases compete with each other for projects and talent, do share thoughts and experiences on companies and technology. Knowing this, word-of-mouth can make or break consideration for the hardware they use in production. In addition, relationships rank slightly higher in importance than pricing when it comes to artists and production facilities. Facilities are willing pay a slightly higher price for tools if they: • Have a good working relationship with their primary vendor contact • Have good supporting contacts with the vendor (sales, marketing, development) • View the vendor as a trusted advisor, having their best interests in mind at all times • Trust they can easily have issues resolved should they arise • Certifications Artists and production facilities require workstation configurations that are certified by ISVs (Adobe, Autodesk, Avid Technologies, Blackmagic Design, Foundry, etc.) to: • Be assured their solution will perform as expected and be stable • Get support from ISVs, should an issue arise (no certification, no support)

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Lenovo has relationships with the primary ISVs creating tools for the Media & Entertainment market; and Lenovo Workstations are either certified or are undergoing certification with the majority of top providers. • Pricing

Media & Entertainment Top Applications Adobe® After Effects CC Adobe® Creative Cloud™ Adobe® Photoshop CC Adobe® Premier Pro CC Autodesk® 3ds Max® Autodesk® Flame® Autodesk® Maya® Autodesk® MotionBuilder® Autodesk® Mudbox® Avid® Media Composer Blackmagic Design DaVinci Resolve Blackmagic Design Fusion Chaos Group V-Ray Foundry CARA VR® Foundry KATANA® Foundry MARI® Foundry MODO® Foundry NUKE® Foundry NUKE® STUDIO Marquise Technologies MIST Marquise Technologies RAIN MAXON Cinema 4D PIXAR Renderman Redshift SideFX® Houdini

Lenovo pricing is in alignment, for similarly capable and configured workstations, with that of HP and Dell. At no point should Lenovo lose a customer opportunity based upon pricing unless the competition sells their systems for negative margin.

Discovery Questions • What is your workflow? What applications you are using? • What are the biggest concerns/challenges you have with your current production pipeline? • Are you utilizing NVIDIA Quadro or GeForce GPUs? • How do you see your production pipeline / infrastructure evolving over the next 3 to 5 years? • What expectations do you have of your workstation vendor?

Objection Handling “Why should I consider Lenovo when my current vendor and their solution accomplish what I need?” • Lenovo understands Media & Entertainment production, the tools you are using, and the challenges you are facing. Lenovo has a team in place that comes from the industry, so we are better able to understand and anticipate what you require, and make recommendations to positively impact your production pipeline capabilities, productivity and profitability. “What makes Lenovo different from my current workstation vendor?

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• We understand production and what you need to accomplish. • The Lenovo Customer Solutions Team can test and troubleshoot workstation configurations, so you don’t have to. • Lenovo Workstations are known for reliability. When you are in crunch time, you need to have confidence your workstations will be up to the task. • If you utilize NVIDIA GeForce GPUs in your production pipeline, Lenovo Workstations can be ordered with NVIDIA GeForce cards already installed. In addition, the cards are serviced and guaranteed, the same as the NVIDIA Quadro GPUs.



CREATIVITY EVOLVING

Play 2: Selling into Product Development

“ThinkStation workstations are really powerful systems which allow us handle all the data we use and to ensure crucial calculations are done smoothly.” – Tim Geurtjens Co-Founder and CTO, MX3D

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Product Development refers to the research, design and manufacturing of physical products; this includes sub-industries such as automotive, aerospace, heavy equipment, appliances, small tools, furniture, toys, plastics, process industries, electronic products & widgets and more.

Top Triggers • Industry Trends The product development industry is undergoing radical changes to the way things are designed, made and used. Virtual Reality (VR) helps designers experience their products in the context of how they will be used. Globally dispersed teams now collaborate on projects anywhere at any time. Artificial Intelligence (AI) and generative design software algorithms enable engineers to generate thousands of design options from a single idea.



Advances in additive manufacturing processes and materials enable the creation of everything, from prototypes to production-level products. And with IoT – smart, connected products, allow manufacturers to capture, analyze and control product usage data.

Product Development Top Applications ANSYS® CFX® ANSYS® Fluent® ANSYS® Mechanical® Autodesk® AutoCAD® Autodesk® Alias® Autodesk® Inventor® Autodesk® VRED® Autodesk® Mouldflow® Autodesk® CFD® Autodesk® HSMWorks™ Dassault® Systèmes SOLIDWORKS Dassault ®Systèmes CATIA Dassault® Systèmes Simulia MSC Nastran PTC® Creo® PTC® Creo® Simulate™ Siemens NX

In addition, advances in professional displays and VR HMDs place significant demand on workstation hardware. • Performance Matters Lead engineers, CAD directors and designers are heavy users of CAD/CAE applications and generally help define the workstation configurations. They care about application performance first and foremost. IT managers are also influential in the purchasing process and are responsible for their department’s application strategy. Customers will regularly evaluate new software updates and solutions; work with software vendors on licenses, training and user support needs, and research hardware recommendations with industry solution vendors (ISVs). • Customer Pain Points »» Design and IT leads are responsible for the productivity of their engineering and production teams. The most common pain point is a miss-match between a user’s software/workflow and their hardware. Poorly matched hardware and software impacts team productivity, deadlines and time-to-market. »» CAD and CAE models are increasing in size and complexity which places significant demand on software applications and hardware requirements. With the right hardware configuration and scalability options, we can reduce and prevent production bottlenecks. These top triggers are having a profound impact on both software and hardware requirements and, as a result, influence customers’ purchasing decisions. Lenovo helps customers embrace industry changes with our high performance, expandable, and extremely reliable workstations. Lenovo Workstations are ISV certified for professional 3D design, simulation and analysis applications and our customer solutions team can help troubleshoot workflow challenges.

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Discovery Questions

Product Development

• What is your workflow? What solutions and applications do you use at each stage? • What are your workflow pain points? • Do you use a workstation currently? • Why aren’t Lenovo Workstations part of your solution set today?

Objection Handling “Why do I need a Lenovo Workstation when my regular computer works just fine?” • CAD software applications, like SOLIDWORKS, are typically single-threaded applications and require a processor with a high clock speed. As design data increases in size and complexity, fast storage is critical to quickly read and write large datasets, and a fast graphics card is needed for smooth onscreen performance for tasks like visualization and rendering. • Lenovo Workstations are ISV certified, meaning they’ve been tested and guaranteed to run major applications as they were intended. Benchmark tests show our workstations, like the ThinkStation P520, runs SOLIDWORKS up to 30% faster than a workstation on a regular refresh cycle. “Lenovo is too expensive.” • Lenovo Workstations are priced competitively. When you factor in our industry leading performance, reliability, serviceability and warranty, the total cost of ownership is as low as any DELL or HP workstation.

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SHAPING THE FUTURE

Play 3: Selling into AEC

“From idea creation to delivering the idea to now implementing it on site, we use Lenovo Workstations at every stage to harness our creativity and deliver our projects.” – Akshay Sethi Gensler Director, London Design Office Ltd.

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AEC, or Architecture, Engineering and Construction, consists of many types of commercial and government agencies who plan, design, construct, operate and maintain physical infrastructures. This includes everything from buildings, water, electricity, gas, communication utilities, roads, bridges, ports, tunnels, etc.

Top Triggers • Building Information Modeling (BIM) BIM is an intelligent 3D model-based process that gives professionals the insight and tools to more efficiently plan, design, construct, and manage buildings and infrastructure. With BIM, the 3D model is at the center and everything related to the building project ties back to it. AEC BIM projects are becoming more commonly used, but are also more complex, placing significant demands on both hardware and software requirements.



• Industry Trends

AEC Top Applications Bentley® MicroStation Autodesk® Civil 3D® Autodesk® AutoCAD® Autodesk® Navisworks® Autodesk® 3ds Max® Autodesk® Revit®

The AEC industry, as a whole, is undergoing significant change. Virtual Reality (VR) helps stakeholders experience their buildings in the context of how they will be used. Globally dispersed teams now collaborate on projects anywhere at any time. Artificial Intelligence (AI) and generative design software algorithms enable engineers to generate thousands of design options from a single idea. Digital fabrication techniques are evolving, while Reality Capture helps document building as-built conditions for construction verification. In addition, advances in professional displays and VR HMDs are placing increased demand on workstation hardware. • Customer Pain Points »» Lead Architects and BIM directors are heavy users of BIM applications and generally define the workstation configurations. They understand their firm’s workflow, applications, usage, model sizes and any difficulties with their current equipment. They care about application performance first and foremost. IT managers are also influential in the purchasing process. They are responsible for their department’s application strategy and regularly evaluate new software updates and solutions. They work with software vendors on licenses, training and user support needs and research hardware recommendations with industry solution vendors (ISVs). »» The most common pain point is a miss-match between a user’s software/workflow and their hardware. BIM models are increasing in size which places significant demand on software applications. Poorly matched hardware and software impacts team productivity, deadlines, budgets and time to market. These top triggers are having a profound impact on both software and hardware requirements and, as a result, influence customers’ purchasing decisions. Lenovo helps customers embrace industry change with our high performance, expandable, and extremely reliable workstations. Lenovo Workstations are ISV certified for professional 3D design, simulation and analysis software applications, while our customer solutions team can help troubleshoot workflow challenges.

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Discovery Questions

AEC

• What is your workflow? What solutions and applications do you use at each stage? • What are your workflow pain points? • Do you use a workstation currently? • Why aren’t Lenovo Workstations part of your solution set today?

Objection Handling “Why do I need a Lenovo Workstation when my PC provides me with professional quality?” • BIM software solutions, like Autodesk Revit, are typically single-threaded applications and require a processor with high a clock speed. As BIM and Revit design data increases in size and complexity; fast storage is critical to quickly read and write large datasets, and a fast graphics card is needed for smooth onscreen performance for tasks like visualization and rendering. • Lenovo Workstations are ISV certified, meaning they’ve been tested and guaranteed to run major applications as they were intended. Benchmark tests show our workstations, like the ThinkStation P520, runs Revit up to 30% faster than a workstation on a regular refresh cycle. “Lenovo is too expensive.” • Lenovo Workstations are priced competitively. When you factor in our industry leading performance, reliability, serviceability and warranty, the total cost of ownership is as low as any DELL or HP workstation.

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INSPIRING AND ENGAGING

Play 4: Selling into Higher Education Higher Education buyers reflect a wide array of hardware and software needs and an even wider breadth of users. Workstation hardware and software requirements depend greatly on the department within an educational institution.

“An investment in knowledge pays the best interest.” - Benjamin Franklin

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For this reason, it’s best to treat higher education sales opportunities as individual verticals, with unique needs based on each discipline. For example, an engineering department or college will fall under the product development and AEC verticals/plays, and should be seen as having the same pain points and triggers.



FINANCE TO SUCCESS

Play 5: Selling into Financial Services

“In any investment, you expect to have fun and make money.” - Michael Jordan

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Workstations are utilized by major investment banks and financial services companies for financial trading (any kind of commodity trading). Performance and reliability are crucial as profit or loss can be decided in microseconds. Investment banks cannot tolerate downtime for their traders. Global availability and support are important to these customers. Lenovo Workstations are available in over 150 countries. Workstation performance and reliability can also be counted on in the back office as well as the front office at bank headquarters and local branches. Lenovo has a strong presence in Financial Services – both in workstations as well as laptops and commercial desktops. Lenovo sells workstations and commercial PCs into all of the top financial services companies. Primary competitors are Dell and HP.



Top Triggers • Workspace - size, heat, noise

Finance

Financial traders are often found packed together in small cubicles with multiple displays. The ability to drive multiple displays from a small workstation chassis is key. Thermal and acoustics are also important. Lenovo Workstations are the coolest and the quietest. Power efficiency is also important when many workstations are deployed at the same site. • Reliability Up-time is crucial in financial trading. Many traders will have a backup workstation under their desk or a hot-swap nearby. In addition to the industry leading reliability of Lenovo Workstations, the tool less design of ThinkStations allows for quick repairs. • Displays Financial traders require multiple monitors. This opens the door to find out how many they need, what size and what orientation they are arranged in; and potentially open the door for our own ThinkVision P Series monitors. In addition, to power four or more displays, a workstation configuration would need to include NVIDIA Quadro graphics.

Discovery Questions • • • •

What is your trader workspace configuration? What is your current workstation configuration? Display configuration? When was your last workstation refresh?

Objection Handling “Why switch to Lenovo from my current workstation vendor?” • Lenovo understands your industry and workflow, and what you are needing to accomplish. • The Lenovo Customer Solutions Team can test and troubleshoot workstation configurations, so you don’t have to. • Lenovo Workstations are known for their performance and reliability. When you are in crunch time, do you want to have the confidence that your workstations will be up to the task? “Why do I need a workstation when my PC provides me with professional quality?”

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• Lenovo Workstations provide a higher level of performance than commercial PCs. Lenovo Workstations are designed for mission-critical tasks and are more reliable than commercial PCs.



THE BEST IN THE BUSINESS

Play 6: Selling into OEM Lenovo Understands

“We shape our tools and then the tools shape us.” - Winston Churchill

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OEM customers uniquely integrate Lenovo OEM workstations into their final product. Lenovo understands the need to maintain a steady and predictable supply of workstations to enable the development, qualification, and the long sales cycle OEM customers are looking for. Lenovo provides: • Transparency to roadmaps and supply visibility for all workstation building blocks in the OEM customer’s bill of material. • Early end-of-life notifications for all critical components to allow for proper planning and transition. • Long term, 3-5 year commitment to workstation lifecycles to give OEM customers peace of mind when selecting a Lenovo OEM workstation for their solution. • Collaboration and access to Lenovo’s global supply chain and fulfillment partners. • Lenovo award-winning innovative workstations.



For customers who might be hesitant to transition to Lenovo OEM workstations, rest assured we will pick up the slack where our competition falls down. Lenovo strives to build a relationship based on a partnership not a traditional “supplier” relationship. If you WIN, Lenovo WINs.

OEM

Top Triggers

Top Markets

• Extended Life-Cycle (3 or more years)

Healthcare imaging solutions Digital signage solutions Automated operations planning solutions Retail kiosk solutions Educational Aid solutions Manufacturing and construction support solutions Financial Operation solutions

• Serviceability

Select from an extensive list of long-life (3 or more years) Lenovo OEM building blocks. This includes Intel CPUs and NVIDIA GPUs which give you the performance, flexibility, and peace of mind you need to achieve greatness. With Lenovo OEM ThinkStation workstations, innovation drives everything we do. Our tool-less, serviceable design reduces total cost of ownership for self-maintaining OEM customers. Each component is designed for easy replacement or customization in a matter of seconds. • Innovative Drive for Performance Lenovo Performance Tuner allows user’s to create custom profiles for any application, unlocking the maximum performance potential for any OEM solution.

Discovery Questions • Are you currently working with an OEM supplier or partner for your compute (workstation) device? • How often do you need to redevelop or recertify your OEM solution due to a change in your compute device? • Do you seek a long life compute device of at least 3 years? • What is your biggest pain point with your existing OEM workstation supplier?

Objection Handling Let us show you what Lenovo has to offer. Would you like us send you a loaner unit? • Lenovo OEM Loaner program allows you to evaluate our ThinkStations for up to 6 months for your OEM solution.

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SAVING THE ENERGY

Play 7: Selling into Oil & Gas

“To an energy company, efficiency means take less and find more.” - Anonymous

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Workstations play a role in the search for renewable sources of energy as well as more efficient uses of traditional fossil fuels. The “Oil & Gas” industry vertical is focused on finding, extracting, moving, and processing fossil fuels – typically oil & natural gas. Mining will have similar workflows. The Oil & Gas workflows can be broken down into: • Upstream – exploration & production – locate the oil, map the deposit in 3D, and drill. Huge amounts of data are captured and analyzed. Seismic visualization software allows the data to be viewed in 3D so that specialists can identify the fuel sources and plot where to drill. • Midstream – transportation & storage – once extracted, move the oil to the refinery via pipeline, ships, railroad, tanker trucks. • Downstream – refinement – processing plant design, construction, and on-going management.



Other forms of energy production – solar, wind, hydro, even electric power plants – utilize workstations for building design and heavy machine manufacturing and should be treated similar to AEC.

Oil & Gas Top Applications CGG Insight Earth Schlumberger Petrel Landmark Decision Space Paradigm® IHS Kingdom Headwave® ffa GeoTeric ESRI® ArcGIS™

This play also includes surveying and mapping. GIS – geographic information system – is used for spatial and geographic data, like mapping. This is best served by a workstation, especially when the data is viewed in 3D. The Oil & Gas market has been traditionally dominated by HP. With Lenovo being a relative new comer to this market, the primary workstation vendors Lenovo will come up against will be HP and Dell.

Top Triggers • Performance Performance is key. Energy companies are racing each other to find sources of fuel. They employ highly paid specialists, like geoscientists and geophysicists, who cannot be slowed down by their workstations. Seismic models are very large and the software performs best when the model is loaded in memory. Memory configurations of 512GB or 1TB in the ThinkStation P900 Series are common. High-speed storage, like NVMe SSD, help load the application and the data quickly. Oil & Gas software applications are accelerated for GPU to allow the seismic data to be visualized in 3D. High-end NVIDIA Quadro cards allow this data to be quickly rendered and manipulated. Target NVIDIA Quadro P5000, P6000, or GP100 cards. Reliability plays a big role here. Customers must be able to trust their workstations with mission-critical tasks. • Certifications Oil & Gas software is very specialized and very expensive. Software is typically selected first and then workstations are chosen to meet the requirements of the software. Software upgrades are good times for workstation refreshes. Lenovo has relationships with the primary ISVs for Oil & Gas. ThinkStation and ThinkPad P Series workstations are certified by all of the key ISVs. • Pricing With the low price of oil, companies in this industry are very cost-conscious. Price is a much bigger factor in workstation decision making today than ever before. Due to economic pressure, many Oil & Gas companies have not refreshed workstation hardware for 3 – 5 years. They now need new workstations to take advantage of their software and to remain competitive in their industry.

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Discovery Questions • Describe your workflow and what applications you are using? • Will the applications be run in the office or in the field? • When was your last workstation refresh?

Oil & Gas

Objection Handling Why switch to Lenovo from my current workstation vendor? • Lenovo understands your industry and workflow, and what you are needing to accomplish. • The Lenovo Customer Solutions Team can test and troubleshoot workstation configurations, so you don’t have to. • Lenovo Workstations are known for their performance and reliability. When you are in crunch time, do you want to have the confidence that your workstations will be up to the task? Lenovo Workstations are certified to run ISV applications and give you the best performance. My applications run on Linux • Lenovo desktop and mobile workstations support several versions of Linux including Red Hat® and Ubuntu.

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DIGITAL IS THE FUTURE

Play 8: Selling into Digital Signage

“Digital technology is the same revolution as adding sound to pictures and the same revolution as adding color to pictures. Nothing more and nothing less.” - George Lucas

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Digital Signage is a catch-all term that refers to any large deployment of displays; examples include informational signs in the airport, menus in a fast food restaurant, or digital billboards. Other examples are multiple monitors in a control room or dispatch center. In all of these cases, workstation compute power is required to drive the visual content as well as the high resolution of the screens. Many of these scenarios involve mounting the computer behind the display and accessing it remotely. All of these scenarios are well-served by the ThinkStation P320 Tiny. The world’s smallest professional workstation can support up to 6 displays at true 4K resolution from a Tiny 1 liter chassis, easily mounted behind the display. Competition in this area will come from HP and Dell as well as ‘white box’ vendors and non-traditional competitors (like Intel Nuc). Specialized, embedded devices will also grow in popularity in this category. These are all professional use cases that require professional hardware.



Customers should not rely on self-built or gaming systems for their solutions. With Lenovo Workstations, they will have industry-leading reliability as well as global availability and support.

Top Triggers Digital Signage

• Location Digital displays come in all shapes and sizes and could be deployed anywhere. The ThinkStation P320 Tiny is ideal to drive up to 6 displays at true 4K resolution from a Tiny 1L chassis that can be mounted easily behind the display. Built in WiFi as well as wireless power on/off allow the Tiny to be easily managed from anywhere. • Reliability Reliability is key as the digital signs are often public facing and are expected to function 24x7. Lenovo Workstations, with industry-leading reliability, are the best solution for driving these displays. This is equally important when driving displays in a control room or a dispatch center. • Extended Life Availability Digital signage deployments may have a longer life cycle with fewer hardware refreshes. Look for ThinkStation P320 Tiny configurations through our OEM program to ensure long life components, as well as longer-term premier support. See the OEM play for more information.

Discovery Questions • • • •

Where will this solution be deployed? How many screens are you using and what resolution? What application or content will run on the screens? Do you need extended product lifecycle?

Objection Handling “Why switch to Lenovo from my current workstation vendor?” • Lenovo understands your industry and workflow, and what you are needing to accomplish. • The Lenovo Customer Solutions Team can test and troubleshoot workstation configurations, so you don’t have to. • Lenovo Workstations are known for their performance and reliability. When you are in crunch time, do you want to have the confidence that your workstations will be up to the task? Lenovo Workstations are certified to run ISV applications and give you the best performance. • Lenovo understands the customization that customers need. Lenovo-owned manufacturing provides great flexibility and value to meet your needs.

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“Why switch to Lenovo from my current workstation vendor?” • Lenovo Workstations provide a higher level of performance than commercial PCs. Lenovo Workstations are designed for mission-critical tasks and are more reliable than commercial PCs.

© 2017 Lenovo. All rights reserved. These products are available while supplies last. Prices shown are subject to change without notice. For any questions concerning price, please contact your Lenovo Account Executive. Lenovo is not responsible for photographic or typographic errors. Warranty: For a copy of applicable warranties, write to: Warranty Information, 500 Park Offices Drive, RTP, NC 27709, Attn: Dept. ZPYA/B600. Lenovo makes no representation or warranty regarding third-party products or services. Trademarks: Lenovo, the Lenovo logo, Rescue and Recovery, ThinkPad, ThinkCentre, ThinkStation, ThinkVantage, and ThinkVision are trademarks or registered trademarks of Lenovo. Microsoft, Windows, and Vista are registered trademarks of Microsoft Corporation. Intel, the Intel logo, Intel Inside, Intel Core, and Core inside are trademarks of Intel Corporation in the U.S. and other countries. Other company, product, and service names may be trademarks or service marks of others.

Lenovo Workstations for Industry Segments

Lenovo Workstations for Industry Segments

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