Alberto Ruano, Lenovo's top executive in Iberia for the past thirteen years, has shared in an exclusive interview with ComputerWorld his vision on the future of technology, artificial intelligence, and the role of the channel. With a career spanning from Toshiba to Lenovo, Ruano leaves behind a solid company that has grown organically and strategically, betting on innovation and balance across all market segments.

The Secret to Success: Balance and Human Capital

Ruano highlights that Lenovo's leadership is not a matter of chance, but of constant investment in R&D and sound decisions. "If an organization is strong and its human capital is motivated, it is easier to achieve goals than with an organization full of doubts, stress, and problems," he states. The company has managed to attract and retain talent, creating an ecosystem where professionals can develop in different areas. This qualitative approach, along with a product strategy covering all segments (consumer, channel, education, and Enterprise), has been key to achieving a 22% market share in infrastructure and over 50% in the public sector.

AI as a Transformation Engine

With the launch of solutions like Qira, scheduled for September, Lenovo positions artificial intelligence as an agent that interacts and executes tasks, not just as a generative tool. "All our work methodology will be based on AI," Ruano assures. The company is training its sales and product teams to explain to customers the advantages of this unique market proposition. AI will not only improve productivity but also redefine the daily management of IT assets, integrating devices such as PCs, mobiles, and workstations into a cohesive ecosystem.

Strategic Alliances: The Pillar of Cybersecurity and AI

Ruano emphasizes that, unlike the PC market where a company can go it alone, in infrastructure, alliances are indispensable. "Alliances are key to talking about cybersecurity, security, and AI," he insists. Lenovo has learned this lesson since acquiring IBM's x86 division in 2014. Today, the company collaborates with partners to offer comprehensive solutions that address everything from data governance to AI deployment. This collaborative approach is essential for Spanish companies to integrate agentic AI transversally into their ecosystems.

In-House Manufacturing: Competitive Advantage Against Volatility

Facing forecasts of volatility in component supply for 2026, Lenovo has a differential advantage: 80% of its offering is manufactured in its own plants. "We can commit to any customer to deliver within established deadlines because we have our own factories," Ruano explains. This in-house production capacity not only guarantees availability but also allows the company to offer Top Choice products for SMEs and large organizations that need immediacy. In a context where AI demands infrastructure, availability becomes a critical factor.

Convergence Between Mobility and Workplace

Lenovo's strategy seeks to break down silos between Motorola and the corporate PC. Ruano admits that initially he feared cannibalization, but reality shows that the average number of devices per person in Spain is five. "Qira will make the laptop, desktop, and mobile coexist, from cloud information to the device and the pocket," he states. Motorola brings youth and joy to the brand, as well as reaching an audience that previously was not accessible with just PCs or infrastructure.

The Channel: Human Relationship vs. AI

Ruano argues that AI should be a tool to increase productivity, but it should never replace the human relationship. "I trust much more in the human relationship. I prefer to look someone in the eye," he says. The channel remains fundamental for Lenovo, and Ruano recommends "being alongside the channel, not in front of it." The company has created an ecosystem of 500 partners thanks to the Kit Digital program, which he considers a success and hopes will continue. For Ruano, the channel must modernize and update itself, but without losing the personal touch that characterizes the Spanish market.

Looking to the Future: Investment in AI and Sustainability

Lenovo bets on efficiency and sustainability in its products, with solutions like water-based liquid cooling. The company seeks to offer a competitive proposition in performance, efficiency, and productivity, adapting to AI demands without skyrocketing costs. Ruano insists that investment in R&D and commitment to the channel are key to maintaining leadership. "Lenovo tries to cover the entire market space with a 360-degree vision," he concludes.

To delve deeper into how AI is transforming business networking, we recommend our article: The Network as the Backplane of AI: Cisco Rewrites the Rules of Enterprise Networking. Additionally, if you are interested in virtualization as a foundation for AI infrastructures, don't miss Server Virtualization with Proxmox: Step-by-Step Technical Guide.

Original source: ComputerWorld. Analysis and adaptation by ForgeNEX.