Alberto Ruano, the top executive of Lenovo in Iberia, has given an exclusive interview at the company's Madrid offices, where he shared his vision on the future of technology, artificial intelligence (AI), and the role of the channel in an increasingly complex ecosystem. With a thirteen-year career at Lenovo, Ruano leaves a solid and growing company, but his analysis goes beyond results: he addresses how AI is redefining the work methodology of the entire technology industry.

A Historic Fourth Quarter: The Keys to Success

Lenovo has closed a fourth quarter that will be remembered as one of the best in its history. For Ruano, this success is no coincidence: "The company has the ability to maintain its current technological leadership. This is reflected in the success of all R&D investment and the decisions made." The executive highlights that creating a comprehensive ecosystem, ranging from servers and infrastructure to mobile devices with Motorola, has been fundamental. "We have been building it in the market for many years. This has translated into natural growth," he states.

Ruano insists that leadership is not achieved with numbers alone: "If you want to be number one in the total market, you cannot be fourth in consumer, last in channel, or third in Enterprise or education. Consumer gives you visibility, channel offers capillarity, education provides brand image." Balance across all segments and a constant commitment to innovation are, according to him, the pillars that differentiate Lenovo from its competitors.

AI as a New Paradigm: Beyond Content Generation

One of the most anticipated announcements is the launch of Qira, scheduled for September 2025. This solution integrates AI as an agent that interacts and executes tasks, going beyond simple content generation. "At Lenovo, we often talk about becoming an artificial intelligence company. We have to get past the first course, which is constant training for sales, marketing, and product departments," explains Ruano. The goal is for the entire company's work methodology to be based on AI, a change that has already begun.

For Spanish companies, the technical challenge of integrating this agent AI transversally into their device ecosystem is enormous. Ruano points out that the key lies in alliances: "In PCs, you can still go it alone, defend a brand, lead markets. But in infrastructure, you need alliances, no question. Thanks to them, we can work on security, cybersecurity, AI, etc. Alone, it's impossible." This collaborative approach is essential for AI not to become a brake but a driver of transformation.

Infrastructure, Security, and In-House Manufacturing: Competitive Advantages

Security is a fundamental pillar in AI deployment. Ruano emphasizes that "alliances are key to talking about cybersecurity, security, and AI." Lenovo has learned this lesson since acquiring IBM's x86 division in 2014. "It took us a while to understand, but now we are clear," he admits.

Regarding component supply volatility, Lenovo's in-house manufacturing, covering 80% of its offerings, becomes a decisive competitive advantage. "We can commit to any client to deliver, despite problems with components, memory, CPUs, etc., within the established timelines because we have our own factories," says Ruano. This in-house production capacity not only guarantees availability but also offers a logistical and competitive edge over other manufacturers.

Lenovo's market share in the Spanish public sector exceeds 50%, an achievement Ruano attributes to hard work, good product, organization, and above all, availability. "Today, availability is paramount. Add to that AI, which is even more important for the infrastructure business than for PCs," he adds.

Smart Devices and Productivity: The End of the Price War

Devices like the ThinkPad Aura series or the Auto Twist concept represent hardware that self-optimizes, transforming daily IT fleet management. Ruano sums it up in one word: "More productivity, another advance, and continued leadership." According to him, the market is no longer driven solely by price: "We are in the war of value, quality, productivity, technology, and advances."

This evolution is especially relevant for IT departments seeking solutions that natively integrate AI to improve operational efficiency. Lenovo bets on convergence between mobility (Motorola) and the workplace (PC), breaking traditional silos. "Over the years, you realize that the average number of devices per person in Spain is around five. I think everything coexists," explains Ruano. Qira, the new AI platform, will be the glue that unifies the experience across devices, from the cloud to the pocket.

The Channel as a Strategic Ally

Ruano is a firm advocate of the distribution channel. "Lenovo is a channel company. I have tried to convey this many times, and lately more than ever," he states. For him, personal relationships remain irreplaceable, even in the AI era. "AI should help the channel be more productive, reduce times, so tasks that previously took three or four hours can now be done in ten minutes. But if we lose focus on people and the importance of human relationships, especially in Spain, we would be making a big mistake."

The executive recommends that any company "be on the side of the channel, not against it." This philosophy has been key to Lenovo's growth, and Ruano warns that changing course would be a mistake: "It is not part of our culture or our way of being. We are not prepared to do it because we don't believe in it."

The Future of Public Investment and Technical Debt

Regarding the Kit Digital, Ruano calls it a resounding success: "Spain, through Red.es, was the only country in Europe to launch a project like Kit Digital, which has been a true success. I would like it to continue." Investment in SME digitalization is, according to him, fundamental for productivity and job creation.

As for technical debt when scaling AI processes from Edge to hybrid cloud, Ruano argues that Lenovo devices' features are designed for efficiency and savings. "We are a benchmark in aspects like liquid water cooling and many other details that make a difference," he states. Lenovo's proposal focuses on offering a balanced solution between efficiency, sustainability, productivity, and performance.

Conclusion: A 360-Degree Vision

Alberto Ruano leaves a company that has anticipated trends and built a robust ecosystem. His legacy is that of a leader who prioritized innovation, alliances, and the channel as pillars of growth. AI, far from being a fad, has become the central axis of Lenovo's strategy, and its implementation will mark the future of the technology industry. As he himself says: "Our entire work methodology will be based on AI."

Original source: ComputerWorld. Analysis and adaptation by ForgeNEX.