| Novell launches enhanced channel program |
Nov. 15, 2006
Novell Inc. wants to make its PartnerNetprogram easier and more profitable for its partners. PartnerNet 2007, which launches this month, introduces several key new partner benefits, including technology specializations, an integrated partner portal, and partner tracks to ensure partners get the right attention for their specific business model.
One major change is that Novell will now require Platinum and Gold level solution provider partners to specialize in one of four technical areas: Linux; Security and Identity Management; Systems and Resource Management; or Workgroup.
The idea is that these specializations will help partners promote their expertise, increase visibility, improve sales opportunities, and shorten sales cycles. Partners will benefit from discounted, focused training; marketing campaigns; incentives and rebates; and qualified leads aligned to these specializations that lower their costs and improve their competitiveness. Silver level solution provider partners will not need to specialize, but they will be given the opportunity to specialize in Linux.
The new PartnerNet Portal is designed to give partners a clear, consolidated view of the partnership, including program membership details and Novell sales-related information. It combines Novell's financial and global opportunity management systems, revenue tracking, integrated reporting, and generation of campaign-driven leads to help partners identify new sales opportunities.
In addition to its existing solution provider, technology partner, and training partner tracks, Novell is adding two critical partner types to the PartnerNet model: Global Strategic Partners, and Distribution and Fulfillment partners. This change is designed to improve management of the overall Novell partner ecosystem, and better allocate Novell resources to meet the diverse needs of Novell partners.
With Global Strategic Partners, which will include both technology and delivery partners, Novell will drive relationships with top global players to enable effective market positioning in major global customers. The new Distribution and Fulfillment track is meant to better serve Novell distributors and fulfillment agents.
Other tracks are also being enhanced for 2007. The solution provider track establishes new value around partner specializations. The technology partner track enables ISVs and IHVs to license Novell technology, develop and certify products, and market or sell them through Novell and their own channels.
Tom Francese, Novell executive VP of worldwide sales, stated "With PartnerNet 2007, we've really moved from a partner program to a business development platform. We are committing strongly to partners who commit to Novell, and elevating partner relationships from a program level to a joint business value level. We can only succeed by helping our partners succeed, and our PartnerNet program in 2007 is aimed squarely at driving that partner success."
Robert Feltham, CEO of Toronto-based Terran Innovations Ltd., stated, "We've noticed real, positive change in how Novell works with its partner community over the last couple of years, and the 2007 improvements are another strong step in this process. Unlike other vendors I work with who give me the feeling that it's their partner program, with PartnerNet 2007, Novell truly makes me feel that this is my program. It's focused on what makes me and my business profitable."
Further information about Novell's PartnerNet program is available on Novell's partner site.
-- Steven J. Vaughan-Nichols
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