Novell is hoping to eliminate conflict and build bridges with its indirect channel by rolling out its new PartnerNet 2002 programme.
At its partner summit in the US last week, the company announced a series of initiatives to win back channel trust. While some of the US initiatives will be mirrored in Europe, a more localised model is expected to be rolled out in the UK later this month.
The programme is expected to include enhanced tools and services, such as marketing and technical support.
In line with the Novell's Clear Channel initiative, which sets out rules of engagement, the scheme is aimed at ironing out problems and conflicts with partners that have been brewing for some time.
To this end, Novell has split its sales strategy into three different levels. The first is direct, which the company calls 'Sell To'. This level comprises the top 500 UK enterprise accounts.
The second is indirect, which the company terms 'Sell With'. This team drives business through its partners. The third is what Novell terms the unauthorised level, or the 'Sell Through' model.
"Getting more trust between Novell and our partners will mean that the channel and the firm will grow. We have a bigger channel team than ever before," said Patrick O'Connor, UK channel director at Novell.
"One of our main aims is to give unauthorised partners the opportunity to grow their businesses and join our 'Sell With' model," he added.
Brad Levin, managing director of Novell reseller DES, said: "There have been difficulties with Novell's channel strategy in the past, but the quality of contact we have experienced recently has been encouraging.
"The 'Sell With' strategy is key to my business. Novell is being up-front about where it is going to compete with its partners."
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