Novell has restructured its global channel partner scheme in a bid to increase the amount of business put through the channel.
The vendor aims to change its reseller pricing policy and widen its range of complete solutions by signing third-party vendors. The company aims to provide partners with a service based on installation, education and training.
Under its PartnerNet 2001 programme, effective from 1 December, Novell claims that it will work closely with resellers to drum up business and reward those that drive business to the company.
In return, Novell will compensate its sales staff by offering incentives to involve channel partners in potential business. The company is also set to increase the size of its in-house consultancy service for resellers, and set up new training schemes to educate partners about the revised model.
Peter Joseph, corporate business manager at Novell, said the move would help partners adapt to a more profitable, service-based model for software delivery. "It is vital to include resellers earlier in the delivery process," he said.
"We want them involved every time we do business with a customer. We have also added third-party vendors such as RSA and Computer Associates to boost our security offerings - an area where we have been lacking in the past," he added.
Joseph explained that recent job cuts were a necessary part of Novell's realignment. "We needed to manipulate the skill sets within the company to take it forward. We have put more feet on the ground and away from the boardroom," he said.
Early next year, the company will launch schemes for e-systems integrators to drive more business through consultants, systems integrators and service providers.
Under its Consultant and Systems Integrator initiative, Novell already partners large consulting firms such as Computer Sciences Corporation and Deloitte & Touche. Future partner schemes will involve the company working with consultants of all sizes, in addition to internet service providers and application service providers.
Paul Sweeney, director of communications at Novell reseller ANS, said: "It could have been rolled out a bit quicker, but Novell has finally woken up to the fact that it needs to be more service-oriented and channel-focused. Traditionally, we bought kit and were left to get on with it. However, this scheme puts resellers in the loop and gives them more input into how they earn their money."
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