Networking software vendor Novell has launched a channel initiative that will see it actively working to bring extra business to its VARs.
Termed the Clear Channel initiative, it is described by the company as a "sell-with" rather than a "sell-through" model.
"We have merged our partner and corporate sales teams, which means we will not be competing with our partners," said Patrick O'Connor, channel director at Novell.
"Instead, we will be taking VARs to meet clients, helping them generate business."
Resellers will be able to choose their level of engagement, and corporate sales will be measured according to what revenue goes through partners, he said.
"This shows our channel dedication. The sales team will not get a penny if they do not work with our partners," he said.
Mark Kirkland, managing director of VAR Systems Group, praised the scheme. "Novell was moving towards a direct model. Now it is moving back to the channel," he said.
"This will help to increase our business and is a positive step for Novell resellers."
Infrastructure provider says international sales now make up 51 per cent of its revenue
Suzanne Chappell of TMS plans sailing venture after selling Oxfordshire-based TMS to acquisitive Chess
Withdrawal of credit insurance by some providers a 'reflection' of current challenge facing IT sector, according to MD Steve Soper
SMART's UK managing director joins Lenovo to boost SMB business