Software vendor Novell has revamped its partner programme to include more technology specialisations and partner classifications.
The firm will now require Platinum and Gold solution provider partners to specialise in one of four areas: Linux, security and identity management, systems and resource management, or workgroup.
Silver solution provider partners do not need to specialise, but have the opportunity to do so with Linux.
Novell said the changes are designed to better allocate its resources to meet partner needs. It also said the new specialisations will help partners promote their expertise, increase visibility and improve sales opportunities while having shorter sales cycles.
Partners will receive discounted training, marketing campaigns, incentives and rebates, and qualified leads aligned to the specialisations.
Novell is also adding two partner types to the PartnerNet programme: Global Strategic Partners, to drive relationships with global players and gain access to more global customers, and Distribution and Fulfillment partners, where there are new requirements for distributor partners, so Novell can “better serve these partners based on their business model”.
The vendor has updated its PartnerNet Portal that offers an overview of the partnerships, including membership details and sales information. It includes revenue tracking, integrated reporting and generation of campaign-driven leads.
Tom Francese, executive vice-president of worldwide sales at Novell, said in a statement: “With PartnerNet 2007 we have moved from a partner programme to a business-development platform. We are committing to partners who commit to Novell and elevating partner relationships from a programme level to a joint business value level.
“We can only succeed by helping our partners succeed. Our PartnerNet programme is aimed at driving that partner success.”
Scott Fletcher, chairman of Novell reseller ANS, said: “We are a Platinum par tner and have got all of the Novell specialisations. We will look to update to any new requirements of the programme and we fully support the changes Novell has made.”
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