Novell will once again rejig its distribution channel, leaving a question mark over the fate of its business partners Persona, Globelle, Northamber and Metrologie.
Their removal from Novell's channel line-up could strike a blow against distributors as business partners are entitled to account management, training and direct technical support.
Russell Smith, distribution manager at Novell, confirmed there would be some changes to its channel, but said that its directly sourcing distributors, such as Frontline and Ingram, would remain unchanged.
In addition, the networking software firm is recruiting dealers to sell its telephony products and is spending at least $100,000 on advertising, reseller seminars and issuing mailshots to its Netware base.
Richard Thompson, business development manager of European telecoms for Novell, said: 'IS managers are starting to own what happens in the telecoms space. Data resellers need to look at the opportunities in telephony before telcos capture the data business.'
Dealers that become telephony solution partners receive support from Novell's telephony solution centres, Datapoint and Platinum.
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