Novell rejigs sales channel
Software vendor introduces new scheme to give resellers a level playing field
Novell is planning a return to a partner-centric sales strategy as it tightens up its channel accreditation levels, merges two partner models and clamps down on channel conflict.
Petra Heinrich, vice-president EMEA partner sales and marketing at Novell, told CRN the firm is eventually hoping to achieve a 70 per cent indirect and 30 per cent direct split. "We have had competition rather than co-operation between direct and indirect sales in the past, but we are looking to avoid this in 2005," she said.
Heinrich explained that the vendor is also merging two partner models to place resellers on a level playing field. Under the previous model partners were divided into Business Expert and Business Partner levels. Now they will become part of a three-tiered scheme - Silver, Gold and Platinum - all of which will pay a £1,500 fee to join.
To achieve Platinum status, partners will have to be selected by the vendor, and Gold partners will need to have at least one closed customer project behind them to use as a case study for future customers.
Last month it was reported that Novell would start charging partners to join the lowest level of its PartnerNet scheme, but Heinrich said it was a fairer model to charge all partners the same fee.
"We believe the fee should stay flat, because the higher partners go, the more they will have already invested," she explained.
In addition, Gold and Platinum partners will be given the chance to specialise in five different categories: Linux, networking services, identity-driven solutions, collaboration and resource management.
"These specialisations will not only help partners find new clients, but will also help clients find new partners," Heinrich claimed.
Steve Derbyshire, managing director of top-level partner Telamon Systems, applauded the changes.
"I definitely welcome the fact that partners have to provide a reference case study, because it gives some degree of comfort to the vendor, partner community and customers in terms of credibility.
"And in terms of other stuff, there is talk of Novell doing less direct business and more through the channel, but it is early days yet," he said.