Netscape US follows UK lead with reseller push

Netscape US will take a leaf out of the UK's books by putting more volume business through its reseller community.

US sources reported that the company will push all sales of less than 2,000 units through the channel. A US study found that the bulk of potential business was in this sector.

Netscape US said it expects the move to dramatically increase the volume of business through its Netscape Solutions Expert programme, a reseller programme offering sales leads, Web-based training, product licences and a partner intranet.

Netscape US refused to offer any information concerning a possible launch of the programme in Europe.

Netscape UK managing director Steve Voller said: 'There has traditionally been a larger direct sales force in the US, where traditionally about 30 per cent goes through the channel. In the UK it's about 80 per cent.'

US resellers have been putting pressure on the company for some time to move closer towards the Microsoft model - where volume licensing for large accounts is handled by the channel.

Danny Shader, Netscape's VP of partner and developer relations, said demand generation and marketing for sales of over 2,000 units would still be handled by the company's direct sales teams, but that channel partners would be brought in for fulfilment. He said customers would be encouraged to work with them.