Novell drops Ingram
Resellers to benefit from increased investment, claims vendor
Novell has rationalised its distribution by removing Ingram Micro UK from its roster.
The move follows the vendor's announcement of its 1-Tier model. Under the scheme, Novell offers its 25 UK Business Experts the opportunity to buy direct.
It claimed resellers will benefit from increased investment as Novell reduces overheads. The move leaves Novell with Computer 2000/Azlan as its sole UK distributor.
Patrick O'Connor, channel sales director at Novell, said: "Any change to today's model is intended to develop opportunities for [our] channel partners.
"Since the announcement of the [single-tier model], Novell has been evaluating ways to market with its distribution partners."
Kevin Vine, director at networking services at Ingram Micro, said its Novell business was worth about £2m per year.
"Because Novell said it wanted to deal direct with Business Experts there is little room for two big distributors. I am surprised because only 15 per cent of our Novell business is with Business Experts," he said.