Resellers quake at new Netscape accreditation

Internet NSE scheme could mean the chop.

Netscape's resellers were under threat of facing the axe after the browser developer replaced its channel accreditation programme.

Last week, Netscape scrapped its reseller accreditation programme Affiliate Plus and replaced it with the stricter, two-tier Netscape Solution Expert (NSE). This was due to Netscape's move towards the enterprise market following its decision to supply its browser free, which effectively removed half of the company's revenue and a product from the channel.

Bryn Jenkins, marketing and channel sales director, stated: 'Netscape is reinventing itself. We have about 120 resellers in the UK. Now we've put in a bar. We may lose Vars but we may gain. Those Vars not focused on Netscape may drop out. We're looking at quality, not quantity. This is not exclusion, it's just some partners will be better suited to selling certain products.'

The entry point for resellers will be the NSE level, requiring a reseller to be an Affiliate Plus member and maintain and train one technical and one sales member of staff to focus on Netscape products. The NSE will also be expected to achieve annual revenue from licences of $50,000.

The NSE Premier accreditation will require experience in markets such as finance, insurance, manufacturing or retail. It will also have to maintain an extra member of sales staff and submit a business plan to Netscape on a quarterly basis.

Paul Richardson, managing director of potential NSE premier reseller Motiv, commented: 'Reaction has generally being positive. We recognise that Netscape is moving away from the box shifter and placing more emphasis on the Var. There will be fewer resellers, which means more and better service from Netscape.'

He added that he considered the quality of leads would increase, but did not relish the upheaval the reorganisation would cause.