Netscape goes fishing for Vars

Internet software vendor Netscape has unfurled its plans to recruit Vars in Europe with an ambitious plan to appoint 500 by the end of the year.

Jean Francois Guyomer, Netscape European channel manager, said that Netscape had embarked on an extensive education plan for Vars running through this month and next month.

'We started the European operation eight months ago and our first plan was to team with the master Vars,' he said. 'The profile was Unix NT partners, channel management and data-base expertise with a strong technical background.' Netscape had originally appointed Azlan and Unipalm, but has recently added Sphinx to its line-up. 'We have to educate the channel as soon as possible. We had a training week for all our master Vars two weeks ago and that is our focus in March and April. I want to have 50 Vars educated by April,' Guyomer said.

The profile for resellers was Unix and TCP/IP companies, he said. 'What we can offer them depends on the distributor and the nature of their business.' Jim Clark, Netscape chief executive officer, has always insisted that his company will make money, not from its browser, but from its server products.

The company starts its campaign this week and next by holding roadshows in collaboration with Sphinx. 'Later we will have seminars with them in Birmingham, Leeds, Manchester and London.

'What is key for me is to educate the channel in 1996. I want more than 500 resellers in Europe by the end of the year,' he said.