Novell gets VARs into training
PartnerNet 2003 channel strategy includes increased training and higher reseller rebates
Novell has promised increased training and higher reseller rebates as part of its PartnerNet 2003 channel strategy.
As predicted by CRN last year (CRN, 9 December), the full details of the programme were announced last week.
The company is offering increased training to encourage resellers to get into services, where it claims revenues can be seven times higher than product sales.
It is also offering rebates of up to 15 per cent and is increasing its amount of channel business.
Patrick O'Connor, Novell's UK channel sales director, said the company wants to train and advise resellers on how to get more out of each contract through services, although he admitted its main aim was to grow revenues for both itself and its partners.
"We do not mind what percentage of our business goes through the channel as long as we are increasing sales," he said.
In the UK, about 13,000 Novell customers are reseller-led, while the vendor currently supplies about 200 customers directly. When it deals direct it is at the request of customers.
O'Connor said that even when dealing direct, Novell still needs the support of partners, especially to service the large number of new customer sites it has as it does not have the resources to deal with them itself.
Steve Derbyshire, managing director of Telamon, a Novell Business Expert partner, explained that the sales and technical training that Novell offers gives its resellers an advantage.
"As a Business Expert we get first bite at new training, which gives us a chance to get ahead," he said. "We have not experienced the new rebate scheme yet, but it looks very promising."
Derbyshire said that Telamon has had a good working relationship with Novell for the past two years. "We decided that rather than competing with Novell's consulting arm we would work with them," he said.
"We have subcontracted Novell Consulting into some of our deals, and it has subcontracted us in to help it too."